Business Center Practice Leader

Stantec; Nashville (TN); On-site; USD 160,000 - 260,000; Full time

Job summary

Stantec is seeking a Regional Growth Leader to act as seller/doer, leading pursuits and driving top line growth for the US Southeast Business Centers, with accountability for market strategy, client relationships, and cross-functional collaboration.

Based in the Nashville area, this role guides market opportunities, proposals, and revenue forecasting while upholding quality and innovative design solutions across transportation, civil, and land development projects.

Qualifications

• Minimum years of leadership in securing large infrastructure projects.
• Proven track record in growing market share and revenue.
• Experience managing multiple clients and campaigns.

Responsibilities

• Achieve sales goals for the Business Center.
• Develop and execute market growth strategies.
• Build and manage strategic client relationships.
• Lead pursuits and campaigns for major opportunities.
• Drive client satisfaction and revenue forecasts.
• Collaborate with leaders to grow market presence.

Skills

Business development

Sales leadership

Key account management

Strategic planning

Market analysis

Stakeholder engagement

Job description

Your Opportunity

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.

This position can be based in any office location with Stantec’s US Southeast region.

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.
• Drivestheclientrelationshipstrategy,workingwithPrincipalsandBCleaderstodrive 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. Which includes:
• The maintenance of a cohesive Stantec brand,
• Key client and Account development and maintenance,
• Market and community outreach and engagement.
• AccountabletoachieveorganicgrowthtargetsoftheBC.

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:

• Support BCOL with the health and safety performance of the business center (BC), including the monitoring of 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’scompensationphilosophywithintheBCthroughyearlyemployeeperformance review (YEPR), rate review, and STIP/bonus -allocation for the BC.
• Direct reports may include roles focused on M&BD.