Senior Pursuit Leader – ( 230001MU )
Description
Grow with the best. Join a smart, creative, and inspired team that accomplishes operational excellence. Bringing together individuals with diverse backgrounds, talents, and expertise, our 25,000 team members in over 400 locations worldwide are vital to making our company stronger.
Your Opportunity
The Senior Pursuit Leader (SPL) collaborates with the Water Business Line’s Sales Managers (SM), Strategic Pursuits Team, and technical pursuit teams to drive strategy and positioning, as well as successfully deliver winning proposals and interviews. This role requires 15 years in AEC marketing and/or business development, as well as exceptional skills in communication, collaboration, leadership, team motivation, storytelling, interview coaching, and most importantly, the personal commitment to win. The SPL is required to be highly detail-oriented and self-motivated; have experience managing multiple concurrent initiatives; and bring proven, successful experience leading major campaign processes and teams in a high-performing, deadline-driven, fast-paced environment.
Your Key Responsibilities
Client Development
Develop strong/trusted relationships with internal clients, teaming partners, and internal colleagues while functioning in a high-performing, fast-paced team environment.
Support Account Teams to specifically identify and confirm client decision makers and influencers while creating a client engagement plan aligned with the Account Manager’s client plan to increase positioning efforts on strategic pursuits.
Leverage a broad understanding of industry-wide trends to inform client development activities.
Pursuit Management
Manage the entire pursuit capture strategy and campaign plan, including performing client account analysis and selection panel/decision maker mapping, competitive analysis, and teaming partner analysis/coordination; leading UVPs/IFBPs/SWOT analyses with the pursuit team; creating and confirming compelling sales differentiators and win themes; and solidifying the team’s persuasive win strategy, advancing positioning efforts and increasing the probability of win.
Provide strategic and tactical leadership, working with diverse pursuit teams to confirm client needs, challenges, and drivers. This could include client workshops, brown bags, or other intel gathering meetings directly relevant to the positioning phase.
Storyboard both the proposal and interview to achieve a visually persuasive story that is compliant with the client’s evaluation and selection criteria.
Lead the entire pursuit process to produce high-quality, winning proposals and interviews, including:
Share marketing and sales materials, information, knowledge, and best practices with other regional and business line marketing team members across Stantec.
Ensure that all marketing and sales documents comply with our corporate branding guidelines and client confidentiality requirements.
Lead presentation development and coaching of interview teams.
Develop forecasts and advise on future internal and external needs for pursuit related work, including strategy, proposal, and presentation development.
Leadership Expectations
Provide effective leadership, coaching, and mentoring in business development acumen and sales process discipline for technical teams, as well as marketing and design teams.
Utilize project management skills to plan, structure, orchestrate, and execute campaign activities.
Build credibility through approach and experience to influence others and communicate and present effectively at all levels of the organization.
Leverage strong written and verbal communication skills to communicate with senior management, supervisors, peers, and internal clients.
Demonstrate wide-ranging experience and apply professional concepts to resolve complex problems, with effective, innovative, economical, and creative approaches.
Take personal responsibility on the toughest, most complex, and competitive opportunities.
Oversee assigned pursuit staff, all pursuit-related documents, and high-quality deliverables (from capture planning through proposal execution and interview).
Be recognized by internal and external associates as an expert at leading pursuits, capture planning, and win strategy development.
Contribute to best practices and process improvement initiatives.
Delivering Business Results
Manage scope, schedule, budget, and quality to deliver profitability with a strong ROI.
70% capture rate and 70% hit rate on all assigned pursuits.
Support GO/NOGO analysis and Readiness Reviews.
Qualifications
Your Capabilities and Credentials
Expertise in the full spectrum of the complex sales lifecycle and understanding of competitive procurement processes.
All Stantec employees are expected to adhere to corporate and department policies and work in a manner to ensure safety by following company health and safety guidelines.
Travel requirements can range up to 50%
Detail-oriented and organized, with exceptional prioritization skills and ability to effectively balance multiple priorities.
Strong presentation skills in small or large group environments, with proficiency in presentation support tools (e.g., PowerPoint).
Ability to work effectively within a group, as well as independently motivated with minimal supervision.
Education and Experience
BS degree in business administration, engineering, or a related field.
Minimum 15 years of progressive experience in sales/business development within in the A/E/C. industry, consistently meeting or exceeding targets.
Proven history of winning new business opportunities greater than $10 million.
lient facing experience and/or technical background is a plus.
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-Toronto
Other Locations : Canada-Ontario-North Bay, Canada-Ontario-Thunder Bay, Canada-Ontario-Oshawa, Canada-Ontario-Mississauga, Canada-Ontario-Stoney Creek, Canada-Ontario-London, Canada-Ontario-Ottawa, Canada-Ontario-Sudbury, Canada-Ontario-Windsor, Canada-Ontario-Kitchener, Canada-Ontario-Waterloo, Canada-Ontario-Markham
Organization : BC-1656 Water-CA Ontario West
Employee Status : Regular
Job Level : Individual Contributor
Travel : Yes, 50 % of the Time
Schedule : Full-time
Job Posting : Apr 5, 2023, 2:48:35 PM
Req ID: 230001MU
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
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