Brown and Caldwell · 6 hours ago

Market Area Growth Leader - Private Sector

United States

Full-time

Remote

Senior Level, Lead/Staff

$161K/yr - $221K/yr

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Construction

Growth Opportunities

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Responsibilities

Support the Market Area’s annual strategic growth planning, business planning and sales planning processes, in coordination with the MAD and other leadership team members.

Model sales leadership: Communicate and connect with clients by engaging directly in key client and top pursuit activities during the life cycle of a client account to improve win rates and training of the sales team. Serve as the Client Service Manager (CSM) for existing or new key client accounts.

Maintain an eye on market changes and how they align to BC’s growth strategy: Be informed to recommend adjustments to focus areas as market forces change; enable quick responses to changes that impact our clients.

Assist the MAD and other Area Leaders in managing the Distribution Market Area sales portfolio: Responsible for supporting the achievement of performance metrics in alignment with Market Area, Business Unit and Company growth objectives.

Partner with the MAD to support good go/no-go decisions across the Distribution Market Area portfolio.

Align with Area marketing leadership to create consistency in the sales program and support uniform adoption of BC’s processes and tools.

In alignment with the Company strategic areas of focus, drive innovation and collaboration with technical practices, integrated project delivery, and design services.

Drive the use of BC's proven client development tools, in partnership with the marketing team and Client Service Managers, to facilitate client growth and alignment with the Market Area strategic plan.

Work with the MAD and the Market Area Leadership Team to implement development of new sales talent and succession planning for existing Client Service Managers, as appropriate.

Build and maintain an understanding of market growth opportunities with the Distribution Market Area to help the team flex as markets change and to identify new client and pursuit priorities.

Implement a partnership strategy with the operations team to confirm resources are deployed in alignment with key client priorities.

Qualification

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Sales strategy developmentClient developmentData interpretationRelationship-based salesStrategic thinkingMarket analysisProposal developmentRisk management

Required

Strong business acumen and experience developing sales and pursuit strategies – personal experience converting key pursuits to a win.

Strong client development capabilities.

Strong leader, able to inspire, motivate and build cross-functional pursuit teams with the ability to influence the decision-making process.

Possess a short-term and long-term vision for achieving growth objectives – ensure that operational, technical, and growth leaders balance daily responsibilities with the long-term vision.

Ability to be decisive in decision-making – comfortable handling risk and uncertainty.

Ability to translate consulting experience to achieve BC’s growth objectives.

Ability to see market drivers that intersect with innovative solutions to creatively grow our core and key clients.

Ability to interpret data to inform business strategy and leverage Area performance metrics.

Background in relationship-based sales, win strategy, and proposal development for competitive opportunities.

Strategic, critical thinker with a willingness to challenge the status quo.

Understand the political landscape and impact to client growth and business strategy.