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Business Center Practice Leader
2 weeks ago
Business Center Practice Leader - ( 2400044R )
**Description**
Many of the world’s top engineers and scientists come together in our Water business because they view a community’s interaction with water a bit differently—as a single holistic system, rather than unconnected networks divided by jurisdictional boundaries. Working throughout the hydrologic cycle, we are delivering sustainable solutions to make sure water is where it should be and available when needed. Our experts guide our work with scientific rigor, an innovative spirit, and a vision for growth. Every day, we help communities improve, reuse, and protect this precious resource for future generations. By 2025 we’re hiring 2,000 people (like you) to join our team. Grow with us, H2O+U.
**Your Opportunity**
Reporting to the Regional Growth Leader (RGL), Business Center Practice Leaders (BCPL) are our front-line business development leaders, responsible for pursuing and capturing impactful work that inspires our teams and contributes to a strong and sustainable business. Working collaboratively with the RGL, account managers, and regional sector leaders, BCPLs are seller-doers who help drive Stantec’s market position and growth in their respective geographies, providing innovative solutions with exceptional quality that exceed our clients’ expectations. BCPLs develop and maintain strong relationships with key clients and contribute to geographic growth strategies and top pursuit identification in the region. They support their RGL in managing regional sales budgets wisely, maintaining a healthy Pipeline of opportunities, and achieving a strong hit rate/capture rate in their respective geographies.
The Ontario North and East (ONE) BCPL covers the geography from the Quebec border to approximately Belleville, including Kingston, and Northern Ontario with a particular focus on our Industrial Water clients. The ONE BCPL also works collaboratively with their peers to position for and win work with major clients across the Eastern Canada (ECAN) geography.
**Your Key Responsibilities**
- **Client Development** - Help develop strong relationships and portfolios with key clients in the region
- **Strategy** - Assist RGL in identifying and prioritizing key clients and growth opportunities in their geography
- **Teamwork -** Work collaboratively with account managers, regional sector leaders, project managers, and technical staff to identify, pursue, and capture work
**Key Performance Indicators**
- Help meet regional business plan Marketing & Business Development (MBD), sales, and revenue targets within budget. Contribute to:
+ Net sales revenue
+ Net sales growth (% over prior year)
+ Backlog
+ MBD spend against budget
+ Contribute to Regional (all pursuit) hit rate (#) and capture rate ($)
+ Minimum established client touch points per month
+ HSSE goals and targets for practice leaders
**Reporting and Utilization**
The BCPL reports to the Regional Growth Leader. A target utilization will be set in collaboration with the RGL. This is a seller / doer role.
**Typical Activities and Practices**
The following are typical activities and practices of BCPLs:
**Strategy**
- Local Focus: Collaborates with RGL, regional sector leads, and account managers to develop and execute business/growth strategies in their geography.
- Helps prioritize key clients and opportunities in their geography, including identifying pursuits for inclusion on Regional Top 20 and Next 20 lists.
**MBD & Sales**
- Contributes to the Business Centre’s MBD and sales results in partnership with RGL.
- Participates in go/no-go decisions and pursuit budget discussions for large and/or strategic pursuits in their geography.
- Pursues and leads pursuits in their geography; engages directly in relationship development, positioning, and teaming for strategic pursuits
- Promotes consistency with MBD practices and maintains opportunity accuracy in Pipeline within their respective geography. Contributes to accurate Net Revenue Forecasts for the geography.
**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 BCPLs.
- Works with 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 BCPLs, account managers, and regional sector leaders in the Region.
- Works closely with Sector Leaders, Project Developers, the Stantec Institute, and Water Strategic Pursuits Team to leverage Stantec’s internal resources and expertise.
- Contributes, as needed, to business line and/or executive leadership updates/r
