Area Growth Leader Northeast

2 weeks ago


Alexandria, Virginia, United States Brown and Caldwell Full time
Job Title: Area Growth Leader Northeast

About the Role:

The Area Growth Leader Northeast is a key position that requires a strong understanding of market drivers, competitive forces, and Brown and Caldwell's brand in the geography. This individual will be responsible for advancing a client-focused sales culture while serving as a model for sales leadership.

Key Responsibilities:

  • Lead the Area's annual strategic growth planning and sales planning processes.
  • Manage and prioritize the Area sales portfolio – responsible for achieving performance metrics in alignment with Area, Business Unit and Company growth objectives.
  • Partner with the Area Director – own and maintain responsibility for Go/No-go decisions across the Area portfolio.
  • Align with the Area Marketing Manager to create consistency and efficiency in the sales program – support uniform adoption of BC's processes and tools.
  • Model sales leadership – communicate and connect with clients by engaging directly in key client and top pursuit activities during the life cycle of pursuits to improve win rates and training of the sales team.
  • Drive the Client Growth Business Plan development process – ensure alignment with the Area strategic plan in collaboration with technical practices, integrated project delivery, and design services.
  • Focus on recruitment and growth of sales team – work with Local Leaders to implement succession planning and development of Client Service Managers.
  • Build and maintain connectivity with Client Service Managers and their respective markets – establish conduit for client, project, and competitor intel to inform positioning strategy.
  • Implement a partnership strategy with operations team – confirm resource deployment is in alignment with key client priorities.

Requirements:

  • Strong business acumen and experience developing sales and pursuit strategies – personal experience and proven delivery converting key pursuits > $5M to a win.
  • 10+ years' experience and recent delivery of work with major clients in the geography.
  • Strong leader, able to inspire, motivate and build cross-functional pursuit teams with the ability to influence the decision-making process.
  • Possess a short-term and long-term vision for achieving growth objectives – ensure that operational, technical, and growth leaders balance daily responsibilities with the long-term vision.
  • Ability to be decisive in decision-making – comfortable handling risk and uncertainty.
  • Ability to translate consulting experience to achieve BC's growth objectives.
  • Ability to see market drivers that intersect with innovative solutions to creatively grow our core and key clients.
  • Ability to interpret data to inform business strategy and leverage Area performance metrics to inform A roles and B roles.
  • Background in relationship-based sales, win strategy, and proposal development for competitive opportunities.
  • Strategic, critical thinker with a willingness to challenge the status quo.
  • Understand the political landscape and impact to client growth and business strategy.

What We Offer:

Brown and Caldwell provides a comprehensive benefits package that promotes employee health, performance, and success, including medical, dental, vision, short and long-term disability, life insurance, an employee assistance program, paid time off and parental leave, paid holidays, 401(k) retirement savings plan with employer match, performance-based bonus eligibility, employee referral bonuses, tuition reimbursement, pet insurance and long-term care insurance.

About Brown and Caldwell:

Brown and Caldwell is a full-service environmental engineering and construction firm with 50 offices and 2,100 professionals across North America and the Pacific. For 75 years, we have created leading-edge environmental solutions for municipalities, private industry, and government agencies. We strive to be the company of choice—to our clients, who benefit from our passion for delivering exceptional quality, and to our employees, present and future, who share our commitment to client service, collaboration, and innovation.



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