Regional Growth Leader, Infrastructure West

Overview
The Regional Growth Leader (RGL) is an integral member of Infrastructure’s growth leadership team overseeing market growth and development. This includes strategic planning, growth into new markets, development of new key accounts, supporting corporate campaign initiatives and driving collaboration of strategy across the region and BCs. The RGL identifies, prioritizes, and helps develop key clients and opportunities in the region, aligning the efforts of Sector Leaders (SL), Business Center Practice Leaders (BCPL) and Account Managers (AM).

The RGL will contribute to driving the revenue growth program through strategic regional initiatives, organic and acquisitive growth, client capture strategy, service expansion and growth, and client engagement.

Key Responsibilities
Strategy

Develop and execute acquisitive and organic growth strategies for the region in collaboration with RBLs, SLs, BCPLs, and account managers.

Remain attuned to major market drivers, megatrends, campaigns, regional politics, regulatory challenges, and economic indicators that may influence risks and opportunities for the region and share the knowledge.

Connect internal resources (subject matter experts, project and technical leads, pursuit resources, etc.) to leverage Stantec’s engagement of internal resources and to optimize our chance of capture.

Promote collaboration between BLs, RBLs, SLs, BCPLs, BCOLs, AMs, and Principals; focus on cross-selling to consistently win new work with clients within the region.

Top line Accountability

Has oversight and accountability for top line and key performance metrics including sales performance, ROI, capture rate, and pipeline data integrity.

Leads and develops a team of engaged and collaborative BCPL professionals, setting expectations/accountability for team performance.

Leads/participates in go/no-go decisions and pursuit budget discussions for large and/or strategic pursuits in the Region (those deemed part of strategic pursuits program, sector strategic or greater than $5M in ).

Lead the identification and support of the regional top 20 strategic pursuits. Develop criteria for partnering and subconsultant use, monitor team activities and progress, monitor pursuit spend/budget, contribute to pursuit strategy, align execution with BOU strategic programs (i.e. innovation, digital practice, and virtual design and delivery).

Coordinates with sector leaders to connect subject matter experts, identify resource needs in the region, pursue opportunities, and support key sector pursuits in Top 20s.

Accountable for regional MBD and net revenue results in partnership with RBL.

Manages regional MBD budget to plan and prioritize conference and tradeshow investments, in coordination with BCPLs.

Support development of technical proposals for strategic pursuits.

Measures / monitors / promotes data accuracy in Pipeline with BCPLs and account managers.

Contributes to accurate Net Revenue Forecasts for the region.

Client Development

Be personally involved in key client relationships, strategic project pursuits, major project leadership and support delivery.

Help develop strong relationships and portfolios with key clients in the region.

As appropriate, become an Account Sponsor to some of the region’s key client accounts.

Identify regional opportunities, help understand local client drivers, and work with local governments to understand drivers/incentives, creating opportunities and leading the industry where appropriate.

Growth Initiatives

Corporate/BOU Campaigns:
Identify potential areas for investment within regions that could result in new revenue growth at the BOU or Corporate level.

Strategic Growth Initiatives (SGI):
With the Growth Leader, identify which SGIs provide the most significant growth opportunity for Infrastructure. Connect Infrastructure leaders with SGI leaders to unite strategy, resources, and targeted clients. For each SGI, outline the potential of each opportunity and goals for participation regionally.

Acquisition / Group Hire / Strategic Hire:
Working with the Growth Leader, identify and pursue potential acquisitions, group hires, bundled hires, and strategic hires to achieve growth…