OpportunityThe 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 solutions with exceptional quality and execution that exceed client expectations. The BCPL reports to the Regional Growth Leader (RGL) for the Environmental Services Mountain Region.
Key Responsibilities: Be Client Focused - Responsible for exceeding client expectations through strong account management and personally leading accounts for major clients.
- Achieve minimum client and proposal-specific marketing and business development (M&BD) sales goals, including internal cross-selling initiatives, target 40-50% of time.
- Develop client relationship strategies to drive strong results in the client satisfaction.
Lead Business Development - Lead and participate in capture planning and marketing campaigns for larger opportunities.
- Lead growth of the BC through managing business development, identifying key pursuits, and developing sales strategy as well as inspiring teams to expand our reach and client base utilizing strong marketing, business development, and account management practices.
- Support developing and managing the BC M&BD plan including cross selling.
- Increase visibility of the Stantec brand by sharing our knowledge and innovation story through key client engagements to enhance our reputation and drive revenue.
- Participate in a Go/No Go Review process on new pursuits and help manage the marketing spend within the BC.
- Partner with other BCPLs and leaders to drive collaboration on pursuits across geographies and business lines.
- Responsible for utilizing, maintaining, and monitoring the opportunity pipeline to maintain a healthy backlog of future work.
Engage with Projects: - Lead delivery of significant BC project pursuits.
- Achieve minimum direct utilization target as set for the role
- Actively participate in major projects, including contribution to written content, and serve in key roles such as Independent Technical Reviewers, as required.
- Oversee risk management related to projects and pursuits including review of contracts, fees, and proposals on large pursuits and in coordination with the BOURC.
Lead the Practice: - Inspire teams to deliver innovative design solutions that are environmentally responsible and consider our sustainability ethos
- Provide oversight of project delivery, quality control, technical quality, documents quality, and best practices in the execution of work.
- Help foster innovation and use of sustainable design principles and new technology.
- Responsible for compliance with ISO-certified Integrated Management System including Stantec Project Management Frameworks
- Leads or assigns responsibility for management, needs assessment and provision of digital practice, tools, and applications in support of BC to deliver work.
Support Business Management: - Support BC Operations Leader 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.
- Supports achieving utilization rate and backlog targets and partners with BCOL to drive collaboration and work sharing across the practice.
Drive Health and Safety: - Support BCOL with the health and safety performance of the BC, including the review of safety metrics, meeting leading indicator goals, tracking of required training for HSSE compliance and help drive our safety culture.
Provide People Leadership: - Act as a highly regarded leader, thought partner, and a source of counsel and advice for the BC.
- Proactively identify opportunities to reinforce and further develop Stantec's high-performance culture with a focus on innovation, speed, and productivity.
- 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 Business Operating Unit Operations, Regional Business Leaders, Regional Leaders, and BC Operating Leaders regarding resolution of operational issues identified within the BC.
- Support BC with developing, attracting, engaging, and retaining top talent
- 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.
- Support the BCOL with managing performance and compensation in accordance with Stantec's compensation philosophy within the BC through yearly employee performance review, rate review, and bonus-allocation for the BC.
QualificationsQualifications: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. Account management, business development, and sales strategy experience in the Environmental Services 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.
