Your Opportunity
Reporting to the Regional Growth Leader (RGL), the Business Center Practice Leader (BCPL) is the "seller/doer" responsible for leading the pursuit and delivery of excellent work to our clients. Accountable for the top line, the BCPL leads the growth of the Business Centers and Stantec's market position while providing innovative design solutions with exceptional quality and execution that exceed client expectations.
Your Key Responsibilities
Essential FunctionsBusiness Development and Collaboration:- Actively contributes to win strategies and successful project execution and becomes involved at a hands-on level in key pursuits as needed and on projects should issues impacting client satisfaction or project management best practices escalate and tracks pursuit success rate and Return on Investment rate on client-by-client basis
- Leads growth of the BC through developing and leading the business development, key pursuit and sales strategy and holds Principals accountable to expand our reach and client base utilizing strong marketing, business development, sales account management plans.
- 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.
- 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
- Ensure local marketplace reputation through established relationships and support of RLs.
- Develop and Maintain Stantec's Integrated Practice in the specified BC. Which includes:
- 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.
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 25% 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.
Project & Practice Focus:
- Achieve minimum direct utilization target of 45%
- Actively participate including contribution to written content in major projects in key roles such as Independent Technical Reviewers, as required.
- Responsible for driving project excellence
- Accountable for achieving >95% PM Frameworks compliance from Internal Practice audits
Provide broad leadership influence:
- Act as a highly regarded leader, thought partner and a source of counsel and advice for their BC.
- Be personally involved in key client relationships, strategic project pursuits and major project leadership within the BC.
- Foster a success-oriented, accountable environment within the company.
- Uphold a corporate culture that promotes ethical practices, encourages individual integrity, and focuses on the customer and service delivery.
- Provide support through ongoing collaboration with BOU Operations, RBLs, RLs and
- BCOLs regarding resolution of operational issues identified within the BC.
Support FunctionsBusiness 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.
- Accountable for top line revenue growth, the BCPL also supports the BCOL in meeting established targets 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. Including focus on write-offs and business line expenses
People Leadership:
- Support BCOL with developing, attracting, engaging and retaining top talent
- Establish employee connectedness to leadership by interfacing frequently with employees
- 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 overall talent management lifecycle including career development, employee engagement, succession planning, coaching and mentoring, diversity and inclusion, and leadership development for the BC.
QualificationsEducation and Experience
A Bachelor's degree in a related field with a minimum of 10 years' related work, leadership, financial management, business development and consulting experience; or an equivalent combination of education and related experience. Professional registration in related field preferred.
This description is not a comprehensive listing of activities, duties or responsibilities that may be required of the employee and other duties, responsibilities and activities may be assigned or may be changed at any time with or without notice.
