GHD is one of the world’s leading professional services companies operating in the global markets of water, energy and resources, environment, property and buildings, and transportation.
Privately owned by our people , GHD provides engineering, architecture, environmental and construction services to private and public sector clients across five continents.
Focused on creating lasting community benefit, our connected global network of 8500 people delivers projects with high standards of safety, quality and ethics.
Committed to sustainable development, GHD improves the physical, natural and social environments of the many communities in which we operate.
Reporting to the Region Managing Principal, the Ontario Regional Business Development Manager will have ongoing responsibility for the development of client relationships, general oversight of business growth initiatives and operations management of the business development representatives within the Ontario region with role to collaborate and leverage global business opportunities with other business development leaders.
Primary Functions will include :
Works closely with the Region Managing Principal to ensure the goals and objectives in the annual business plan are met.
Pursues client contacts and establishes and fosters long-term client relationships with the focus on developing new project opportunities, promote technical service diversification and new growth opportunity initiatives for GHD.
Actively participates in professional and / or industrial organizations to promote the GHD brand. Represents and promotes GHD at networking events, professional and industrial associations, society meetings, conferences, and tradeshows.
Expands and maintains current client base aligned with Region or Sector plans.
Develops and leads effective management, communication and tracking processes, and implements Client Relationship Management (CRM) strategies supporting Sector client goals within the Region.
This includes supporting the creation of CRM plans for assigned clients.
Pursues new business contacts principally through cold calls and networking to develop relationships with the goal of establishing new projects, contracts and Master Service Agreements (MSAs) within targeted Sectors.
Sets-up and leads initial meetings and presentations for potential and current clients.
Identifies short-term and long-term client needs or concerns to address; provides pertinent information and follow-up; recommends options, solutions;
sets a forward course of action; delivers proposal opportunities to technical team.
Expands technical knowledge and understanding to promote GHD services and capabilities.
Conducts Go / No reviews as a best practice.
Works with Pursuit Leaders and critically reviews and approves key proposals submitted to clients, ensuring signing authorities are enforced (QA100).
Manages operations of the business development representatives within the Ontario region to include coaching, mentoring, performance management and professional development efforts.
Communicates regularly with Sector Leaders
Provides input and collaborates on strategy with the business development team and / or senior management to assist and drive the business development function.
Collaborates with Principals on strategic business development planning and new service Sector / new initiative development.
Provides input on direction and gains approval for new business development targets and further development of existing client base.
Provides input and gains approval for involvement in networking events, professional and industrial associations, society meetings, conferences, and tradeshows.
Collaborates to identify direction on technical leads for new project opportunities / proposal development, new contracts and MSAs.
Works with the Technical Service Line and Sector Leaders to identify applicable professional development training and educational programs within the Region.
Provides leadership in the area of Business Development and CRM practices to the Principals and Client Relationship Managers in line with GHD’s values, purpose, goals and objectives.
Builds effective relationships with Sector Leaders, Principals, Project Managers, Marketing Manager and Pursuit Leaders.
Leads and manages business development representatives within the Ontario region in effort to encourage a high performing team
Leads strategic planning process for the Region in alignment with Global and North American planning.
Continues to expand technical knowledge and understanding to promote GHD services and capabilities.
Continues with professional development through training and educational programs with guidance and approval from senior management.
Demonstrates effective execution of job description primary activities / duties.
Shows tangible results and achievement of outlined expectations, goals, and objectives within determined timeframe.
Develops goals and actions in alignment with the Sector or Region business plan.
Monitors client activity across Sectors and recommends improved ways of increasing client penetration.
Achieves appropriate and effective pricing strategies to maximize profit in context of revenue growth objectives.
Works with Legal for review of Terms and Conditions on non-standard risk engagements
Skills, Competencies and Qualifications :
Strong commitment to client service excellence
15+ years in the professional service firm in a client development / account management role
Arts, Marketing and / or Business Degree
MBA is preferred
Excellent communication and team building skills
Outstanding verbal and written communication skills as well as organizational and presentation skills
Exposure and knowledge of the EPC market and consulting industry
Connector of both internal and external business relationships
We offer a professional working environment and culture and believe that work / life balance contributes to the success and happiness of our people.
We also offer competitive salary packages based on qualifications, skills and experience.
As a multicultural organization, we encourage individual achievement and recognize the strength of a diverse workforce. GHD is an equal opportunity employer.
Upon request, GHD will provide reasonable accommodation for applicants with disabilities throughout the recruitment and selection process.