Regional Growth Leader

5 months ago

Markham, Canada Stantec Full time

Regional Growth Leader - Transportation CA - ( 230004H5 )

**Description**

The Transportation CA Regional Growth Leader (RGL) is an integral member of Transportation’s leadership team, overseeing all aspects of market growth and development. In collaboration with the Transportation Business Line Leader (BL), Transportation Regional Business Leaders (RBLs) and Transportation Sector Leaders (SLs), the RGL is responsible for the “top line”: developing and leading the marketing, business development, sales, and growth strategy across all transportation sectors (roadways, bridges, transit & rail, airport infrastructure, ports & marine) to meet regional business targets, while delivering these results within budget. The RGL identifies, prioritizes, and helps develop key clients and opportunities in the region, aligning the efforts of the SLs, Business Center Practice Leaders (BCPLs) and Account Managers (AMs). The RGL works closely with Transportation business line marketing and also with strategic/Top 20 pursuit teams to optimize our success in capturing strategic transportation projects.

**PRIMARY FOCUS AREAS**
- Strategy - Identify and prioritize key Transportation clients and growth opportunities in Canada.
- Client Development - Help develop strong relationships and portfolios with key clients.
- Teamwork - Coach and align a team of SLs, BCPLs and AMs.

**KEY PERFORMANCE INDICATORS**

**Achieve regional business plan top line targets related to**:

- Sales
- Net sales growth (% over prior year)
- Net revenue
- Backlog
- Marketing & Business Development (MBD) spend
- Regional Top 20 hit rate (#) and capture rate ($) >60%
- Regional all pursuit hit rate (#) and capture rate ($) >50%
- At least 10 client touch points per month
- HSSE goals and targets for leaders
- People leader goal(s), as appropriate
- Account Manager or sponsor for at least one key account

**REPORTING AND UTILIZATION**
- The RGL reports to the Transportation BL. Utilization target ranges from 20% to 25%.

**Qualifications**

**TYPICAL ACTIVITIES AND PRACTICES**

The following are typical activities and practices of an RGL:
**Strategy**
- Collaborates with Transportation BL, SLs, RBLs, BCPLs, AMs, as well as key leaders from other Business Operating Units (BOUs), to develop and execute business/growth strategies in the region.
- Prioritizes key clients and opportunities in the region, including Regional Top 20, Next 20, and Over the Horizon opportunities.

**MBD & Sales**
- Accountable for regional MBD and sales results in partnership with RBLs.
- Pursues and leads strategic and significant regional business pursuits; engages directly in relationship development, positioning, and teaming for strategic pursuits.
- Participates in go/no-go decisions and pursuit budget discussions for large and/or strategic pursuits in the Region.
- Participates in Top 20 campaigns (go/no-go; readiness reviews; pursuit strategy; team strategy; proposal reviews and interview preparation; other activities, as appropriate to areas of expertise).
- Promotes Regional opportunity accuracy in Pipeline, with SLs, BCPLs and AMss. Contributes to accurate Net Revenue Forecasts for the region.
- Client and Account Management
- Maintains strong client relationships; meets regularly with key clients.
- Develops relationships with key teaming partners in the region.

**Budget**
- Manages regional MBD budget to plan, in coordination with SLs and BCPLs.
- Works with SLs and BCPLs to manage client and pursuit budgets, prioritize conference and trade show investments, and track MBD spend outside pursuits.

**Teamwork and Collaboration**
- Leads and develops a team of engaged and collaborative sales professionals, setting expectations for team performance.
- Leads regular communication and collaboration meetings with SLs, BCPLs and AMs.
- Works closely with leaders from other BOUs to leverage Stantec’s internal resources and expertise.
- Contributes, as needed, to business line and/or executive leadership updates/reports.
- Helps recruit and hire, consistent with regional and North American resource needs.

**Benefits Summary**: Regular full-time and part-time employees will have access to health, dental, and vision plans, a well-being program, health care spending account, wellness spending accounts, group registered retirement savings plan, employee stock purchase program, group tax-free savings account, 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 time off.

Temporary/casual employees will have access to group registered retirement savings plan, employee stock purchase program, and group tax-free savings account.

**Primary Location** : Canada-Ontario-Markham

**Organization** : BC-1605 Transpt-CA Ontario East

**Employee Status** : Regular

**Job Level** : Manager

**Travel** : Yes, 10 % of the Time

**Schedule** : Ful

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