Business Development Lead

About the role

The Business Development Coordinator for Houston sets, directs, and leads business development for the Houston office in alignment with regional BD strategy. This role is responsible for developing relationships, identifying growth opportunities and generating revenue.

Responsibilities

• Positioning Stantec as a thought-leader and problem-solver to clients, institutions and influencers
• Curate and communicate the local Stantec story and understand key projects (national/regional/local), speaking knowledgeably about the firm/region/office/sector capabilities, including industry insights and best practices
• Develop and maintain relationships with prospective clients and collaborators for relevant market sectors and all integrated practices areas
• Aid in the development of sales and revenue goals, convert leads to awarded projects, and direct office-wide business development activities
• Support the local leadership in the development and execution of annual promotional strategy for Stantec, including presence at local professional organizations, conferences and events
• Support seller-doer and client account manager updates to the CRM pipeline and develop pursuit capture plans to convert leads to awarded projects
• Direct and track business development activities in CRM, generate comprehensive business development and marketing reports, and provide office leaders with win/loss outcomes
• Maintain and develop a local network of proven and reliable sources of information on current and prospective clients
• Research new and prospective clients and opportunities for strategic growth and be knowledgeable about market sector issues and trends within the local market
• Collaborate with market sector experts, office leaders, sector operation managers, sector marketing managers, and pursuit teams to communicate BD/client intelligence
• Collaborate with market sector leaders and office leadership to ensure that a Go/No Go process is conducted for each pursuit and that the appropriate team members participate in the decision-making process; conduct research to confirm that leads are qualified as “winnable”
• Participate in key pursuits, including advising on content decisions for proposals (team/consultants, projects), reviewing drafts at key milestones, and any other preparations leading up to interviews
• Participate in local debriefs; document and disseminate outcomes to appropriate parties and develop strategies for corrective actions to promote future successes
• Guide seller-doers on effective BD processes, including coaching client relationship management and prepositioning engagement
• Work with regional and local leadership and market sector leaders to identify strategic hires to achieve sales and revenue goals and advance the reputation of the office
• Be an actively engaged and visible member in the AEC industry

Qualifications

• Post-secondary in business, sales and/or marketing or other relevant field
• Minimum of 8 years of business development experience in the A/E/C industry or a combination of A/E/C and other supporting industry-related experience, with a measurable record of success
• Proven track record of creating revenue through new market growth, effective client relationships and effective pursuit leadership
• Excellent written and communication skills and the ability to independently manage multiple priorities and meet deadlines
• Existing knowledge of Stantec market sectors in the Houston area is preferred
• CRM experience is preferred