REGIONAL BUSINESS DEVELOPMENT LEADER - Jobs in Welland, ON

Job Description

Regional Business Development LeaderReq ID1993Regional Business Development LeaderWho We AreAt WSP, we are driven by inspiring future-ready pioneers to innovate. We’re looking to grow our teams with people who are ready to collaborate in building communities and expanding our skylines. To do this, we hire candidates of all backgrounds. That’s why here at WSP, inclusion, diversity, equity and belonging are core principles. Anything is within our reach and yours as a WSP employee. Come join us and help shape the future!This OpportunityWSP is currently initiating a search for a Regional Business Development Leader for our Los Angeles, CA office. The following locations will also be considered: San Diego, CA; Orange, CA; Long Beach, CA. Be involved in projects with our Earth & Environment Team and be a part of a growing organization that meets our client’s objectives and solves their challenges.Your ImpactAs a senior leader within the region, the assigned person will be a key leader in the acquisition of backlog for the chosen Earth & Environment Region. Their responsibilities will be to act as a key stakeholder, representing client and commercial interests, in regional-level client development, strategic-level proposal preparation, overall client service delivery and brand building. It will also include understanding the resources available beyond the home region of the individual and prioritize greatest value return through collaboration with the national and global Earth and Environment client programs and other WSP business lines.The individual will also support the national and global client programs, interfacing with the Sector Leaders and Client Engagement Leads, including individual responsibility for client account management for national or global client accounts.Client Centricity: Champion of business development at WSP. Work with other Sector Leaders and the Client Program to promote the best approach that transcends the national and global organization and demonstrates to a global perspective adapted to our clients cultures and local markets. Contribute to conference budgeting to assure proper client engagement; assist Regional Leadership Team and Practice Leaders to strategically map conference spend and attendance on a yearly basis. Assist our communications team in identifying opportunities to highlight projects, successes, achievements through our various media channels. Be an external facing brand ambassador for WSP and active representative in industry organizations.Client Development: Manage/develop capture strategies in conjunction with Account Leaders to promote growth in relationship and revenue. Primary point of contact for pursuit decision making. Contribute to the regional and national annual budgeting and business planning process setting goals for Gross Revenue, Net Revenue and Sales Growth.Proposal Preparation: Work with proposal team to create win strategies, capture planning and pursuit management. Work with marketing team to populate project examples, resumes, and other support material for use in SOQ/RFI/RFP efforts.Regional Business Development: In consultation with the Regional Leadership Team and Client and Sector Program, develop and implement a regional Business Development Program that leverages and strengthens the seller-doer model but adds scale to drive sustained sales growth at a region-level ensuring annual funding goals are met.Client Account Evolution: The Business Development Leader will engage in corresponding with potential and existing clients and aid in evolving the service offerings to the full suite available from WSP. This will include the assessment of gaps. You will be a champion for cross-regional and cross-organizational development and delivery and aid the national and global client program teams to develop strategies and approaches that facilitate this objective.Client contact and visits: Function as the central point of contact for client outreach with a portion of your weekly activities focused on client contact and visits either as the main contact or in a supporting role.Business Development Skills Development: Major contributor in developing current employee skills through mentorship and delivery to be more effective in business development, client relationship management and sales.Project Execution: Contribute to the selection and charter project execution teams.Yearly Budget Planning: Participate in the yearly and quarterly planning process by identifying YOY sales growth targets for the sector based on backlog, opportunity funnel, and blue sky run rates.In the role your responsibilities will be:

