The Area Growth role is a leadership position that drives the strategic growth, business, and sales planning processes to drive sustainable revenue growth and profit for a designated area (geographic or market area or enterprise). This Area Growth Lead will manage the development of strategic growth plans and Client Growth Business Plans for client portfolios in the Northeast US (New England to Virginia) and will foster and maintain client relationships within that region.
The Area Growth Lead must possess an understanding of market drivers, competitive forces, and Brown and Caldwell’s (BC) brand in the geography and understand how each can create challenges or opportunities in achieving sales growth targets. This person will advance a client-focused sales culture while serving as a model for sales leadership.
The Area Growth Lead will also play a lead role in formulating and executing strategy for the Area’s sales program and will be managing a portfolio to contribute to the growth objectives of the Business Unit. The Area Growth Leader will be a key contributor and member of the Area Leadership team.
This role is responsible for meeting key performance metrics as defined by and in concert with the Eastern Business Unit.
Responsibilities
- Drive strategic planning and align Geographic/Market Area Growth plans with Business Unit plans.
- Develop and implement business and sales plans to drive sustainable revenue and profit growth.
- Lead and drive the Geographic/Market Area Growth teams to achieve key performance metrics.
- Act as a client-focused Sales Leader or Senior Reviewer to drive success on top sales opportunities.
- Collaborate with cross-functional teams to develop geographic/market area sales goals, BD budgets, and profitability targets; drive and support the development of Geographic/Market Area and Client-specific plans to achieve metrics.
- Lead comprehensive market analysis to understand market trends and growth opportunities.
- Lead, develop, and coach a high-performing sales team by setting clear expectations, providing feedback, and fostering a culture of engagement, growth, and accountability.
- Work with the Geographic/Market Area Leadership Team to align resources to key investments, clients, and pursuits while ensuring compliance with company policies and regulations.
- Flexibility to adapt and execute various additional assignments based on evolving needs.
- Create and maintain a community of key area client service managers to drive growth across the Area, in conjunction with the BU Growth Director and Director of Client Relations and Development.
Mentorship
- Provide mentorship, guidance, support, and knowledge-sharing to help less experienced team members develop their skills and grow within their roles.
Skills and Competencies
- Excellent strategic planning skills and a track record of successful execution of plans.
- Strong sales leadership skills and the ability to effectively manage complex, cross-functional teams.
- Strong business acumen and experience developing sales and pursuit strategies.
- Strong client development capabilities.
- Ability to be decisive in decision-making – comfortable handling risk and uncertainty.
- Ability to understand market drivers that impact growth and strategy.
- Ability to interpret data to inform business strategy.
Experience
- Typically requires a minimum of 15 years of sales growth or related experience.
- Experience developing sales and pursuit strategies.
- Experience driving sales growth and building and maintaining client positive relationships.
Preferred Skills and Experience
- Demonstrated success delivering and growing water and/or wastewater consulting services for municipal water providers, preferably in the Northeast United States.
Education
- A Bachelor’s degree in Business Management or a related Business or Technical field is required.
Learn more about our work:
Climate Change and Resilience - Brown and Caldwell
Data Center Water - