Stantec Regional Sector Leader in ONTARIO, Canada
Regional Sector Leader - ( 210001FU )
At Stantec, we approach every water and natural resource project we undertake—whether at the local, regional, or watershed level— thoughtfully, and execute it with excellence across all project phases. We partner with our clients to design fit-for-purpose solutions that address their communities’ unique needs throughout the water infrastructure lifecycle. Our experts lead their fields and guide our work with scientific rigor, an innovative spirit, and a vision for growth. We’re a place where you can apply your passion and collaborate with top talent on work that’s critical to our clients, our communities, and the industry at large.
Reporting to the Regional Business Leader (RBL) and secondarily to the North America (NA) Director of Marketing, Business Development (MBD), and Sales, the Regional Sector Leader (RSL) is responsible and accountable for leading and managing the marketing, business development, and sales functions for the business line in a specific geographic area. Working with the RBL, BCPLs, and other leadership in the region, the RSL is responsible for developing and leading the overall MBD and sales strategies to meet the regional sales targets, while delivering these results within marketing budgets.
*The position can be located in any of our offices in Canada East.
Your Key Responsibilities
Responsible for serving as account manager and sponsor for key regional clients, including developing and maintaining key client relationships throughout the region.
Achieve minimum utilization target of 30%.
Achieve minimum client- and proposal-specific marketing and business development (M&BD), including internal cross-selling initiatives target of 50%.
Conduct a minimum of 4 client feedback surveys per year.
Regional Growth Strategy:
Responsible for coordinating with the RBL, SL, and Director of NA Water MBD and Sales to develop and execute a regional growth strategy for the business line.
Responsible for knowing the regional market to understand where money is currently being invested in our sector and subsectors, and where future spend will be allocated such that we can position ourselves favourably for current and future work.
Achieve regional business plan sales, growth and backlog goals versus budget for the year.
Business Development and Collaboration:
Collaborate directly with the RBLs, SLs, and BCPLs to consistently win new work within the regional including cross selling.
Responsible for developing and managing the marketing and business development (M&BD) plan and budgets for the business line within the region.
Coach, support, and assist business developers on appropriate best practices for professional services MBD strategies, and ensure they are followed.
Individually pursue and lead significant regional pursuits.
Participate in and support all Regional Top 20 major campaigns, including participating in pursuit strategy development and execution, and assembling the right teams (both technical and marketing) needed to win our Top 20 pursuits
Foster and encourage incorporation of IP re-use, innovation and design excellence into our win strategies and proposals.
Responsible for integrating the SLs into the regional Top 20 pursuits and incorporating the “right person, right job” approach by using SLs and other key individuals as needed to support key regional pursuits.
Ensure all opportunities have completed the required Go/No-Go reviews repeated, as needed, throughout the pursuit life cycle and that they are recorded in Pipeline. Institute BC level Go/No-Go meeting that reviews opportunity message, strategy, ability to win, staff to pursue, staff to develop and financial strategy.
Ensure Capture Plans are completed for all pursuits in the region.
Require the use of Pipeline for all pursuit activities, and monitor pipeline entries for your region to ensure accuracy and completeness.
Develop and Maintain Stantec’s Integrated Practice in the specified region. Which includes:
The development and maintenance of a cohesive Stantec brand,
Key client and Account development and maintenance,
Market and community outreach and engagement.
Support – and track the development and quarterly review of – all client accounts in the region to develop a suitable plan geared towards account growth including cross selling.
Coach, support, and assist account managers and sponsors on appropriate best practices for professional services account management, and ensure they are followed.
Collaborate directly with the RLs, SLs, and discipline leaders (DLs) to consistently win new work within the regional business line including cross selling, and achieve account sales and backlog goals.
Responsible for developing and managing the marketing and business development (M&BD) plan for the business line within a specific region or geographic region including cross selling.
Achieve budgeted sales and MBD spend targets for the region, and work with BCPLs to achieve the same for their BCs.
Ensure all MBD spend (client accounts and pursuits) is budgeted, approved, and tracked.
Maximize ROI for regional MBD spend by following best practices.
Responsible for supporting the annual business plan and budget for the business line, outlining the vision, focus, and priorities for implementation and setting specific goals for business performance in the region.
Work with BCSL’s and other BC leadership to achieve BC sales, growth and backlog goals for each BC.
Responsible and accountable for ensuring that all client account and pursuits have approved budgets, and for monitoring the spend relative to that budget.
Co-lead the region’s quarterly Net Revenue Forecast update, working with the RBL, BCPLs, and BCOLs to accurately complete.
Work with BCPLs to develop the BC’s annual MBD budget.
Promotional budget development and optimizing promotional activities including conference attendance.
Organizing and tracking marketing efforts and ensure appropriate marketing spend.
Responsible for working with BCPLs to ensure pursuit and client account numbers are opened, managed, and closed on a timely basis
Support the regional business leader (RBL) and sector leaders (SLs) to ensure appropriate ratios of leadership and professional employees to meet the business growth objectives of the region.
Responsible for the yearly employee performance review (YEPR), rate review, and STIP/bonus -allocation for direct reports.
Responsible to provide regular coaching and career development feedback (e.g., monthly or quarterly) to sales focussed individuals in the region to increase their effectiveness and help support their professional growth.
Direct reports include BCPLs.
Health and Safety:
Responsible for the health and safety performance of the business line, including the monitoring of leading and lagging indicators and following up on BC Improvement Plans.
Promote compliance with regulatory requirements and the Health, Safety, Security, and Environment & Sustainability (HSSE)management system, follows up on COR audits (where applicable) and supports the return to work program.
Accountable for achieving a Total Recordable Incident Rate (TRIR) of < 0.60 for the business line regionally.
Accountable for achieving a Total Injury Rate (TIR) of < 0.45 for the business line regionally.
Your Capabilities and Credentials
Ability to drive change and deliver positive impact through influence.
Ability to create, foster and lead a team.
Strong verbal and written communication skills; Strong interpersonal skills to effectively work and collaborate with a wide range of internal and external customers.
Ability to travel to other Stantec offices within the BC/region/geography – preference may be given to candidates who are located within the business region.
Familiarity with Stantec Water service offerings and client base is preferred.
Education and Experience
Extensive leadership and MBD experience with a large volume organization combined with a university degree in a professional discipline.
Minimum of 15 years of relevant experience or equivalent combination of skills and experience.
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.
Primary Location : Canada-Ontario
Other Locations : Canada-Ontario-Mississauga, Canada-Ontario-Markham, Canada-Ontario-Stoney Creek, Canada-Ontario-Toronto
Job : Environmental Engineer
Organization : BC-1656 Water-CA Ontario West
Employee Status : Regular
Job Level : Individual Contributor
Travel : Yes, 20 % of the Time
Schedule : Full-time
Job Posting : Jun 18, 2021, 2:52:56 PM
Req ID: 210001FU
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