US Federal Regional Growth and Capture Lead

At Stantec we build communities. Together we live, work, and raise families in local, national, and international communities. Our US Federal clients secure and enhance our nation. We design civil, military, and other infrastructure. We plan for, mitigate, and respond to natural and other disasters. In short, we work together with our US Federal Agency partners to help our communities thrive in a safe, sustainable manner.

We serve and seek those who serve our communities, especially veterans, because they uniquely understand the effort required to help communities prosper.

Join us and help secure and enhance our local, national, and international communities.

Your Opportunity

This role based in an Energy & Resources office location in the Southwest United States.

We are excited to announce our Energy & Resources team has an opportunity for a US Federal Regional Growth and Capture Lead role. The successful candidate will work closely with our US Federal team to identify opportunities with our federal clients for Stantec’s breadth of service offerings. You’ll use your knowledge of key federal clients and programs to position our teams to win contracts that provide solutions to some of the most demanding problems our federal clients face. You’ll also work with Stantec’s other business lines and client account managers to support opportunities within Stantec’s sectors, ranging from energy to waterfront facilities, environmental permitting, buildings and infrastructure development. We are looking for a senior professional with a deep understanding of our federal agencies, procurement systems, and contracting methods. The successful individual will possess experience in growing business, leading cross-functional teams, delivering projects, and working with federal clients.

As a Regional Growth and Capture Lead you will dedicate a portion of your time with key clients, focused on the U.S. Federal Government Sector, to help deepen our relationships, understand their needs and challenges better, provide more tailored solutions and engage with Stantec’s business lines when appropriate to help sustain and grow our Federal business. You will interact with our federal client account managers to meet business development, planning, and project execution needs that promote solutions for our federal clients and meet our year over year growth targets.

The expectation is this role is focused and accountable for the growth of multiple accounts and will work on various projects in sponsorship or senior review capacity with a target of 5% billable time.

Your Key Responsibilities

Client Development and Fostering Relationships

• Develop relationships within key client organizations to assist in planning and positioning for upcoming project opportunities. The successful candidate should possess strong client relations skills and knowledge of client programs/priorities to help develop strategies for winning work across Stantec’s service offerings.

• Build strong internal relationships to sell expanded services and achieve overall annual account growth and performance targets. Hold or participate in regular account management meetings to review progress and metrics focused on relationships and new future opportunities for growth.

• Support accounts and Stantec project teams through client service issues to ensure we maintain our client net promoter score.

• Frequently meet with clients to complete client satisfaction surveys, understand any existing issues or areas for improvement, and develop action plans to ensure long-term client satisfaction.

• Work with and rely upon the support of administrative and marketing personnel to ensure efficient administration and reporting.

• Be a point of contact for the business line teams to reach out to with questions.

Decision Making and Impact

• Contribute to and participate in the strategic business planning for Stantec’s Federal business.

• Manage financial targets and grow net revenue for accounts.

• Understand and apply key business knowledge through research of capital plans, operating budgets, strategic direction, and client needs.

• Participate in short and long-range planning, establishing organizational priorities. Prepare the annual account management plan and support development of the federal client account plans in alignment with the business line strategic plan and client growth goals.

• Research and understand each client’s 5-year plan and develop account growth strategies.

• Identify significant strategic opportunities that could significantly impact Stantec’s business in a 3-to-5-year window.

• Become familiar with the breadth and depth of Stantec services. Identify critical client personnel for contact and have appropriate Stantec business lines and executive leadership engaged in fostering the relationship.

• Understand and evaluate Stantec’s competitive position with clients, major competitors, and potential partners.

• Demonstrate a commitment to safety.

Sales

• Identify upcoming opportunities for both negotiated acquisition and competitive pursuits.

• Participate in go/no-go evaluations, ensure captured in pipeline and identify actions to improve scores throughout the pursuit process.

• Lead and/or support key client-specific strategic positioning and proposal efforts.

• Facilitate, coordinate, and set up risk reviews for clients and opportunities.

• Participate in major campaigns and growth initiatives as either a business line sponsor or cross-business line partner.

• Negotiate appropriate terms and conditions and profitable rates in collaboration with Stantec Business Line Leaders.

• Manage the account plan progression, sales funnel, and opportunity status through Stantec Internal Systems (Pipeline, BI Analytics, etc.).

• Manage M&BD budgets to obtain target sales, capture rate, and ROI.

Develop the Next Generation of Account Managers

• Lead and assist Stantec business lines in the recruitment of staff to help build our capabilities and grow net revenue.

