Business Center Practice Leader (New England)

Business Center Practice Leader

Whatever the distance, wherever the destination our designs lead you there. Our "One Infrastructure" group provides 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. Reporting to the Regional Growth Leader (RGL), the Business Center Practice Leader (BCPL) is the "seller/doer" responsible for leading pursuits. Accountable for the top line, the BCPL leads the growth of the Business Centers and Stantec's market position while supporting innovative design solutions with exceptional quality and execution that exceed client expectations.

Your Key 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

Client Focus:

• Responsible for exceeding client expectations through strong account management across the BC and personally leading accounts for major clients in the BC.
• Achieve minimum client- and proposal-specific marketing and business development (M&BD) sales goals, including internal cross-selling initiatives, target 50% of time.
• Ensure a minimum of 4 client feedback surveys are conducted per year and issues are addressed through implementation and follow-through on action plans.
• Lead and participate in pursuits and campaigns for major BC opportunities.
• Drives the client relationship strategy, working with Principals and BC leaders to drive strong results in the client satisfaction survey within the respective BC.
• Responsible for net revenue forecasts by period, quarter and year end.

Business Development and Collaboration:

• Actively contributes to winning strategies and involvement at a hands-on level in key pursuits as needed.
• Leads growth of the BC through leading the business development, key pursuits, and sales strategy.
• Responsible for developing and managing the marketing and business development (M&BD) plan for the BC including cross-selling.
• Increases visibility of Stantec by sharing our knowledge and innovation story through key client engagements to enhance our reputation and drive revenue.
• Establish an effective Go/No Go Review process with Principals and tracks compliance of Go/No Go Process.
• Partners with other BCPLs and leaders to drive collaboration on pursuits across geographies and business lines.
• Responsible for utilizing and ensuring the opportunity Pipeline is maintained and monitor to optimize business development plans and employee utilization rates.
• Develop and Maintain Stantec's Integrated Practice in the BC.
• The maintenance of a cohesive Stantec brand, Key client and Account development and maintenance, Market and community outreach and engagement. Accountable to achieve organic growth targets of the BC.

Practice:

• Support the Regional Delivery Leader (RDL) with oversight of project delivery, QAQC, discipline excellence and technical quality, documents quality and best practices in the execution of work.
• Responsible for supporting and fostering design excellence in all disciplines present in BC to implement innovation, sustainable design principles and use of technology.
• Responsible for compliance with ISO-certified Integrated management System and Project management (PM) Frameworks.

Support Functions Business and Financial Management:

• Support BCOL with the annual budget for the BC, outlining the vision, focus, and priorities for implementation and setting specific goals for business performance.
• Supports the BCOL in meeting established targets on net revenue, gross margin, SG&A, and operating income target in the BC.
• Partners with BCOL to develop and implement improvement plans for distressed business units and BCs.
• Supports achieving utilization rate and backlog targets and partners with BCOL to drive collaboration and work sharing across the practice.

Health and Safety:

• As a BC leader, the BCPL should drive the HSSE culture across the business center, including visible leadership, proactive engagement with teams, monitoring leading and lagging indicators, meeting leading indicator goals, and following up on BC Improvement Plans.

People Leadership:

• Support BCOL with developing, attracting, engaging and retaining top talent
• Partner with BCOL by conducting quarterly office visits and BC Wide meetings to communicate the vision, business strategy and progress against applicable action plans.
• Support the BCOL with managing performance and compensation in accordance with Stantec's compensation philosophy within the BC through yearly employee performance review (YEPR), rate review, and STIP/bonus -allocation for the BC.
• Direct reports may include roles focused on M&BD.

Education and Experience: A Bachelor's degree in a related field with a minimum of 10 years' related work, leadership, business development and consulting experience; or an equivalent combination of education and related experience. Professional registration in related field. Typical office environment working with computers and remaining sedentary for long periods of time. Field work may include exposure to the elements including inclement weather.

About Stantec: Stantec is a global leader in sustainable engineering, architecture, and environmental consulting. The diverse perspectives of our partners and interested parties drive us to think beyond what's previously been done on critical issues like climate change, digital transformation, and future-proofing our cities and infrastructure. We innovate at the intersection of community, creativity, and client relationships to advance communities everywhere, so that together we can redefine what's possible.

Pay Range:

• Locations in MN, OH, VT, & Various CA, ME, NY, VA Areas-$134,100.00 - $201,200.00 Annually
• Locations in CO, HI, IL, MD & Various CA, NJ, VA Areas-$147,500.00 - $221,300.00 Annually
• Locations in WA, DC & Various CA, MA, VA Areas-$158,200.00 - $237,400.00 Annually

Primary Location: United States | MA | Boston

Other Locations: United States | NH | Auburn

Organization: BC-1794 Transpt-US Northeast

Employee Status: Regular

Business Justification: New Position

Travel: Yes

Schedule: Full time

Req ID: 1007482

Stantec provides equal employment opportunities to all qualified employees and applicants for future and current employment and prohibit discrimination on the grounds of race, color, religion, sex, national origin, age, marital status, genetic information, disability, sexual orientation, gender identity or gender expression. We prohibit discrimination in decisions concerning recruitment, hiring, referral, promotion, compensation, fringe benefits, job training, terminations or any other condition of employment. Stantec is in compliance with laws and regulations and ensures equitable opportunities in all aspects of employment. At Stantec we are committed to ensuring our recruitment process is accessible to all. If you require reasonable adjustments to be made during the recruitment process then please inform a member of our Talent Acquisition team.