Brown and Caldwell (BC) has an exciting opportunity for a Growth Leader in our Central Area geography. The Central Area Growth Leader will be a key contributor and member of the Area Leadership team and therefore 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.
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. This role must possess an understanding of market drivers, competitive forces, and BC's brand and understand how each can create challenges or opportunities in achieving sales growth targets.
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.
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 role 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.
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