• Coach, mentor, and provide client‐specific training to junior account managers, sub-account managers and client service staff on current accounts and other accounts.

• Introduce regional/junior account managers and client service staff to contacts at all levels of the client’s organizations.

• Develop others to support account management succession.

Team and Collaboration

• Early engagement with Marketing & Business Development Team to confirm coverage for capture planning and proposal development for federal pursuits.

• Identify federal pursuits across all Business Operating Units (BOUs)/Accounts and coordinate capture with the BOU liaison, Account Manager, and BOU Regional Business Leader (RBL).

• If D/B or JVs early vetting of T&Cs with GC, working with BOU liaisons and the legal team for early BOURC reviews.

• Work with Business Operating Unit (BOU) delivery leads to affirm delivery needs and key hires to support federal program in region.

• Share Federal Notified of Award, Under Contract, Work Backlog, NR, and upcoming key pursuits (focus on Federal Top 20) for the latest period, and quarterly results at the Regional Leadership Meetings, which includes RBLs & OLs for the entire region.

• Work with RBLs and OLs on annual business planning so they can allocate MBD budget for pursuits and SAME events or other industry events that will benefit their business for federal pursuits

• Work with the Communications and Public Relations Team to ensure we’re sharing our story via LinkedIn, formal press releases, taking advantage of .com, using media campaigns for upcoming pursuits.

• Conduct Monthly Check-ins with the RBLs from each BOU in the region and the Regional Leaders (RLs).

• Provide internal cross-BOU and external team building leadership.

• Identify key industry events and coordinate with US Federal and BOUs for the correct BOU participation in the region.

Qualifications

Your Capabilities and Credentials

• Demonstrate knowledge of federal policies and trends, especially in the jurisdictions where our federal clients operate.

• Familiar with the breadth and depth of Stantec service offerings and geographic footprint.

• Have considerable professional experience in managing Tier-1 federal client relationships globally.

• Is flexible, curious, and willing to assist owners in matters beyond the normal services provided.

• Is forward-thinking, anticipates outcomes of current events and deviation from project goals, and advise on possible solutions.

• Ideally have preexisting relationships and experience with the client; experience developing and leading successful teams that deliver excellent services and solutions to our clients.

• Demonstrated experience in building and leading effective teams, delivery of integrated services, and contract negotiation.

• Excellent written and verbal communications skills, including ability to convey complex issues to a variety of audiences.

• Strong work ethic, people leadership skills, and desire for team success.

• Ability to work under minimal supervision with broad guidelines.

• May provide direct supervision; acts as an advisor and may become actively involved, as required, to meet schedules and resolve problems.

Education and Experience

• Minimum of four years of experience managing regional or global accounts, or transferable experience, e.g., experience in key client’s organization.

• Bachelors degree in engineering required.

• At least 15 years of relevant professional experience, demonstrating progressive responsibility, leadership roles and client focused roles.

• Minimum of 5 years of federal government or other relevant public sector experience within multi-disciplinary environments and BOU markets. Experience with government key clients and accounts preferred.

• Demonstrated leadership capability (people and business) and a commitment to Stantec’s core values, cross BOU engagement, including the health and safety of our people, and ethics and integrity.

• Strong communication skills including presentation, written and verbal skills to clearly convey information to a variety of audiences.

• Excellent organizational, strategic, planning and project implementation skills.

• Ability to work collaboratively, foster teamwork and build and nurture lasting relationships with corporate organizations, key business partners, our clients, and our employees.

This description is not a comprehensive listing of activities, duties or responsibilities that may be required of the employee and other duties, responsibilities and activities may be assigned or may be changed at any time with or without notice.

Stantec is a place where the best and brightest come to build on each other's talents, do exciting work, and make an impact on the world around us. Join us and redefine your personal best. #FeelingEnergized

Pay transparency laws require employers to provide the following information for positions that may be in the following jurisdiction(s):

Salary Range(s):

• Locations in CO, HI, MD & Various CA, NJ Areas - Min Salary $ 210,900.00 - Max Salary $ 326,800.00

The final agreed upon compensation is based on individual education, qualifications, experience, and work location. At Stantec certain roles are bonus eligible.

Primary Location: United States | CA | San Diego

Organization: 2242 Energy-US West-San Diego CA

Employee Status: Regular

Job Level: Nonmanager

Travel: Yes

Schedule: Full time

Job Posting: 19/06/2025 09:06:47

Req ID: 1001180