Mountain Area Growth Leader - AEC Industry

Kleinfelder•Taylorsville, UT

17d

About The Position

Kleinfelder is seeking a Business Development Leader to join our Mountain Area Leadership Team and lead our Business Development growth strategy across multiple end markets. As part of Kleinfelder's Mountain Leadership Team, the successful candidate will lead our business development activities and client account teams focusing on client engagement, new client acquisition, sustainable growth of sales and revenue through diversification of services, markets, and geographies. The successful candidate will have demonstrated experience leading teams of seller-doers and growing accounts across our service lines of environmental planning and permitting, environmental restoration, geotechnical and civil design, and construction services. The role also requires demonstrated experience positioning, pursuing, and winning work across our end markets of commercial/industrial, local government, energy, mining, water and transportation. Reporting to the Mountain Area Manager, in this capacity, you will lead and grow our existing seller/doer team, collaborate with market leads and Client Account Manager seller/doers to develop tactical plans by market and account, position to expand services with new and existing clients, drive key pursuits from positioning to award, and provide leadership through any other aspects of business development and marketing to support growth across the Mountain Area. You and your team will be responsible for understanding the regulatory and economic drivers that impact our end markets and identifying the clients, partnerships, and projects that will provide stable growth for Kleinfelder. In addition to significant strategy and business development experience, operational management experience is strongly recommended for this position due to the level of engagement you will have within the organization.

Requirements

Strong leadership and teamwork.
Servant Leadership mentality that is involved day to day in the success of the strategy and business development activities and provides a positive example to the seller/doer team.
Knowledge of and experience in positioning and winning work in the environmental planning and permitting, environmental restoration, geotechnical and civil design, and construction services service lines.
Work well in a matrixed work environment, interacting with both business development and operations teams, as well as maintaining close communications with the client to represent their needs effectively.
Technical expertise to assist in proposal writing and pricing.
Excellent verbal and written communication.
Pro-active problem solving.
Strong business acumen.
Dedication to safety and quality.
A minimum of fifteen years' experience in an environmental and engineering consulting firm or related professional service business.
A minimum of ten years of managing a business strategy and development function for a business of 100+ professionals.
Demonstrated ability to deliver a 10+% organic Compound Annual Growth Rate (CAGR) through hands on collaboration with market leads and mentoring of seller/doers.
Strong understanding of technical terms and concepts and the ability to align and gain credibility with clients, technical professionals, and operational leadership.
Past successful work experience utilizing a CRM, sales funnel, and client account plans.
Demonstrated experience evaluating current market trends against existing capabilities and determining points of entry and tactical plans to grow market share.
Bachelor’s degree in engineering, earth science, environmental science, marketing or related field required.

Nice To Haves

Operational management experience
Master's/MBA degree or equivalent preferred.
Professional registration preferred.

Responsibilities

Lead business development activities and client account teams.
Focus on client engagement and new client acquisition.
Drive sustainable growth of sales and revenue through diversification of services, markets, and geographies.
Lead teams of seller-doers and grow accounts across service lines.
Position, pursue, and win work across end markets.
Collaborate with market leads and Client Account Manager seller/doers to develop tactical plans.
Position to expand services with new and existing clients.
Drive key pursuits from positioning to award.
Provide leadership through business development and marketing to support growth.
Understand regulatory and economic drivers that impact end markets.
Identify clients, partnerships, and projects for stable growth.