Job descriptionCompany Overview Kleinfelder has been connecting great people to the best work since 1961. 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.
Job Title 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. The role is 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 incumbent manages a multi‑million‑dollar annual sales portfolio for key clients in Alberta, Canada, and the US, ensuring Kleinfelder meets and exceeds Client expectations through frequent communication with Clients, the CAM team, pursuit and program delivery teams, and senior leadership as projects progress from inception to closure.
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. 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).
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 CAMs 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 a 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 certifications (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 the same.
Develops and Deliver 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 we will live with, walk away from such as go/no‑go evaluations.
Is capable of clearly communicating the Client Value Proposition and benefits.
Positions to Win
Identifies client’s objectives and challenges.
Earns trust and is 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.
Shows passion for the project, client’s objectives, approach, role, and outcome.
Leads practice sessions 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 processes 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.
Benefits
Medical, dental, vision, healthcare spending account, RRSP plan, wellness days and paid holidays.
Competitive wages.
Tuition reimbursement.
Career development through internal mentoring program.
EEO Statement Kleinfelder is an inclusive organization free from discrimination. We are a stronger organization when we are a diverse workforce and believe that through diversity, equity, and inclusion comes creativity, innovation, and unity.
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