Business Development Lead

Business Development Coordinator

Stantec's Buildings team is on a mission to become the world's leading integrated design practice. Our architects, engineers, interior designers, consultants, sustainability specialists, and technologists are passionate about the power of design. Our collaborative culture and our innovative, sustainable approach to projects help us create buildings that matter to our world. Together, we are enhancing the quality of life globally through design. Join us and design your place with Stantec.
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. The candidate will work closely with regional and local leadership, Houston Principals, firmwide market sector leaders, and the Regional Business Development Lead to ensure strong brand recognition in the local marketplace. Responsibilities include:
Positioning Stantec as a thought-leader and problem-solver to clients, institutions and influencers
Curating and communicating the local Stantec story and understanding key projects (national/regional/local), speaking knowledgeably about the firm/region/office/sector capabilities, including industry insights and best practices
Developing and maintaining relationships with prospective clients and collaborators for relevant market sectors and all integrated practices areas
Aiding in the development of sales and revenue goals, converting leads to awarded projects, and directing officewide business development activities
Working alongside established local and firmwide leaders to develop and execute annual business development plans focused on targeted sectors and clients (both existing and new) to achieve office sales and revenue goals
Supporting the local leadership in the development and execution of annual promotional strategy for Stantec, including presence at local professional organizations, conferences and events
Participating in client and collaborator meetings with national market experts, seller-doers and office leadership; including developing strategies and preparing presentation materials
Supporting seller-doer and client account manager updates to the CRM pipeline and developing pursuit capture plans to convert leads to awarded projects
Directing and tracking business development activities in CRM, generating comprehensive business development and marketing reports and providing office leaders with win/loss outcomes
Maintaining and developing a local network of proven and reliable sources of information on current and prospective clients
Researching new and prospective clients and opportunities for strategic growth and being knowledgeable about market sector issues and trends within the local market
Collaborating with market sector experts, office leaders, sector operation managers, sector marketing managers, and pursuit teams to communicate BD/client intelligence
Understanding competitive local differentiators and perspectives to better position Stantec against the competition
Collaborating 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; conducting research to confirm that leads are qualified as "winnable"
Participating 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 interview
Participating in local debriefs; documenting and disseminating outcomes to appropriate parties and developing strategies for corrective actions to promote future successes
Guiding seller-doers on effective BD processes, including coaching client relationship management and prepositioning engagement
Working 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
Being 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
Must have 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
Typical office environment working with computers and remaining sedentary for long periods of time. Field work may include exposure to the elements including inclement weather.