Senior Principal, Business Development Leader

Senior Principal, Business Development Leader - ( 2300022V )

Description

Your Opportunity

We are seeking individuals who have an open communication style with leadership and teams to be a catalyst for growth of the Water business in the Mountain West region. This will be done through active mentoring and modeling leadership skills to develop relationships, build client service managers, enhance business development and marketing activities, and produce high quality deliverables and projects for our clients.

The successful candidate will be a trusted advisor, strategist, change agent, and coach. You will sit alongside and collaborate with business leaders to develop and implement strategies that support organizational needs within the Water business. You will also be involved in business conversations that influence and equip people leaders to lead their teams and foster a highly engaged, inspired, and inclusive workplace. You will hold responsibility for leading the pursuit and delivery of excellent work to our clients by leveraging your industry and market knowledge, client relationships, technical skills, and coaching and mentoring skills.

Your Key Responsibilities

People Development and Leadership

• Uphold a corporate culture that promotes ethical practices, encourages individual integrity, and focuses on client service and project delivery. Foster a success-oriented, accountable environment within Stantec.
• Establish and maintain effective working relationships with internal client groups, including employees, managers, and senior leaders.
• Manage, mentor, and collaborate with a wide range of staff across multiple business lines and functions.
• Provide broad leadership influence.
• Act as a highly regarded leader, thought partner, and a source of counsel and advice for the region.
• Be personally involved in key client relationships, strategic project pursuits, and major project leadership within the region.
• Proactively identify opportunities to reinforce and further develop Stantec's high-performance culture with a focus on innovation and productivity.
• Support leadership through active involvement in developing, attracting, engaging, and retaining top talent.
• Establish employee connectedness to leadership by interfacing frequently with employees. Travel to other offices, as well as to project sites, as required.
• Use non-technical skills to enhance the employee and team experience through career development, employee engagement, succession planning, coaching and mentoring, diversity and inclusion, and leadership development initiatives.
• Foster a continuous improvement mindset within the region. Serve as liaison and champion between the Mountain West region Water team and Global Learning & Talent Development team to identify learning/training programs and initiatives to increase the return on investment of our employees and leaders.
• Develop training (face-to-face and online) content based on gaps identified to meet regional needs. Facilitate training and workshops on topics including but not limited to leadership, interpersonal skills, emotional intelligence, and unconscious bias.
• Consistently demonstrates a commitment to Stantec's health and safety culture.
• Target 25 percent of your time devoted to this focus area.

Client Service Focus

• Cultivate strong account management across the geography and personally lead accounts of several major clients. Help identify "zipper" approaches with key clients to deliver long-term value.
• Proactively partner with clients to identify strategic issues, workforce planning or organizational design challenges and provide advice and expertise to help develop creative solutions.
• Focus on client relationship strategy, working with leadership to drive strong results in the client satisfaction survey within the region. Conduct a minimum of four client feedback surveys per year.
• Lead business development strategy and assisting leaders to expand our reach and client base through strong Marketing and Business Development plans, Account Management plans, and key pursuit strategies in partnership with strategic initiatives.
• Engage in the development and maintenance of relationships between Stantec, strategic partners, clients, municipal officials, the public, and contractors to review project needs and expand business opportunities.
• Target 25 percent of your time devoted to this focus area.

Marketing, Business Development, and Strategy Collaboration

• Understand the market and partner with the leadership team to continue to build water business presence by using current client relationships in water and wastewater municipal markets to determine and win project opportunities. Position the business to respond effectively to RFPs and SOQs and to create market opportunities with key clients.
• Market discipline-specific design and technical expertise and develop additional client relationships necessary for building business with local and regional clients, as well as global and national clients (where relevant).Actively contribute to win strategies and successful project execution and becomes involved firsthand in key pursuits, as needed, and on projects, should issues impacting client satisfaction or project management best practices escalate, and tracks pursuit success rate and Return on Investment rate on a client-by-client basis.
• Assist in and coordinate business development activities to ensure adequate, profitable new business is captured. Lead and participate in pursuits and campaigns for major opportunities. Collaborate directly with leadership team to consistently win new work including cross selling.
• Provide vision, business planning and strategy, and help establish sales goals. Collaborate with regional leadership to assess potential local markets and analyze business opportunities, contributing directly to regional business strategies.
• Research business opportunities and assist in strategy development and developing and managing the marketing and business development plan for the water business within the region, including cross selling.
• Lead and participate in pursuits and campaigns for major opportunities locally, regionally, and nationally (where relevant); engage directly in relationship development, positioning, win strategies and teaming.Participate in go/no-go decisions for larger pursuits.
• Positively represent Stantec via active engagement in and effective attendance at networking events, activities, and organizations. Make presentations at local, regional, and national conferences.
• Coordinate and promote local promotional events, client engagement events, community engagement events, sponsorships, and scholarships.
• Achieve minimum client- and proposal-specific marketing and business development sales goals, including internal cross-selling initiatives.
• Target 25 percent of your time devoted to this focus area.

