Account Manager/Business Development Professional, Environmental Services - Denver, CO, United States

Description · Grounded in safety, quality, and ethics, our experts lead their fields and guide our work with rigor, a creative spirit, and vision for growth. We draw from more than 20 technical specialties around the globe and are committed to fostering an inclusive community of ...

Job description

Description

Grounded in safety, quality, and ethics, our experts lead their fields and guide our work with rigor, a creative spirit, and vision for growth. We draw from more than 20 technical specialties around the globe and are committed to fostering an inclusive community of diverse talents, backgrounds, and expertise. We're a place to apply your passion and collaborate with top environmental talents on work that's critical to our clients and the communities they support.

Join a team that has the environment down to a science.

Your Opportunity

We are excited to announce our Environmental Services team in the Mountain Region has an opportunity for an Account Manager/Business Development Professional with experience in the Transportation and Federal sectors. Stantec's is looking for a senior professional who has experience with the management of a wide array of project types and in growing the business, leading cross-functional teams, delivering projects and developing clients.

The selected candidate will dedicate time to help deepen client relationships, understand their needs and challenges better, provide more tailored solutions and engage with other Business Operating Units (BOUs, such as Transportation) when appropriate to help sustain and grow our business. The role will be focused on strategic growth in selected sectors (Transportation and Federal) and geography such as Colorado, Utah, Arizona, and Nevada but could be a resource nationwide. The expectation is this will be a "seller/doer" responsible for leading the pursuit and delivery of excellent work to our clients. The Account Manager and Business Development Professional will work on various client projects in sponsorship and senior review capacity, or in a project management role, with a target about half of their time billable to projects. Experience with Federal Highway Administration is desirable.

Your Key Responsibilities

Leadership

• Demonstrate commitment to safety.
• Coach, mentor, and provide training and experience opportunities to staff.
• Facilitate introductions for Stantec staff with clients, including Environmental Services as well as other BOUs.
• Be an active thought leader and have an online presence that aligns with Stantec's business interests.

Account Management

• Leadership to develop, support, and execute the Stantec FHWA Account and potential other accounts in the future. This includes development of strategies to understand and expand current strengths, understanding current FHWA relationships, and organizing that knowledge to establish Stantec as the go to provider for the FHWA.
• Engage FHWA leadership to understand upcoming business and teaming opportunities, monitor client satisfaction, and position Stantec for success
• Engage Stantec Business Line Leaders, Regional Leaders, and Business Center leadership to develop relationships, pursue opportunities, and execute FHWA work and other Federal Land Management Agencies. 
• Develop and manage the Marketing and Business Development (M&BD) plan and Pursuit list for the FHWA account to achieve wins and ensure an appropriate Return on Investment (ROI) is achieved relative to our M&BD spend
• Lead efforts in setting the strategy of our FHWA business in the US for the next five years and beyond.

Engage with Projects

• Lead delivery of significant regional projects, either as a senior advisor or project manager.
• Achieve minimum direct utilization target as set for the role, anticipated to be 50-60%, subject to other KPIs. 
• Actively participate in major projects, including contribution to written content, and serve in key roles such as Independent Technical Reviewer, as required.
• Oversee risk management related to projects and pursuits including review of contracts, fees, and proposals on large pursuits and in coordination with the Business Operating Unit Risk Committee.

Client Development and Sales

• Understand and evaluate Stantec's competitive position with the client, major competitors, and potential partners.
• Identify significant strategic opportunities that could significantly impact Stantec's business in 3-5-year window. 
• Familiar with the breadth and depth of Stantec services. Identify critical client personnel for contact and have appropriate Stantec cross-BOU and executive leadership engaged in fostering the relationship.
• Identify upcoming opportunities for both negotiated acquisition and competitive pursuits.
• Participate in go/no-go evaluations and identify actions to improve scores throughout the pursuit process.
• Lead and/or support key client-specific strategic positioning and proposal efforts.
• Negotiate appropriate terms and conditions and profitable rates in collaboration with Stantec Sector and BOU/BL Leaders with support from legal counsel.

Qualifications

Qualifications 

Your Capabilities and Credentials 

• Demonstrate knowledge of the various sector (Transportation and Federal) operations and trends, particularly in the Mountain Region (AK, AZ, NM, CO, UT, WY, UT, ID, MT, NV, OR, WA).
• Minimum of 5 years of FHWA experience within multi-disciplinary environments and business operating unit markets. 
• Experience with winning and delivering work with FHWA and other federal agencies preferred.
• Familiar with the breadth and depth of Stantec service offerings and geographic footprint. 
• Ideally have preexisting relationship and experience with clients within the Mountain Region.
• Has experience developing and leading successful teams that deliver excellent services and solutions to clients.
• Demonstrated experience in building and leading effective teams, delivery of integrated services, and contract negotiation.
• Excellent written and verbal communications skills, including ability to convey complex issues to a variety of audiences.
• Strong work ethic, people leadership skills, and desire for team success.
• Active participation in professional organizations and communities.
• Ability to work under minimal supervision with broad guidelines.
• May provide direct supervision; act as an advisor and may become actively involved, as required, to meet schedules and resolve problems.

Education and Experience 

Minimum of five years of experience managing various programs or client accounts.

Bachelor's degree with at least 15 years of relevant professional consulting experience, demonstrating progressive responsibility, leadership roles and client focused roles.

Leads by example in delivering Stantec's Values-We Put People First, We Do What is Right, We are Driven to Achieve, We are Better Together.

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.

About Stantec

Stantec is a global leader in sustainable engineering, architecture, and environmental consulting. The diverse perspectives of our partners and interested parties drive us to think beyond what's previously been done on critical issues like climate change, digital transformation, and future-proofing our cities and infrastructure. We innovate at the intersection of community, creativity, and client relationships to advance communities everywhere, so that together we can redefine what's possible.

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