Business Center - Practice Leader (Mid Atlantic)

Application Process 

For consideration, please submit your resume and letter of interest by 5:00 p.m. EDT on Friday, September 18. 

Your Opportunity 

Whatever the distance, wherever the destination – our designs lead you there. Our “One Infrastructure” group provides comprehensive planning, design, and engineering services for all phases of bridge, rail, airport, roadway, and transit projects as well as civil engineering, land development engineering, landscape architecture and urban planning. 

Reporting to the Regional Growth Leader (RGL), the Business Center Practice Leader (BCPL) is the “seller/doer” responsible for leading pursuits. Accountable for the top line, the BCPL leads the growth of the Business Centers and Stantec’s market position. 

Your Key Responsibilities 

• The primary responsibilities of the role include: 

• Achieving Business Center sales goals 

• Developing and executing market growth strategies 

• Maintaining a deep understanding of market opportunities and trends 

• Winning new projects with key clients 

• Developing and managing strategic client relationships 

• Assessing and pursuing new markets and clients 

• Building Stantec’s external visibility and industry presence 

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. 

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

Business Development and Collaboration: 

• Actively contributes to winning strategies and involvement at a hands-on level in key pursuits as needed. 

• Leads growth of the BC through leading the business development, key pursuits, and sales strategy. 

• 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. 

• Establish an effective Go/No Go Review process with Principals and tracks compliance of Go/No Go Process. 

• 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. 

• Develop and Maintain Stantec’s Integrated Practice in the BC. Which includes: 

• The maintenance of a cohesive Stantec brand, 

• Key client and Account development and maintenance, 

• Market and community outreach and engagement. 

Practice: 

• Leads or assigns responsibility for oversight of project delivery, QAQC, discipline excellence and technical quality, documents quality and best practices in the execution of work. 

• Responsible for assigning responsibility for design excellence in all disciplines present in BC to foster innovation, sustainable design principles and use of technology. 

• Responsible for compliance with ISO-certified Integrated management System and Project management (PM) Frameworks. 

• Accountable for achieving >95% PM Frameworks compliance from Internal Practice audits. 

• Assigns responsibility for management, needs assessment and provision of digital practice, tools and applications in support of BC to deliver work. 

Support Functions 

Business 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. 

• 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. 

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

Health and Safety: 

• Support BCOL with the health and safety performance of the business center (BC), including the monitoring of leading and lagging indicators, meeting leading indicator goals, and following up on BC Improvement Plans. 

People Leadership: 

• Support BCOL with developing, attracting, engaging and retaining top talent 

• Partner with BCOL by conducting quarterly office visits and BC Wide meetings to communicate the vision, business strategy and progress against applicable action plans. 

• Direct reports may include roles focused on M&BD.