Alberta Business Development Lead

				Overview:

Kleinfelder has been connecting great people to the best work since 1961. We are engineers, scientists, and construction professionals providing solutions that improve our clients' transportation, water, energy, and other private infrastructure. As a responsive, cross-disciplinary team of bright, curious, and innovative problem-solvers, we are dedicated to doing the right thing, every day, on every project from over 60 offices in the US, Canada and Australia. 

Built on a foundation of excellence, Kleinfelder is committed to client-focused solutions. Through our depth of experience and thorough understanding of environmental, regulatory, economic, and civic conditions, we identify and address challenges with innovation and common sense. Kleinfelder's integrated, award-winning experts collaborate with clients to meet their objectives - from project inception through design and execution. Connecting great people to the best work is our purpose - together, we deliver.

Kleinfelder Alberta Business Development Lead - Alberta based position. Must be in Alberta.

Job Summary:

 Kleinfelder's Alberta Business Development Lead acts as the overarching Lead for major client accounts, monitoring and driving the activities of multiple CAMs (client account managers), PMs (project managers), and multi-disciplinary Engineering teams engaged with various parts of the Client organizations.
 In this role, you will be an integral member of the Alberta Area Leadership team, working with Divisional/National Market Managers, CAMs, PMs, and Engineering Leads, to drive success in Business Development, Sales, Marketing, and Client Relations.  The Alberta Business Development Lead manages a multi-million-dollar annual sales portfolio for key clients in Alberta, Canada, and the US. The Alberta Business Development Lead is responsible for ensuring Kleinfelder meets and exceeds Client expectations through frequent communication with Clients, CAM team, Kleinfelder pursuit and program delivery teams, and the senior leadership as the work progresses from inception to closure (cradle to grave major accounts oversight). 

Responsibilities:

* 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. 
* 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.
* 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. 
* Understand clients' businesses/needs and collaborate to develop innovative solutions and sound recommendations to meet their needs while driving profitable and sustainable growth.
* 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. 
* Facilitate, lead and/or partner with Kleinfelder stakeholders in marketing presentations; collaborate with Kleinfelder National Account and Market Leadership teams.
* 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. 
* 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.
* Collaborate with CAM's and Leaders across Kleinfelder (West, Central, East) in the development of short and long-term goals and business development strategies. 
* Facilitate development of proposal strategies that position the team's strengths and innovative approaches to gain competitive advantage.
* 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). 
* Manage and maintain key client intelligence including key decision makers and influencers.
* Completion of other relevant duties as required by VP Area Manager Alberta.

 Experience & Job Requisites: 

* EPC experience is an asset. 
* 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.
* 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 experience managing multiple client accounts, evaluating opportunities, and management of proposals/quotes/bids.
* 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. 
* 5+ years of management and/or formal leadership experience required. 
* 5+ years of relevant experience in EPC consulting and/or oil and gas industries.
* 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). 
* Proven leadership, management, and/or industry relationship management 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. 
* 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. 
* 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.
* Responsive and proactive verbal and written communication skills.
* Strong teamwork and collaboration skills: cohesive approach to clients and Kleinfelder department teams. 
* Driven and autonomous self-starter, willingness to be held accountable for key business goals. 
* Positive attitude, strategic thinker, pleasant demeanour, professional image, collaborative style.
* Exceptional communication skills both written and verbal, with proven modern approach.

Competencies & Skillsets:

Relationship Builder 

* Understands the client's business: issues, challenges, objectives, etc. 
* Asks questions, listens attentively and takes relevant notes. 
* Adapts to varying social and communication styles. 
* Utilizes the value in all types of contacts. 

Engages and Leverages Subject Matter Experts 

* Leverages existing network to meet new contacts. 
* Facilitates SME interactions with key decision makers, influencers.

Effective Communicator 

* Expresses ideas and information in a clear and concise manner. 
* Tailors message to fit the interests and need
			

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