Alberta Business Development Lead

Description

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JOB DESCRIPTION

Kleinfelder has been connecting great people to the best work since . We are engineers, scientists, and construction professionals providing solutions that improve our clients' transportation, water, energy, and other private infrastructure. As a responsive, cross-disciplinary team of bright, curious, and innovative problem-solvers, we are dedicated to doing the right thing, every day, on every project from over 60 offices in the US, Canada and Australia.

Built on a foundation of excellence, Kleinfelder is committed to client-focused solutions. Through our depth of experience and thorough understanding of environmental, regulatory, economic, and civic conditions, we identify and address challenges with innovation and common sense. Kleinfelder's integrated, award-winning experts collaborate with clients to meet their objectives - from project inception through design and execution. Connecting great people to the best work is our purpose - together, we deliver.

Kleinfelder Alberta Business Development Lead - Alberta based position. Must be in Alberta.

Job Summary:

Kleinfelder's Alberta Business Development Lead acts as the overarching Lead for major client accounts, monitoring and driving the activities of multiple CAMs (client account managers), PMs (project managers), and multi-disciplinary Engineering teams engaged with various parts of the Client organizations.

IN THIS ROLE, YOU WILL BE AN INTEGRAL MEMBER OF THE ALBERTA AREA LEADERSHIP TEAM, WORKING WITH DIVISIONAL/NATIONAL MARKET MANAGERS, CAMS, PMS, AND ENGINEERING LEADS, TO DRIVE SUCCESS IN BUSINESS DEVELOPMENT, SALES, MARKETING, AND CLIENT RELATIONS.

THE ALBERTA BUSINESS DEVELOPMENT LEAD MANAGES A MULTI-MILLION-DOLLAR ANNUAL SALES PORTFOLIO FOR KEY CLIENTS IN ALBERTA, CANADA, AND THE US. THE ALBERTA BUSINESS DEVELOPMENT LEAD IS RESPONSIBLE FOR ENSURING KLEINFELDER MEETS AND EXCEEDS CLIENT EXPECTATIONS THROUGH FREQUENT COMMUNICATION WITH CLIENTS, CAM TEAM, KLEINFELDER PURSUIT AND PROGRAM DELIVERY TEAMS, AND THE SENIOR LEADERSHIP AS THE WORK PROGRESSES FROM INCEPTION TO CLOSURE (CRADLE TO GRAVE MAJOR ACCOUNTS OVERSIGHT).

Responsibilities:

• Meet or exceed Area Annual Sales targets to drive bottom-line results. Create annual Client Sales & Marketing Plans and provide strategic sales leadership to the Alberta Area.
• Provide leadership and mentorship to the Client Account Manager and Project Manager teams to strengthen client relationships and align pursuit strategies with project delivery capabilities. Foster a collaborative, sales minded culture by coaching teams on opportunity development, client engagement, and positioning to drive sustainable sales success.
• Maintain and actively manage the firm's business development opportunity pipeline within the CRM system, ensuring all prospects, pursuits, and client interactions are accurately captured and regularly updated. This includes qualifying opportunities, tracking progress through defined stages, and maintaining data integrity to support forecasting and decision making. Provide clear visibility to leadership through timely reporting on pipeline health, win probabilities, and key risks or actions.
• Understand clients' businesses/needs and collaborate to develop innovative solutions and sound recommendations to meet their needs while driving profitable and sustainable growth.
• Develop, monitor and maintain client relationships to identify new opportunities in additional service lines and/or expanded geographies (within North America); identify and pursue growth opportunities with new and/or existing clients.
• Facilitate, lead and/or partner with Kleinfelder stakeholders in marketing presentations; collaborate with Kleinfelder National Account and Market Leadership teams.
• Negotiate long-term agreements with clients; work directly and collaboratively with VP Area Manager Alberta in development and execution of Contracts, including Risk Review / Management requirements.
• Identify long-term geographic, market, industry trends and distill them to targeted and profitable growth opportunities; provide Quarterly market trend analysis to Kleinfelder leadership as required.
• Collaborate with CAM's and Leaders across Kleinfelder (West, Central, East) in the development of short and long-term goals and business development strategies.
• Facilitate development of proposal strategies that position the team's strengths and innovative approaches to gain competitive advantage.
• Frequent and effective communication with clients and Kleinfelder's delivery teams (including facilitating Stewardship rollouts and discussions with Kleinfelder teams as well as Client teams).
• Manage and maintain key client intelligence including key decision makers and influencers.
• Completion of other relevant duties as required by VP Area Manager Alberta.

Experience & Job Requisites:

