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Infrastructure, Canada Federal Sector Leader

1 month ago

Ottawa, Canada Stantec Full time

Infrastructure, Canada Federal Sector Leader - ( 240003C8 )

**Description**

The location is flexible and can be based in any major metropolitan area.

The Infrastructure Canada Federal Sector Leader (SL) is an integral member of Infrastructure’s leadership team, overseeing all aspects of Infrastructure Canada Federal market growth and development and accountable to both the Business Operating Unit Leader and the Federal Program Operations Lead. In collaboration with the Canada Federal Programs leadership, the Transportation Business Line Leader (BL), the Community Development Business Line Leader (BL), Transportation and Community Development Regional Business Leaders (RBLs) and Sector Leaders (SLs). The Sector Leader is responsible for the “top line”, developing and leading the marketing, business development, sales, and growth strategy across all Canada Federal Programs and accounts to grow regional business, while delivering these results within budget. The Sector Leader identifies, prioritizes, and helps develop key Canada Federal clients and opportunities globally, aligning the efforts of the Sector Leaders (SLs), Business Center Practice Leaders (BCPLs) and federal Account Managers (AMs). The Sector Leader works closely with Canada Federal Programs strategic/Top 20 pursuit teams and Canada Federal Program growth leaders to optimize our success in capturing strategic Canada Federal projects, and with the Canada Federal Program delivery managers to ensure that we meet our commitments.

**Primary Focus Areas**
- Strategy
- Business Development and Sales
- Client and Account Management
- Leadership, Communications and Collaboration
- Delivery Coordination, Federal Contracts and Compliance Oversight, and Resource Planning

**Key Performance Indicators**
- Achieve BOU business plan top and bottom-line targets for Federal Government Programs and Account Management Plans.
- HSSE goals and targets
- 5 Year strategic plan growth for federal programs
- Net Sales and Annual net revenue growth
- Gross Margin
- Federal Top 20 and all win rate (TBD) and capture rates (TBD)
- Client touch points per month
- Utilization
- Delivery of performance ratings
- Achieve business integration and cross business selling and delivery goals as established by each of Stantec’s 5 Business Operating Units.

**Typical Activities and Practices**

The following are typical activities and practices of the Sector Leader:
**Strategy**
- Collaborates with BLs, IL, SLs, RBLs, BCPLs, AMs, as well as key leaders from other Business Operating Units (BOUs), to develop and execute an annual business plan to support the Canada Federal Government accounts and markets.
- Prioritizes key clients and opportunities in the region, including Regional Top 20, Next 20, and Over the Horizon opportunities

**MBD and Sales**
- Accountable for marketing and business development (MBD) and sales results in partnership with RBLs.
- Assist in identification and leading major growth opportunities and development of strong client relationships and portfolios with key clients in partnership with the federal programs team.
- Pursue and lead strategic and significant regional business pursuits; engages directly in relationship development, positioning, and teaming for strategic pursuits.
- Coordinate and participate in go/no-go decisions and pursuit budget discussions for federal opportunities, ensuring that the right business operating unit and federal staff are engaged.
- Participate 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). May include C-suite engagement.
- Partner and build teams with each of the Federal key client account managers, major programs leads and major capture teams.
- Assist in set up, tracking and reporting of MBD pursuit numbers and spend against budget within the business operating unit.
- Facilitate, coordinate, and set up major program risk reviews/BOURC’s as required.

**Client and Account Management**
- Maintains strong client relationships; meets regularly with key clients.
- Develops relationships with key teaming partners.

**Leadership, Communications and Collaboration**
- Responsible for two-way communications between the BOU and the Federal Operations Program leadership regarding strategic growth opportunities, key client account strategies and general information sharing.
- Communications with BOU leadership should include those business line who are responsible for growth and delivery.
- Communications and reporting of key performance metrics, business plans, account plans, top 20 opportunities, and financial results monthly and quarterly.
- Lead and assist in the recruitment of federal project managers and other discipline leads to help build the federal capability consistent with regional resource needs.

**Delivery Coordination, Contracts and Compliance Oversight, and Resource Planni