Business Center Practice Leader

Stantec • Nashville, TN

2d • Hybrid

About The Position

The Business Center Practice Leader (BCPL) is a "seller/doer" responsible for leading pursuits and driving the growth of the Business Centers and Stantec’s market position. This role focuses on achieving sales goals, developing market growth strategies, understanding market trends, winning new projects, managing client relationships, and pursuing new markets. The BCPL will also be responsible for building Stantec's external visibility and industry presence, ensuring client satisfaction, and managing net revenue forecasts. Collaboration with other leaders and utilization of the opportunity pipeline are key aspects of this role, as is fostering design excellence and ensuring compliance with management systems. The position supports business and financial management, health and safety, and people leadership within the Business Center.

Requirements

• A Bachelor’s degree in a related field
• A minimum of 10 years’ related work, leadership, business development and consulting experience
• An equivalent combination of education and related experience
• Professional registration in related field

Nice To Haves

• Leading pursuits
• Supporting innovative design solutions with exceptional quality and execution
• Internal cross-selling initiatives
• Driving strong results in the client satisfaction survey
• Hands-on level involvement in key pursuits
• Cross-selling
• Enhancing reputation and driving revenue
• Tracks compliance of Go/No Go Process
• Driving collaboration on pursuits across geographies and business lines
• Optimizing business development plans and employee utilization rates
• Maintenance of a cohesive Stantec brand
• Key client and Account development and maintenance
• Market and community outreach and engagement
• Oversight of project delivery, QAQC, discipline excellence and technical quality
• Implementing innovation, sustainable design principles and use of technology
• Outlining the vision, focus, and priorities for implementation
• Setting specific goals for business performance
• Developing and implementing improvement plans for distressed business units and BCs
• Driving collaboration and work sharing across the practice
• Monitoring of leading and lagging indicators
• Meeting leading indicator goals
• Following up on BC Improvement Plans
• Communicating the vision, business strategy and progress against applicable action plans
• Managing performance and compensation in accordance with Stantec’s compensation philosophy
• Yearly employee performance review (YEPR), rate review, and STIP/bonus -allocation

Responsibilities

• Achieving Business Center sales goals
• Developing and executing market growth strategies
• Maintaining a deep understanding of market opportunities and trends
• Winning new projects with key clients
• Developing and managing strategic client relationships
• Assessing and pursuing new markets and clients
• Building Stantec’s external visibility and industry presence
• Exceeding client expectations through strong account management
• Personally leading accounts for major clients
• Achieving minimum client- and proposal-specific marketing and business development (M&BD) sales goals
• Ensuring a minimum of 4 client feedback surveys are conducted per year and issues are addressed
• Leading and participating in pursuits and campaigns for major BC opportunities
• Driving the client relationship strategy
• Responsible for net revenue forecasts
• Actively contributing to winning strategies and involvement at a hands-on level in key pursuits
• Leading growth of the BC through leading business development, key pursuits, and sales strategy
• Developing and managing the marketing and business development (M&BD) plan for the BC
• Increasing visibility of Stantec by sharing knowledge and innovation story
• Establishing an effective Go/No Go Review process
• Partnering with other BCPLs and leaders to drive collaboration on pursuits
• Ensuring the opportunity Pipeline is maintained and monitored
• Developing and Maintaining Stantec’s Integrated Practice in the BC
• Accountable to achieve organic growth targets of the BC
• Supporting the Regional Delivery Leader (RDL) with oversight of project delivery, QAQC, discipline excellence and technical quality
• Supporting and fostering design excellence in all disciplines
• Responsible for compliance with ISO-certified Integrated management System and Project management (PM) Frameworks
• Supporting BCOL with the annual budget for the BC
• Supporting the BCOL in meeting established targets on net revenue, gross margin, SG&A, and operating income target
• Partnering with BCOL to develop and implement improvement plans for distressed business units and BCs
• Supporting achieving utilization rate and backlog targets
• Supporting BCOL with the health and safety performance of the business center (BC)
• Supporting BCOL with developing, attracting, engaging and retaining top talent
• Partnering with BCOL by conducting quarterly office visits and BC Wide meetings
• Supporting the BCOL with managing performance and compensation

Benefits

• Comprehensive planning, design, and engineering services for all phases of roadway, bridge, transit & rail, airport, and ports & marine projects as well as civil engineering, land development engineering, landscape architecture and urban planning.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior