Brown and Caldwell
Major Markets Growth Director
Brown and Caldwell, Walnut Creek, California, United States, 94598
Overview
The
Major Markets Growth Leader
is responsible for the maintenance and growth of key markets, including the Critical Minerals Strategic Growth Area, in Private Sector Business Unit (PSBU) through market and client strategy development. They will lead formulating and executing sales strategy and be a key member of the Strategic Growth Area Leadership (SGAL) teams. Key engagements will include Mining, Manufacturing, and Power Markets, and a leadership role in the Production Market Area (PMA).
The primary function of this role is to partner with the Market Area Directors (MADs), PSBU Growth Leader, Area Growth Leaders (AGLs), Market Sector Leaders (MSL), Area Practice Leaders (APLs), Regional Practice Leaders (RPLs) and the Area Marketing Managers (AMMs) to grow and maintain a thriving, profitable business in targeted markets. They will advance a client-focused sales culture while serving as a model for sales leadership and will report to the PSBU Growth Director.
A successful candidate will be an experienced Industrial Water (civil/environmental) industry leader and will demonstrate in-depth understanding of how to analyze and capture market conditions and opportunities. They will have prior experience in leading experienced technical, management, and marketing staff.
Responsibilities
Lead annual business planning, sales forecasting, and strategic planning for Strategic Growth Areas, including the Critical Minerals Strategic Growth Area
Contribute to annual business planning, sales forecasting, and strategic planning for select Market Sectors
In collaboration with the MADs, PSBU Growth Director, MSLs and AGLs contribute to the sales plan and delivery of metrics. This includes:
Serve as a Client Service Manager (CSM) and mentor other CSMs
Define, articulate, and successfully execute market and operations strategies
Develop and contribute to the Sales Plan for clients annually in collaboration with MADs and CSMs
Work with Project Managers (PMs) and CSMs to develop strategic staffing plans to meet market growth needs
Establish, monitor, and meet business development budgets
Drive business development, marketing, and proposal efforts to maximize results
Partner with RPLs, APLs, local managers, and CSMs to understand client needs and align the sales program to capture the most opportunity
Drive connectivity between AGLs, MADs, MSLs, APLs, RPLs and CSMs
Work with MADs and PSBU leaders to implement succession planning and development of CSMs
Play an active role in new and ongoing pursuits and campaigns, serving as pursuit leader in select cases
Capture market share and drive a minimum of 10% annual growth
Achieve new business sales goals within assigned sales budgets
Achieve the target capture rate
Achieve sale profit targets
Collaborate with local and national colleagues to ensure the most appropriate resources are deployed for the greatest project success and client satisfaction
Travel up to 30% a month
Additionally, the candidate will:
Continue to develop and invest in themselves as a business leader
Develop relationships and a working knowledge of the key entities, agencies, competitors, and clients in the business market
Be "market visible" by attending key client meetings and professional organization events
Become very familiar with the staff and capabilities of the PSBU business
Build trusting relationships with staff
Demonstrate skill and thoughtfulness of the sales team during all phases of the sales process utilizing Brown and Caldwell's Plan to Win (PTW) approach to sales
Develop proficiency with the technology systems used to support business operations
Grow business instincts and acumen through observation, direct questioning, and the acceptance of challenging work assignments
Desired Skills and Experience
Bachelor's degree in engineering or related degree (Industrial Water related technical degree preferred)
Strong business acumen and experience developing sales and pursuit strategies - personal experience engaging on key pursuits including development of strategy, proposals, pricing and managing a team
Exceptional facilitator, communicator, critical thinker, and strategic writer
Minimum 20 years of experience in the environmental services and/or consulting industry required
Background in relationship-based sales and winning strategy, and proposal development for competitive opportunities
Strong professional network with ability to strengthen existing B2B relationships and industry reputation to attract new clients
Strong leader, able to inspire, motivate and build cross-functional pursuit teams
Previous experience managing and mentoring a group or practice
Ability to monitor new market trends and participate in development and implementation of strategic and tactical planning
Strategic thinking with ability to drive innovative solutions to creatively grow our core and key clients - experience working with a broad range of project types and sizes with diverse clients, while navigating challenges in varying markets
Passion for leadership coupled with innate ability to influence the decision-making process
Outstanding organizational skills
Experience with collaborative delivery methods, including design-build, is a plus
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: $160,000 - $200,000
Location B: $176,000 - $221,000
Location C: $192,000 - $241,000
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 over 50 offices and 2,100 professionals across North America and the Pacific. For more than 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 www.brownandcaldwell.com
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. Brown and Caldwell encourages protected veterans, individuals with disabilities, and applicants from all backgrounds to apply. Brown and Caldwell ensures nondiscrimination in all programs and activities in accordance with Title VI of the Civil Rights Act
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities. This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
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Major Markets Growth Leader
is responsible for the maintenance and growth of key markets, including the Critical Minerals Strategic Growth Area, in Private Sector Business Unit (PSBU) through market and client strategy development. They will lead formulating and executing sales strategy and be a key member of the Strategic Growth Area Leadership (SGAL) teams. Key engagements will include Mining, Manufacturing, and Power Markets, and a leadership role in the Production Market Area (PMA).
The primary function of this role is to partner with the Market Area Directors (MADs), PSBU Growth Leader, Area Growth Leaders (AGLs), Market Sector Leaders (MSL), Area Practice Leaders (APLs), Regional Practice Leaders (RPLs) and the Area Marketing Managers (AMMs) to grow and maintain a thriving, profitable business in targeted markets. They will advance a client-focused sales culture while serving as a model for sales leadership and will report to the PSBU Growth Director.
A successful candidate will be an experienced Industrial Water (civil/environmental) industry leader and will demonstrate in-depth understanding of how to analyze and capture market conditions and opportunities. They will have prior experience in leading experienced technical, management, and marketing staff.
Responsibilities
Lead annual business planning, sales forecasting, and strategic planning for Strategic Growth Areas, including the Critical Minerals Strategic Growth Area
Contribute to annual business planning, sales forecasting, and strategic planning for select Market Sectors
In collaboration with the MADs, PSBU Growth Director, MSLs and AGLs contribute to the sales plan and delivery of metrics. This includes:
Serve as a Client Service Manager (CSM) and mentor other CSMs
Define, articulate, and successfully execute market and operations strategies
Develop and contribute to the Sales Plan for clients annually in collaboration with MADs and CSMs
Work with Project Managers (PMs) and CSMs to develop strategic staffing plans to meet market growth needs
Establish, monitor, and meet business development budgets
Drive business development, marketing, and proposal efforts to maximize results
Partner with RPLs, APLs, local managers, and CSMs to understand client needs and align the sales program to capture the most opportunity
Drive connectivity between AGLs, MADs, MSLs, APLs, RPLs and CSMs
Work with MADs and PSBU leaders to implement succession planning and development of CSMs
Play an active role in new and ongoing pursuits and campaigns, serving as pursuit leader in select cases
Capture market share and drive a minimum of 10% annual growth
Achieve new business sales goals within assigned sales budgets
Achieve the target capture rate
Achieve sale profit targets
Collaborate with local and national colleagues to ensure the most appropriate resources are deployed for the greatest project success and client satisfaction
Travel up to 30% a month
Additionally, the candidate will:
Continue to develop and invest in themselves as a business leader
Develop relationships and a working knowledge of the key entities, agencies, competitors, and clients in the business market
Be "market visible" by attending key client meetings and professional organization events
Become very familiar with the staff and capabilities of the PSBU business
Build trusting relationships with staff
Demonstrate skill and thoughtfulness of the sales team during all phases of the sales process utilizing Brown and Caldwell's Plan to Win (PTW) approach to sales
Develop proficiency with the technology systems used to support business operations
Grow business instincts and acumen through observation, direct questioning, and the acceptance of challenging work assignments
Desired Skills and Experience
Bachelor's degree in engineering or related degree (Industrial Water related technical degree preferred)
Strong business acumen and experience developing sales and pursuit strategies - personal experience engaging on key pursuits including development of strategy, proposals, pricing and managing a team
Exceptional facilitator, communicator, critical thinker, and strategic writer
Minimum 20 years of experience in the environmental services and/or consulting industry required
Background in relationship-based sales and winning strategy, and proposal development for competitive opportunities
Strong professional network with ability to strengthen existing B2B relationships and industry reputation to attract new clients
Strong leader, able to inspire, motivate and build cross-functional pursuit teams
Previous experience managing and mentoring a group or practice
Ability to monitor new market trends and participate in development and implementation of strategic and tactical planning
Strategic thinking with ability to drive innovative solutions to creatively grow our core and key clients - experience working with a broad range of project types and sizes with diverse clients, while navigating challenges in varying markets
Passion for leadership coupled with innate ability to influence the decision-making process
Outstanding organizational skills
Experience with collaborative delivery methods, including design-build, is a plus
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: $160,000 - $200,000
Location B: $176,000 - $221,000
Location C: $192,000 - $241,000
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 over 50 offices and 2,100 professionals across North America and the Pacific. For more than 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 www.brownandcaldwell.com
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. Brown and Caldwell encourages protected veterans, individuals with disabilities, and applicants from all backgrounds to apply. Brown and Caldwell ensures nondiscrimination in all programs and activities in accordance with Title VI of the Civil Rights Act
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities. This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
#J-18808-Ljbffr