Job DescriptionThe Business Development Coordinator for Houston sets, directs, and leads business development for the Houston office in alignment with regional BD strategy. This role is responsible for developing relationships, identifying growth opportunities and generating revenue. The candidate will work closely with regional a Lnd local leadership, Houston Principals, firmwide market sector leaders, and the Regional Business Development Lead to ensure strong brand recognition in the local marketplace.
Responsibilities include:
- Positioning Stantec as a thought-leader and problem-solver to clients, institutions and influencers
- Curating and communicating the local Stantec story and understanding key projects (national/regional/local), speaking knowledgeably about the firm/region/office/sector capabilities, including industry insights and best practices
- Developing and maintaining relationships with prospective clients and collaborators for relevant market sectors and all integrated practices areas
- Aiding in the development of sales and revenue goals, converting leads to awarded projects, and directing officewide business development activities
- Working alongside established local and firmwide leaders to develop and execute annual business development plans focused on targeted sectors and clients (both existing and new) to achieve office sales and revenue goals
- Supporting the local leadership in the development and execution of annual promotional strategy for Stantec, including presence at local professional organizations, conferences and events
- Participating in client and collaborator meetings with national market experts, seller-doers and office leadership; including developing strategies and preparing presentation materials
- Supporting seller-doer and client account manager updates to the CRM pipeline and developing pursuit capture plans to convert leads to awarded projects
- Directing and tracking business development activities in CRM, generating comprehensive business development and marketing reports and providing office leaders with win/loss outcomes
- Maintaining and developing a local network of proven and reliable sources of information on current and prospective clients
- Researching new and prospective clients and opportunities for strategic growth and being knowledgeable about market sector issues and trends within the local market
- Collaborating with market sector experts, office leaders, sector operation managers, sector marketing managers, and pursuit teams to communicate BD/client intelligence
- Understanding competitive local differentiators and perspectives to better position Stantec against the competition
- Collaborating with market sector leaders and office leadership to ensure that a Go/No Go process is conducted for each pursuit and that the appropriate team members participate in the decision-making process; conducting research to confirm that leads are qualified as "winnable"
- Participating in key pursuits, including advising on content decisions for proposals (team/consultants, projects), reviewing drafts at key milestones and any other preparations leading up to interview
- Participating in local debriefs; documenting and disseminating outcomes to appropriate parties and developing strategies for corrective actions to promote future successes
- Guiding seller-doers on effective BD processes, including coaching client relationship management and prepositioning engagement
- Working with regional and local leadership and market sector leaders to identify strategic hires to achieve sales and revenue goals and advance the reputation of the office
- Being an actively engaged and visible member in the AEC industry
QualificationsQualifications
- Post-Secondary in business, sales and/or marketing or other relevant field
- Have a minimum of 8 years of business development experience in the A/E/C industry or a combination of A/E/C and other supporting industry-related experience, with a measurable record of success
- Proven track record of creating revenue through new market growth, effective client relationships and effective pursuit leadership
- Must have excellent written and communication skills and the ability to independently manage multiple priorities and meet deadlines
- Existing knowledge of Stantec market sectors in the Houston area is preferred
- CRM experience is preferred
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.
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.