Project Focus

• Establish a culture of "client satisfaction" and "design excellence" among technical staff and project delivery teams in the region.
• Serve in a project leadership role, such as Project Advisor, Project Director, or in a review capacity on major projects or on key account projects in the region. Leads or assigns responsibility for oversight of project delivery, QA/QC, discipline excellence and technical quality, documents quality and best practices in the execution of work.
• Lead detailed studies, modeling, facility planning of municipal water and wastewater systems, conveyance, and related facilities. Establish budgets, ensure quality and timeliness of deliverables, and supervise the execution of work. Actively manage multi-discipline teams across several locations.
• Collaborate with local and regional teams in assuring projects have qualified project leaders and technical expertise in key roles on projects, support project leaders with obtaining resources and key skills to deliver projects and contribute to continual improvement of project delivery standards and practices.
• Review contracts, fees, and proposals on local pursuits, in partnership with the risk management team.
• Consistently achieve the approved metric for billable time, and record all time worked accurately and appropriately.
• Target 25 percent of your time devoted to this focus area.

Qualifications

Your Capabilities and Credentials

• Respected for operating with integrity and sound business principles.
• Valued for your agility and ability to manage multiple priorities simultaneously and having a focus for action-oriented results.
• Distinguished as a leader who learns the business and takes an active interest in continually enhancing your business acumen.
• Confident communicator. Ability to communicate effectively in written and oral formats, including speaking with people one-on-one and in small and large groups.
• Ability to be present and see opportunities differently, approach solutions from different angles, listen to and understand the needs and desires of internal and external clients, drive change and deliver positive impact through influence.
• Excellent people skills including the ability to communicate clearly, listen and summarize information, document interactions, and problem-solve or reduce conflicts when possible.
• Outgoing, friendly personality with can-do attitude.
• Passion for excellence and continuous improvement of our people.
• Recognized for your learning mindset, initiative, and ability to understand the business and its challenges, and new and innovative approaches that result in improvements in team engagement, productivity, and organizational performance.
• Exceptional client service mentality and solid work ethic. Desire and ability to be engaged with clients solving project problems and supporting the team to deliver.
• Strong "seller-doer" capable of developing new clients, generating work, maintaining strong client relationships, and delivering long-term value to clients.
• Client contacts and relationships with local, regional, and national water and wastewater municipalities and regional and state agencies. Demonstrated ability to interface with a variety of clients and the public.
• Strong business development skills, including proven ability to win work, ability to cross sell multiple disciplines, and make presentations to a wide variety of audiences.
• Knowledge of market assessment techniques, insights, and contacts. Identifying and tracking leads. Experience writing proposals, scopes of work, budgets, and familiarity with terms and conditions of contracts and agreements for projected work.
• Diverse project management and design experience on major projects in any or all of the following water and wastewater markets: municipal, county or state infrastructure, and private development.
• Demonstrated ability to gather, interpret, and convey technical information.
• Ability to apply strategic and critical thinking to tasks which results in value added services for our clients.
• Valid driver's license required.

Education and Experience

Bachelor's degree in civil, environmental, chemical engineering or related field from an accredited institution is required. Master's degree is preferred. Licensed Professional Engineer (PE). 20 years of experience with related work in leadership, client management, business development and marketing, and project delivery in the water industry.

Typical office environment includes working with computers and remaining sedentary for long periods of time.

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.

Stantec is a place where the best and brightest come to build on each other's talents, do exciting work, and make an impact on the world around us. Join us and redefine your personal best.

Benefits Summary: Full-time and part-time employees have access to medical, dental, and vision plans, a wellness program, health saving accounts, flexible spending accounts, 401(k) plan, employee stock purchase program, life and accidental death & dismemberment (AD&D) insurance, short-term/long-term disability plans, emergency travel benefits, tuition reimbursement, professional membership fee coverage and paid family leave. Employees will receive ten paid holidays in each calendar year. In addition, employees will be eligible to accrue vacation between 10 and 20 days per year and eligible for paid sick leave (and if more generous, in accordance with state and local law).

Temporary employees have access to 401(k) plans, employee stock purchase program, and paid leave, in accordance with state and local law.

Primary Location : United States-Nevada-Las Vegas

Organization : BC-1813 Water-US Southwest

Employee Status : Regular

Job Level : Manager

Travel : Yes, 50 % of the Time

Schedule : Full-time

Job Posting : May 11, 2023, 4:08:00 PM

Req ID: 2300022V

Stantec provides equal employment opportunities to all qualified employees and applicants for future and current employment and prohibit discrimination on the grounds of race, color, religion, sex, national origin, age, marital status, genetic information, disability, protected veteran status, sexual orientation, gender identity or gender expression. We prohibit discrimination in decisions concerning recruitment, hiring, referral, promotion, compensation, fringe benefits, job training, terminations or any other condition of employment. Stantec is in compliance with local, state and federal laws and regulations and ensures equitable opportunities in all aspects of employment. EEO including Disability/Protected Veterans