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Stantec · 3 months ago

Business Center Practice Leader - Southern California Environmental Services

Paramount, CA

Full-time

Onsite

Director/Executive

$158K/yr - $237K/yr

15+ years exp

Stantec is a global leader in sustainable engineering, architecture, and environmental consulting. They are seeking a Business Center Practice Leader for Southern California and Hawaii to lead the pursuit and delivery of environmental solutions across various sectors while ensuring client satisfaction and driving business growth.

ArchitectureConsultingInterior DesignProfessional Services

Responsibilities

Drives the client relationship strategy, working with Principals and BC leaders to drive strong results in the client satisfaction survey within the respective BC

Lead and participate in pursuits and campaigns for major BC opportunities across multiple sectors, with a focus on infrastructure, water, manufacturing and energy sectors

Achieve minimum client and proposal-specific marketing and business development (M&BD) sales goals, including internal cross-selling initiatives, target 25% of time

Exceed client expectations through strong account management across the BC and personally leading accounts for major clients in the BC

Cultivate strong relationships and stay on top of opportunities from agencies aligned with sector-focused growth initiatives (for instance, California State Department of transportation, local public works agencies, and rail and port authorities related to our infrastructure growth strategy)

Sets the tone among all leaders in the BC

Ensure a minimum of 4 client feedback surveys are conducted per year and issues are addressed through implementation and follow through on action plans

Actively contribute to win strategies and successful project execution

Be involved at a hands-on level in key pursuits as needed and on projects should issues impacting client satisfaction or project management escalate

Track pursuit success rate and return on investment rate on client-by-client basis

Lead growth of the BC through developing and leading the business development, key pursuit and sales strategy and hold Principals accountable to expand our reach and client base utilizing strong marketing, business development, sales account management plans

Develop and manage the M&BD plan for the BC, including cross selling

Increase visibility of Stantec by sharing our knowledge and innovation stories through key client engagements to enhance our reputation and drive revenue

Establish an effective Go/No Go Review process with Principals and track compliance

Partner with other BCPLs and leaders to drive collaboration on pursuits across geographies and business lines

Utilize and ensure the opportunity Pipeline is maintained and monitor to optimize business development plans and employee utilization rates

Maintain and enhance local marketplace reputation through established relationships and support of regional leadership

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

Lead delivery of significant BC project pursuits

Achieve minimum direct utilization target 45%

Actively participate including contribution to written content in major projects 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 Stantec’s risk review process

Inspires, motivates, and holds the team accountable for the delivery of innovative design solutions

Drive project excellence

Leads or assigns responsibility for oversight of project delivery, Quality Assurance/Quality Control, discipline excellence and technical quality, documents quality and best practices in the execution of work

Assign responsibility for design excellence in all disciplines present in BC to foster innovation, sustainable design principles and use of technology

Comply with ISO-certified Integrated management System and Project Management (PM) Frameworks

Achieve >95% PM Frameworks compliance from Internal Practice audits

Leads or assigns responsibility for management, needs assessment and provision of digital practice, tools, and applications in support of BC to deliver work

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

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 (BOU) Operations, Regional Business Leaders (RBL), Regional Growth Leaders (RGLs), Regional Leaders (RL) and Business Center Operating Leaders (BCOL) regarding resolution of operational issues identified within the BC

Support BCOL and other BCPLs (BC Leadership) 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

Responsible for net revenue forecasts by period, quarter, and year end

Partners with BCOL to develop and implement improvement plans for distressed business units and BCs. Including focus on write-offs and business line expenses

Supports achieving utilization rate and backlog targets and partners with BCOL to drive collaboration and work sharing across the practice

Support BC Leadership with the health and safety performance of the BC, including monitoring of leading and lagging indicators, meeting leading indicator goals, and following up on BC Improvement Plans

Support BC Leadership 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

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

Good driving record and valid driver’s license required

Qualification

Business developmentClient relationship managementFinancial managementLeadership experienceEnvironmental consultingMarket knowledgeAccount managementTeam motivationStrategic planningCoachingCollaborationCommunication skillsMentoring

Required

A Bachelor's degree in a related field with a minimum of 15 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, relationships and sales strategy experience in the infrastructure (transportation and community development), water, manufacturing and energy sectors

Good driving record and valid driver's license required