Stantec Consulting International Ltd.
Pursuit Leader
Stantec Consulting International Ltd. - Denver, Colorado, United States, 80285
Work at Stantec Consulting International Ltd.
Overview
- View job
Overview
Pursuit Leader - ( 2500018H )
Description
Many of the world’s top engineers and scientists come together in our Water business because they view a community’s interaction with water as a single holistic system, rather than unconnected networks divided by jurisdictional boundaries. Working throughout the hydrologic cycle, we are delivering sustainable solutions to make sure water is where it should be and available when needed. Our experts guide our work with scientific rigor, an innovative spirit, and a vision for growth. Every day, we help communities improve, reuse, and protect this precious resource for future generations. Grow with us, H2O+U
Your Opportunity
The Water Strategic Pursuits Team is looking for a new Pursuit Manager to continue to support our business growth objectives and goals. The Pursuit Leader (PL) collaborates with the Water Business Line’s Sales Managers (SM), Strategic Pursuits Team (including a large pool of marketers and designers), as well as our technical teams to drive strategy and positioning, as well as successfully deliver winning Top 20 proposals and interviews.
This role requires 10 years in AEC engineering, marketing, and/or business development, as well as exceptional skills in communication, collaboration, leadership, team motivation, storytelling, positioning, technical writing, interview coaching, and most importantly, the personal commitment to win. The PL is required to be highly detail-oriented and self-motivated; have experience managing multiple concurrent campaigns/pursuits; and bring proven, successful experience leading major pursuit processes and teams in a high-performing, deadline-driven, fast-paced environment.
Your Key Responsibilities
Client Service : Develop strong, trusting relationships with business line and regional leaders, client account teams, technical sector leaders, teaming partners, and colleagues.
Partner with key account managers to support their account plan development
Support client account teams with market research, competitive analyses, and other client account related activities
Support external client engagement and business development activities including conferences, industry events, board meetings, etc.
Identify opportunities to position our team in advance of the RFx release and engage our public relations team to help implement a parallel social media campaign strategy.
Industry Knowledge : Leverage a broad understanding of industry-wide trends, competitors, and maintain current market knowledge to inform business development and marketing activities. Must have a good understanding of the engineering industry, key competitors, and key clients to help position and capture more market share.
Pursuit Capture Management and Positioning : Manage and lead the entire pursuit capture strategy and plan including, but not limited to: Lead capture planning and team positioning calls, as well as drive strategy, follow up on actions, and manage the early preparation of the pursuit document. Help identify decision makers and influencers and perform client analysis; establish an action plan to grow relationships with new and existing client contacts; drive client engagement activities. Manage and facilitate the competition analysis, partnering analysis, and teaming arrangements (including small business partnerships). Manage and facilitate IFBP/SWOT/PESTLE exercises and analysis. Create and confirm compelling sales differentiators and win themes. Storyboard both the proposal and interview to achieve a visually persuasive story that is compliant with the client’s evaluation and selection criteria.
Proposal Management : Manage and lead the proposal development process to produce high-quality, winning proposals, including but not limited to: Facilitate kick-off, document review, and other pursuit-related meetings. Assist with the development and writing and/or editing of qualifications and technical sections, while developing new and creative ways to convey technical information. Collaborate with graphic designers to develop key graphics and layouts to facilitate better storytelling. Manage marketing staff to develop tailored resumes, tailored project descriptions, experience matrices, and resonating content to meet evaluation criteria. Manage the pursuit schedule to meet deadlines (both internal reviews and final submittal). Provide quality control and compliance reviews, as well as other services as required, to create a winning submittal that is aligned and compliant with the client’s evaluation and selection criteria. 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.
Interview Preparation : Manage and lead interview preparation and coaching of major pursuit teams from planning through delivery, including but not limited to: Manage and facilitate the development of both the storyboard and storyline. Prepare a compelling and persuasive story, integrating themes and differentiators to deliver sound messages with resonating visuals. Provide individual and team coaching on both verbal and physical delivery. Manage and drive the interview and rehearsal schedule.
Leadership Expectations Manage pursuit team, schedule, budget, and quality to deliver winning pursuits with a strong ROI.
Maintain a 70% capture rate and 70% hit rate on all assigned pursuits.
Lead GO/NOGO analysis and Readiness Reviews.
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.
Qualifications Your Capabilities and Credentials Expert level experience in all three phases of a pursuit, from positioning to proposal development, to interview preparation and coaching.
Proven history of winning new business opportunities greater than $10 million.
Client facing experience and/or technical background is a plus.
Education and Experience BS degree in business administration, engineering, marketing, communications, or a related field.
Minimum 10 years of progressive experience in sales/business development within the A/E/C industry, consistently meeting or exceeding targets.
Other Requirements 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 up to 50% and/or as needed.
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.
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.
#J-18808-Ljbffr
Industry Knowledge : Leverage a broad understanding of industry-wide trends, competitors, and maintain current market knowledge to inform business development and marketing activities. Must have a good understanding of the engineering industry, key competitors, and key clients to help position and capture more market share.
Pursuit Capture Management and Positioning : Manage and lead the entire pursuit capture strategy and plan including, but not limited to: Lead capture planning and team positioning calls, as well as drive strategy, follow up on actions, and manage the early preparation of the pursuit document. Help identify decision makers and influencers and perform client analysis; establish an action plan to grow relationships with new and existing client contacts; drive client engagement activities. Manage and facilitate the competition analysis, partnering analysis, and teaming arrangements (including small business partnerships). Manage and facilitate IFBP/SWOT/PESTLE exercises and analysis. Create and confirm compelling sales differentiators and win themes. Storyboard both the proposal and interview to achieve a visually persuasive story that is compliant with the client’s evaluation and selection criteria.
Proposal Management : Manage and lead the proposal development process to produce high-quality, winning proposals, including but not limited to: Facilitate kick-off, document review, and other pursuit-related meetings. Assist with the development and writing and/or editing of qualifications and technical sections, while developing new and creative ways to convey technical information. Collaborate with graphic designers to develop key graphics and layouts to facilitate better storytelling. Manage marketing staff to develop tailored resumes, tailored project descriptions, experience matrices, and resonating content to meet evaluation criteria. Manage the pursuit schedule to meet deadlines (both internal reviews and final submittal). Provide quality control and compliance reviews, as well as other services as required, to create a winning submittal that is aligned and compliant with the client’s evaluation and selection criteria. 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.
Interview Preparation : Manage and lead interview preparation and coaching of major pursuit teams from planning through delivery, including but not limited to: Manage and facilitate the development of both the storyboard and storyline. Prepare a compelling and persuasive story, integrating themes and differentiators to deliver sound messages with resonating visuals. Provide individual and team coaching on both verbal and physical delivery. Manage and drive the interview and rehearsal schedule.
Leadership Expectations Manage pursuit team, schedule, budget, and quality to deliver winning pursuits with a strong ROI.
Maintain a 70% capture rate and 70% hit rate on all assigned pursuits.
Lead GO/NOGO analysis and Readiness Reviews.
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.
Qualifications Your Capabilities and Credentials Expert level experience in all three phases of a pursuit, from positioning to proposal development, to interview preparation and coaching.
Proven history of winning new business opportunities greater than $10 million.
Client facing experience and/or technical background is a plus.
Education and Experience BS degree in business administration, engineering, marketing, communications, or a related field.
Minimum 10 years of progressive experience in sales/business development within the A/E/C industry, consistently meeting or exceeding targets.
Other Requirements 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 up to 50% and/or as needed.
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.
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.
#J-18808-Ljbffr