• EPC experience is an asset.
• Education: Bachelor's degree required in technical field. Master's degree and/or equivalent desired (not mandatory). Equivalent experience will be evaluated in lieu of formal technical training, education, and development.
• 15+ years of relevant industry experience (oil and gas engineering and consulting) which includes results growing client account(s) via sales, marketing, BD, and/or pursuit management and includes experience managing multiple client accounts, evaluating opportunities, and management of proposals/quotes/bids.
• 10+ years of client interaction in designated markets and knowledge of applicable laws and regulations. Business development applicability to oil, gas, utilities, transmission, distribution, and alternative energy markets, including applicable upstream, midstream, and downstream segments.
• 5+ years of management and/or formal leadership experience required.
• 5+ years of relevant experience in EPC consulting and/or oil and gas industries.
• Certification/Registration: P.Eng (Canada), CET, and/or PE (US) highly desirable. Other: M.Eng, CPSM, MBA, AICP, JD, LEED, RG, PG desired (not mandatory).
• Proven leadership, management, and/or industry relationship management skills.
• Client Relationship Management: in-depth knowledge of company offerings and operations required. Strong network of industry contacts to leverage relevant business opportunities. In-depth knowledge of key business opportunities, market segments and clients.
• Strong understanding of Contracts and Risk Management. Demonstrated ability to understand basics of Master Service Agreements, Contracts, Law. Ability to screen opportunities including applicable items and recommendations for the Go / No-Go on pursuits.
• Passionate about making a difference in the local industries and all aspects of business development including client-solutions development, maintaining existing key client relationships and developing new relationships. Engaging, concise and confident presentation skills.
• Responsive and proactive verbal and written communication skills.
• Strong teamwork and collaboration skills: cohesive approach to clients and Kleinfelder department teams.
• Driven and autonomous self-starter, willingness to be held accountable for key business goals.
• Positive attitude, strategic thinker, pleasant demeanour, professional image, collaborative style.
• Exceptional communication skills both written and verbal, with proven modern approach.

Competencies & Skillsets:

Relationship Builder

• Understands the client's business: issues, challenges, objectives, etc.
• Asks questions, listens attentively and takes relevant notes.
• Adapts to varying social and communication styles.
• Utilizes the value in all types of contacts.

Engages and Leverages Subject Matter Experts

• Leverages existing network to meet new contacts.
• Facilitates SME interactions with key decision makers, influencers.

Effective Communicator

• Expresses ideas and information in a clear and concise manner.
• Tailors message to fit the interests and needs of the audience.
• Delivers information in a manner that is interesting and compelling to the listener.
• Facilitates and drives face to face and highly effective communication methods outside of the office; encourages team members to do same.

Develops and Delivers Proposals

• Assembles proposal team with necessary mix of skills, experience, and backgrounds.
• Ensures Client Value Proposition is based on gathered intelligence, not speculation.
• Compiles documents that convey key messages clearly and succinctly.
• Schedules sufficient time for review teams and final edits.

Creates and Implements Plans

• Sets a clear vision for the development of the client relationship.
• Clearly defines long-term and short-term objectives including action plans.
• Considers possible changes, constraints or other obstacles that might impact plans.
• Accurately estimates time and resources needed to accomplish objectives and tasks.
• Can discuss multiple aspects and impacts of issues and project them into the future.
• Includes solutions, resources, and ideas from across Kleinfelder.

Gathers Client Information

• Able to use client website, news feeds, search engines (such as LinkedIn) for basic intelligence.
• Can identify client and environmental factors that could influence purchase decisions.
• Understands competition and develops plans to mitigate affects.

Negotiates with Stakeholders

• Understands the needs of all stakeholders.
• Uses questions, rather than statements, to make a point.
• Prepares alternatives, i.e. what will we live with, walk away from such as Go/NoGo evaluations.
• Is capable of clearly communicating the Client Value Proposition and benefits.

Positions to Win

• Identifies client's objectives and challenges.
• Earns trust and viewed as credible by client.
• Engages the right Kleinfelder experts with the right client contacts.
• Ensures delivery of projects meet or exceed client expectations.
• Gathers intel for major opportunities well in advance of the proposal due date.

Develops Client Interviews

• Works with proposal and/or client team to develop an interview strategy that is in alignment with client expectations.
• Show passion for the project, client's objectives, approach, role, and outcome.
• Leads practice session(s) with interview team.
• Demonstrates effectiveness in a variety of formal presentation settings: one-on-one, small and large groups, various organizational levels.
• Commands attention and can manage group process during the presentation.
• Able to change tactics midstream for the unexpected.
• Prepares for client questions and challenges, including using a mock client panel.

Utilizes Questioning Techniques

• Uses questions to persuade, gather intelligence and expand network of contacts.
• Knows when and how to use each type of question (situation, problem, implication, need-payoff).
• Prepares questions prior to client engagements.
• Asks questions with a positive perspective.

Health & Safety

• Understands and has ability to hold teams accountable for overall project safety, including effective risk assessment, planning and budgeting, Management Site Visits and LPOs, staff Health and Safety training, and subcontractor management.
• Demonstrates commitment to the Health and Safety planning hierarchy by reviewing Health and Safety planning and budgeting during MPRR/proposal preparation and evaluating Health and Safety implementation during project manager portfolio reviews.

POSITION CONDITIONS

Work is performed in an office environment / hybrid; occasional travel may be required.

Progress with an Employer that Values You

Kleinfelder is an inclusive organization free from discrimination. We are a stronger organization when we are a diverse workforce and believe that throughdiversity, equity, and inclusion comes creativity, innovation, and unity. We are proud to offer the following:

Work schedule: Work-life balance with flexible Mon - Fri work week schedule options.

Office: Modern new office facilities, free parking, conveniently located near amenities and public transit

Benefits: Kleinfelder offers an excellent compensation and benefits package, including medical, dental, vision, Healthcare spending account, RRSP plan, wellness days and paid holidays. We foster a great culture. Competitive wages. Tuition reimbursement.

Career Development: We are committed to investing in the professional development of our staff, offering each employee every opportunity to grow, develop, and take control of their career paths. We support these efforts through reimbursements for continuing education as well as many of the expenses associated with trainings and certifications, and opportunities for career development through our internal Mentoring Program.

NOTICE TO THIRD PARTY AGENCIES