Area Growth Leader Northeast

4 weeks ago

Alexandria, Virginia, United States Brown and Caldwell Full time

The Area Growth Leader must possess an understanding of market drivers, competitive forces, and Brown and Caldwell's (BC) brand in the geography and understand how each can create challenges or opportunities in achieving sales growth targets. As a business partner to the Area Director and under the guidance of the Business Unit Growth Director, the Area Growth Leader will advance a client-focused sales culture while serving as a model for sales leadership.

The Area Growth Leader will play a lead role in formulating and executing strategy for the Area's sales program and will be managing a portfolio to contribute to the growth objectives of the Business Unit. The Area Growth Leader will be a key contributor and member of the Area Leadership team.

Like a compass, the company strengths will guide the successful execution of this role – purposeful growth, responsible freedom, disciplined creativity, and deep connections. The growth leader is responsible for working with operational, technical, and growth leaders to maximize BC's potential to grow sales and backlog in their respective areas.

Expectations and 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. Hold Client Service Managers accountable to their sales and client growth goals from a portfolio perspective.
  • 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.
  • In alignment with the Company strategic areas of focus, drive innovation and collaboration with technical practices, integrated project delivery, and design services.
  • 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.

Desired Skills and Experience:

  • 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.

Salary Range: The anticipated starting pay range for this position is based on the employee's primary work location and may be more or less depending upon skills, experience, and education. These ranges may be modified in the future.

Location A:

Salary $163,000 - $230,000

Location B:

Salary $179,000 - $250,000

Location C:

Salary $195,000 - $270,000

You can view which BC location applies to you here. If you have any questions, please speak with your Recruiter.

Benefits and Other Compensation: We provide a comprehensive benefits package that promotes employee health, performance, and success which includes 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. Click here to see our full list of benefits.

About Brown and Caldwell

Headquartered in Walnut Creek, California, 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. Join us, and you will find a home where you can do your best work, reach new levels of expertise, and enjoy exceptional development opportunities. For more information, visit ,

This position is subject to a pre-employment background check and a pre-employment drug test.

Notice to Third Party Agencies: Brown and Caldwell does not accept unsolicited resumes from recruiters or employment agencies. In the event a recruiter or agency submits a resume or candidate without a previously signed agreement and approved engagement request with Brown and Caldwell, Brown and Caldwell reserves the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency.

Brown and Caldwell is proud to be an EEO/AAP Employer. Minorities/Women/Disabled and Protected Veterans are encouraged to apply. Brown and Caldwell ensures nondiscrimination in all programs and activities in accordance with Title VI of the Civil Rights Act of 1964.

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