• Responsible for aiding WSP in meeting its Annual Business Plan performance goals including a personal contribution of $6M in Gross Revenue sales over the fiscal year and an indirect contribution of >$20M
• Responsible for developing and maintaining a balanced client portfolio at regional-level that is resilient to sector and key client down-turns, returns optimal profitability margins and capitalizes on sector and client growth opportunities.
• Responsible for driving overall efficiency in sales and BD efforts to deliver sales targets.
• Responsible for aiding in augmenting our Sales in the assigned region.
• Assist in the making of pursuit GO/NO GO decisions
• Management of approved key client list
• Work directly with Regional Leader, District Leaders, National Business Line representatives, Marketing and Account Sales teams to understand markets and develop strategies for pursuit capture and growing market share.
• CRM owner for Sector pursuits on identified clients and potential projects
• Capture manager for strategic pursuits as needed (>250K)
• Responsible or major contributor for advance planning for strategic pursuits, as assign by the Regional Leadership team.
• Responsible for development and mentoring of successor candidates.
• Responsible for identification, training and mentoring of regional client managers.
• Exercise responsible and ethical decision-making regarding company funds, resources and conduct, and adhere to WSP’s Code of Conduct and related policies and procedures.
• Perform additional responsibilities as required by business needs..

Who You AreRequired Qualifications

• Minimum bachelor’s degree in engineering or Science.
• Minimum 15 years of relevant industry experience in environmental or engineering consulting services environments.
• Minimum of 10 years in business development or business leadership roles for large regional or national consulting businesses.
• Proven ability to reach out, build relationships and work cross-organizationally, creating collaborative team environment across the business to drive sales, business development and client relationship management best practices.
• Substantive experience of delivering consulting services in Oil & Gas, Transportation, Commercial and Industrial, Energy and Mining Sectors.
• Consistent track record in driving sales growth and ability to provide leadership in bringing sales/operations interaction to new and existing clients.
• Demonstrated results as a change leader in driving incremental improvements in sales growth, particularly on key strategic pursuits or major accounts.
• Significant experience in client account and client relationship management for large national and international accounts (>$10M/year).
• Excellent verbal and written communication skills
• Proficient in Microsoft Word, Excel, and PowerPoint software
• Ability to work both independently, leader and team contributor and within groups
• Excellent work history with leadership abilities and a positive attitude
• Candidate must be eligible for employment status in U.S., possess a valid U.S. drivers license, present a professional work appearance, interact well with the public and clients, and have excellent teamwork skills.

Additional Requirements

• To perform this job successfully, an individual must be able to perform each essential job duty satisfactorily. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform essential job functions.
• Successful applicant must be able to provide proof of vaccination against COVID-19 prior to their start date or prior to December 8, 2021, whichever is later, or be granted an exemption based on a disability or sincerely held religious belief. If you cannot receive the vaccine because of a disability or a sincerely-held religious belief, you may submit an accommodation request to WSP’s Equal Employment Opportunity Office. Learn more about the COVID-19 vaccination here - https://www.cdc.gov/coronavirus/2019-ncov/vaccines/index.html.

Additional Details

• Required Education: Bachelors Degree or Equivalent Experience
• Minimum Years Experience: 15+ years
• Travel Required: 40%
• Job Status: Regular
• Employee Type: Full
• Primary Location: LOS ANGELES - S FLOWER ST
• All locations: US-CA-Long Beach, US-CA-Los Angeles, US-CA-Orange, US-CA-San Diego

About WSP USAWSP USA is the U.S. operating company of WSP, one of the worlds leading engineering and professional services firms. Dedicated to serving local communities, we are engineers, planners, technical experts, strategic advisors and construction management professionals. WSP USA designs lasting solutions in the buildings, transportation, energy, water and environment markets. With more than 12,000 employees in over 200 offices across the U.S., we partner with our clients to help communities prosper. www.wsp.comWSP provides a comprehensive suite of benefits including medical, dental, vision, disability, life, and retirement savings focused on a providing health and financial stability throughout the employee’s career.At WSP, we want to give our employees the challenges they seek to grow their careers and knowledge base. Your daily contributions to your team will be essential in meeting client objectives, goals and challenges. Are you ready to get startedWSP USA (and all of its U.S. companies) is an Equal Opportunity Employer Race/Age/Color/Religion/Sex/Sexual Orientation/Gender Identity/National Origin/Disability or Protected Veteran Status.The selected candidate must be authorized to work in the United States.Quick Apply

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