Alberta Business Development Lead

Description

• 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).
• Accurately estimates time and resources needed to accomplish objectives and tasks.
• Prepares for client questions and challenges, including using a mock client panel.
• Uses questions, rather than statements, to make a point.
• Uses questions to persuade, gather intelligence and expand network of contacts.
• Works with proposal and/or client team to develop an interview strategy that is in alignment with client expectations.
• 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.
• Assembles proposal team with necessary mix of skills, experience, and backgrounds.
• Commands attention and can manage group process during the presentation.
• 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.
• Can identify client and environmental factors that could influence purchase decisions.
• Engages the right Kleinfelder experts with the right client contacts.
• Tailors message to fit the interests and needs of the audience.
• Sets a clear vision for the development of the client relationship.
• Delivers information in a manner that is interesting and compelling to the listener.
• 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.
• Ensures delivery of projects meet or exceed client expectations.
• Prepares questions prior to client engagements.
• Facilitate development of proposal strategies that position the team’s strengths and innovative approaches to gain competitive advantage.
• Facilitate, lead and/or partner with Kleinfelder stakeholders in marketing presentations; collaborate with Kleinfelder National Account and Market Leadership teams.
• Manage and maintain key client intelligence including key decision makers and influencers.
• Leverages existing network to meet new contacts.
• Expresses ideas and information in a clear and concise manner.
• Facilitates and drives face to face and highly effective communication methods outside of the office; encourages team members to do same.
• Ensures Client Value Proposition is based on gathered intelligence, not speculation.
• Utilizes the value in all types of contacts.
• Leads practice session(s) with interview team.
• Clearly defines long-term and short-term objectives including action plans.
• 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.
• 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.
• Prepares alternatives, i.e. what will we live with, walk away from such as Go/NoGo evaluations.
• Considers possible changes, constraints or other obstacles that might impact plans.
• Gathers intel for major opportunities well in advance of the proposal due date.
• Facilitates SME interactions with key decision makers, influencers.
• 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.
• Identifies client's objectives and challenges.
• Compiles documents that convey key messages clearly and succinctly.
• Collaborate with CAM’s and Leaders across Kleinfelder (West, Central, East) in the development of short and long-term goals and business development strategies.
• Schedules sufficient time for review teams and final edits.
• 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.

Requirements

• Proven leadership, management, and/or industry relationship management skills.
• 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.
• Asks questions, listens attentively and takes relevant notes.
• Understands the client's business: issues, challenges, objectives, etc.
• Completion of other relevant duties as required by VP Area Manager Alberta.
• Able to change tactics midstream for the unexpected.
• 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 e xperience managing multiple client accounts, evaluating opportunities, and management of proposals/quotes/bids.
• Can discuss multiple aspects and impacts of issues and project them into the future.
• Knows when and how to use each type of question (situation, problem, implication, need-payoff).
• 5+ years of management and/or formal leadership experience required.
• Demonstrates effectiveness in a variety of formal presentation settings: one-on-one, small and large groups, various organizational levels.
• 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.
• Understand clients’ businesses/needs and collaborate to develop innovative solutions and sound recommendations to meet their needs while driving profitable and sustainable growth.
• 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.
• Strong teamwork and collaboration skills: cohesive approach to clients and Kleinfelder department teams.
• 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.
• Able to use client website, news feeds, search engines (such as LinkedIn) for basic intelligence.
• Positive attitude, strategic thinker, pleasant demeanour, professional image, collaborative style.
• Understands competition and develops plans to mitigate affects.
• Is capable of clearly communicating the Client Value Proposition and benefits.
• Responsive and proactive verbal and written communication skills.
• Adapts to varying social and communication styles.
• 5+ years of relevant experience in EPC consulting and/or oil and gas industries.
• 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.
• 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.
• 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).
• EPC experience is an asset.
• Exceptional communication skills both written and verbal, with proven modern approach.

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance