Business Center - Practice Leader (Mid Atlantic)

Stantec•Washington, WA

4d•Onsite

About The Position

Stantec's "One Infrastructure" group provides comprehensive planning, design, and engineering services for various projects including bridges, rail, airports, roadways, and transit. They also offer civil engineering, land development engineering, landscape architecture, and urban planning services. The Business Center Practice Leader (BCPL) is a "seller/doer" role reporting to the Regional Growth Leader (RGL). The BCPL is responsible for leading pursuits, driving the growth of Business Centers, and enhancing Stantec's market position. This role involves achieving sales goals, developing market growth strategies, understanding market trends, winning new projects, managing client relationships, exploring new markets, and increasing Stantec's industry presence.

Requirements

Bachelor’s degree in a related field
Minimum of 10 years’ related work, leadership, business development and consulting experience
Equivalent combination of education and related experience
Professional registration in related field

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 in the BC
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
Responsible for net revenue forecasts by period, quarter and year end
Actively contributing to winning strategies and involvement at a hands-on level in key pursuits
Leading growth of the BC through 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 through key client engagements
Establishing an effective Go/No Go Review process with Principals and tracking compliance
Partnering with other BCPLs and leaders to drive collaboration on pursuits across geographies and business lines
Utilizing and ensuring the opportunity Pipeline is maintained and monitored
Developing and Maintaining Stantec’s Integrated Practice in the BC
Leading or assigning responsibility for oversight of project delivery, QAQC, discipline excellence and technical quality
Assigning responsibility for design excellence in all disciplines present in BC
Ensuring compliance with ISO-certified Integrated management System and Project management (PM) Frameworks
Assigning responsibility for management, needs assessment and provision of digital practice, tools and applications
Supporting BCOL with the annual budget for the BC
Supporting BCOL in meeting established targets for net revenue, gross margin, SG&A, and operating income
Partnering with BCOL to develop and implement improvement plans for distressed business units and BCs
Supporting achievement of 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 to communicate vision, strategy and progress