This Opportunity
Regional Strategic Growth Director
The Regional Strategic Growth Director will work closely with regional leadership to promote a proactive business development operation, partnering with all business lines to align priorities and drive successful client, pursuit, proposal and visibility activities across the Region. We are looking for someone that is an excellent communicator, is highly strategic, can influence and inspire others, and brings a deep understanding of the AEC industry, clients and competition. We are future-focused and are looking for a leader who can leverage technology and global resources for our work winning business. We believe in shaping the future. The right candidate will be an empathetic leader who builds community through positivity and who can bring home the win!
Clients Pillar
The Regional Strategic Growth Director role is strategic, growth oriented, and market focused. They actively partner with the Regional Executive and Business Line leaders to research, plan and execute plans to grow strategic markets, both geographically and service oriented. The Regional Strategic Growth Director will have the following responsibilities within WSP's Client Pillar.
Strategic Growth Vision and Direction
Regional Growth Plan: Support Regional Executive and Business Lines in development and performance monitoring of a Regional Annual Growth Plan that combines the growth strategies and plans of all Business Lines to establish a unified -One WSP- growth plan. Lead data analysis efforts to support growth plan. Assist Regional Executive with establishing regional growth forecast in collaboration with Business Line leadership.
Monitor and research regional market trends: Support Regional Executive, Business Line Leaders, and client account leaders with identifying regional market trends which may lead to changes in focus for WSP. This could include changes in funding sources, governmental policies, and regulations. Research and analyze client capital investment plans to identify areas of client and market service focus.
Targeted Regional Growth Initiatives: Regional Executive will be responsible for leading targeted regional growth initiatives based on market research and collaboration with Business Line leadership. Growth initiatives may be tied to specific cities/locations, key clients, or key services. The Regional Strategic Growth Director will support this function through collaborating on the creation and supporting the execution of the growth plans. Competitor analysis will be key area of focus for this role.
M&A: Provide input to Regional Executive on M&A target list based on regional growth priorities and opportunities. Participate as requested in target background gathering and analysis, target firm interactions, assessment, discussions, and recommendations related to acquisition and integration.
Sales, Clients, and Brand Growth
Sales and Revenue Generation : Drive sales and revenue growth through effective market penetration and client acquisition. Cross-sell all applicable WSP services to our clients. Support our teams to include the full WSP consultancy in our pursuits.
Client Program: Support Regional Executive and Client Account Leads to develop specific tactical plans for extending WSP services for key clients across all Business Lines. Inform account leads about impacts to clients because of regional market research and industry trends. Ensure Client Program is being executed and connect resources for client account leads to successfully fulfill their roles. Act as a connector between WSP's experts and our clients. Challenge team to cross-sell WSP across all Business Lines.
Strategic Pursuit Positioning: Identify and support large opportunities and major upcoming projects. Provide input to win strategies and capture plans; this role may also lead specific strategic pursuits. Identify actions to improve win probability. Bring an expanded view and integrated response to complex challenges (both strategic market trends and specific project pursuits) by leveraging our full suite of offerings across all WSP Business Lines and maximizing cross-selling opportunities. Based on competitor analysis work identified above, collaborate with Regional Executive and Business Lines to identify and solidify teaming partnerships to increase win probability.
Brand Expansion: Collaborate with Regional Executive, Business Lines, marketing communications and other resources to enhance -One WSP- brand visibility and recognition within the Region. This role will coordinate with BL, client account leads, and Regional Executive to develop the strategy for WSP's participation in regional awards and industry associations, with an eye on aligning with clients, targeted growth markets, and creating thought leadership opportunities for WSP's technical experts. Collaborate with Regional Executive and Business Lines for development of annual political and civic engagement plan.
People & Culture Pillar
Identify resources for and facilitate business development and sales education to client account teams. Provide input on general training and development needs and individual development programs. Provide specific targeted training to DPN groups to enhance their career development goals.
Oversee regional sales and marketing team
Support the Regional Executive and Business Lines in several employee-related activities:
Support the Business Lines in recruiting and attracting the best industry talent by fostering a work environment that is collaborative, values inclusion and diversity, and invites broad, creative thinking within the Region. Support Regional Executive, client account teams, and Business Lines with recruiting whiteboards and action plans for investment hires.
Assist Business Lines and Regional Executive in communication of strategic plan and annual growth plan to front-line team members.
Promote active Developing Professional Network (DPN) community across the Region.
Promote local and regional reward/recognition activities.
Expertise Pillar
Leverage our broad technical experience into market, client, and pursuit strategies.
Work closely with the Business Lines and Regional Executive to ensure strategic marketing expertise is available.
Encourage, support, and promote the business development acumen of all staff within WSP.
Demonstrate strong desire to learn, adapt to all Business Lines within region, and objectively support all Business Lines without bias.
Operational Excellence Pillar
Monitor and deliver current and projected sales metrics, including client account profitability.
Coordinate with national BL and regional leadership to maintain a high level of focus on pipeline development across the region.
Champion and support the GNG decision-making process with national BL and regional leadership.
Analyze ROI metrics and supporting data to identify trends by client, BL, market, size, senior pursuit staff performance, etc. to inform regional investment decisions.
Monitor Business Line path to goal projections and provide guidance for increasing win probability.
Assist with gap and SWOT analysis, targeting under-penetrated geographic markets and technical services.
Leverages technology and global resources and finds ways to drive efficiency and effectiveness.
Oversee assigned pursuit managers on highest priority opportunities including coordination with national BLs and key regional staff to address targeted client needs and issues, commercial drivers, political and community issues and the delivery environment.
Qualities: Empathetic, courageous, persistent, goal-oriented, accountable, strategic, curious
Qualifications:
Bachelor's degree
Minimum of 12 years of experience with a college degree or equivalent experience in the A/E/C industry within a large matrixed organization
An established track record in meeting sales goals for a multi-state region
Understanding of the role and all business lines within the A/E/C industry
Demonstrated excellence in leadership, personal accountability, persistence, and goals orientation
Strong business acumen with an aptitude for improving processes with a commitment to internal and external client service
Experience managing teams and demonstrated commitment to inclusion and diversity, career development and training
Experience in leading and winning large strategic pursuits
Established relationships with teaming partners, contractors and key client decision makers
Staff development and motivational mindset including excellent leadership/managerial and mentoring/teaching skills
Highly organized; detail oriented; skilled with implementation/logistics
Budget management/enterprise business aptitude
Experience with change management, collaborative, drives consensus, strong
communication skills
Competitive passion for winning and the ability to build that passion in others
Strategic thinker that can look at the big picture and drive strategy to achieve tactical objectives
Ability to listen to others and identify key issues from clients and silver bullets from technical staff
Ability to work with a broad spectrum of individuals and engender trust with high ethical standards
Participates in industry events and professional organizations (WTS, ACEC, APWA, etc.)
Preferred Qualifications include: Knowledge of WSP's history and key business lines (Transportation, Buildings, Water, Energy, Environment, and Advisory), including an understanding of the competitive environment and regional players along with an understanding of local politics.
WSP Benefits:
WSP provides a comprehensive suite of benefits focused on a providing health and financial stability throughout the employee's career. These benefits include coverage related to medical, dental, vision, disability, and life; retirement savings; paid sick leave; paid vacation (or other personal time); paid parental leave; and paid time off for purposes of bereavement, voting, and/or attendance at naturalization proceedings.
Compensation:
Expected Salary (all locations): $134,400 - $248,380.00
WSP USA is providing the compensation range that the company in good faith believes it might pay and offer for this position, based on the successful applicant's education, experience, knowledge, skills, abilities in addition to internal equity and specific geographic location. WSP USA reserves the right to ultimately pay more or
Expected Salary (Colorado only): $134,400 - $233,090
WSP USA is providing the compensation range that the company in good faith believes it might pay and/or offer for this position within the state of Colorado, based on the successful applicant's education, experience, knowledge, skills, and abilities in addition to internal equity and specific geographic location. WSP USA reserves the right to ultimately pay more or
About WSP
WSP USA is the U.S. operating company of WSP, one of the world's leading engineering and professional services firms. Dedicated to serving local communities, we are engineers, planners, technical experts, strategic advisors and construction management professionals. WSP USA designs lasting solutions in the buildings, transportation, energy, water and environment markets. With more than 15,000 employees in over 300 offices across the U.S., we partner with our clients to help communities prosper.
www.wsp.com
WSP provides a flexible and agile workplace model while meeting client needs. Employees are also afforded a comprehensive suite of benefits including medical, dental, vision, disability, life, and retirement savings focused on providing health and financial stability throughout the employee's career.
At WSP, we want to give our employees the challenges they seek to grow their careers and knowledge base. Your daily contributions to your team will be essential in meeting client objectives, goals and challenges. Are you ready to get started?
WSP USA (and all of its U.S. companies) is an Equal Opportunity Employer Race/Age/Color/Religion/Sex/Sexual Orientation/Gender Identity/National Origin/Disability or Protected Veteran Status.
The selected candidate must be authorized to work in the United States.
NOTICE TO THIRD PARTY AGENCIES:
WSP does not accept unsolicited resumes from recruiters, employment agencies, or other staffing services. Unsolicited resumes include any resume or hiring document sent to WSP in the absence of a signed Service Agreement where WSP has expressly requested recruitment/staffing services specific to the position at hand. Any unsolicited resumes, including those submitted to hiring managers or other business leaders, will become the property of WSP and WSP will have the right to hire that candidate without reservation - no fee or other compensation will be owed or paid to the recruiter, employment agency, or other staffing service.
