Regional Growth Leader - PMCM Canada

We are strategizing, planning, and implementing projects that help clients achieve their organization’s objectives. Join our award-winning program management team and bring transformational project solutions to life.  

By managing capital programs and projects as if they were our own, our project management business, and technical experts work with clients to strategize, plan, and implement projects that help them achieve their organization’s objectives. Our award-winning team has managed thousands of projects across all sectors — hospitals, airports, and entire university campuses; infrastructure like mass transit and water-treatment facilities; and energy and resource assignments, from mines to wind farms.

Your Opportunity

Reporting to the RBL, the Regional Growth Leader (RGL) is an integral member of the Program & Construction Management (PMCM) regional leadership team overseeing all aspects of market growth and development. In collaboration with the RBL and business line leadership, the RGL is responsible for the “top line”: developing and leading the marketing, business development, sales, and growth strategy across all sectors to meet regional business targets, while delivering these results within budget. The RGL identifies, prioritizes, and helps develop key clients and opportunities in the region, aligning the efforts with the Business Center Operations Leaders (BCOLs), BCPLs, Account Managers (AMs), and Sector Leaders (SLs). The RGL works with SLs and PMCM business line marketing, business development, and strategic pursuit teams to identify internal resources to optimize our success in capturing strategic projects in the region.

Your Key Responsibilities

• Strategy – Identify and prioritize key PMCM clients and growth opportunities in Canada.  
• Client Development - Help develop strong relationships and portfolios with key clients. 
• Positioning and Pursuit – Connect internal resources (subject matter experts, project and technical leads, pursuit resources, etc.) to optimize our chance of capture.
• Teamwork – Coach and align a team of SLs, BCPLs and AMs.

KEY PERFORMANCE INDICATORS 

• Achieve regional business plan top line targets related to:
• Sales
• Net sales growth (% over prior year)
• Net revenue 
• Backlog
• Marketing & Business Development (MBD) spend 
• Regional Top 20 hit rate (#) and capture rate ($) >60%
• Regional all pursuit hit rate (#) and capture rate ($) >50%
• At least 10 client touch points per month
• HSSE goals and targets for leaders
• People leader goal(s), as appropriate
• Account Manager or sponsor for at least one key account 

REPORTING AND UTILIZATION

• The RGL reports to the PMCM RBL. The utilization target is 40% 

TYPICAL ACTIVITIES AND PRACTICES

The following are typical activities and practices of a Regional Growth Leader

Strategy 

• Collaborates with BL, SLs, RBLs, BCPLs, AMs, as well as key leaders from other Business Operating Units (BOUs), to develop and execute business/growth strategies in the region. 
• Prioritizes key clients and opportunities in the region, including Regional Top 20, Next 20, and Over the Horizon opportunities. 

MBD & Sales

• Accountable for regional MBD and sales results in partnership with RBLs. 
• Pursues and leads strategic and significant regional business pursuits; engages directly in relationship development, positioning, and teaming for strategic pursuits.
• Participates in go/no-go decisions and pursuit budget discussions for large and/or strategic pursuits in the Region.
• Participates in Top 20 campaigns (go/no-go; readiness reviews; pursuit strategy; team strategy; proposal reviews and interview preparation; other activities, as appropriate to areas of expertise).
• Promotes Regional opportunity accuracy in Pipeline, with SLs, BCPLs and AMs. Contributes to accurate Net Revenue Forecasts for the region.
• 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 SLs and BCPLs.
• Works with SLs and 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 SLs, BCPLs and AMs.
• Works closely with leaders from other BOUs to leverage Stantec’s internal resources and expertise.
• Coordinates with SLs to connect subject matter experts, identify resource needs, pursue opportunities, and reflect key sector pursuits in our Top 20 targets.
• Contributes, as needed, to business line and/or executive leadership updates/reports. 
• Helps recruit and hire, consistent with regional and North American resource needs.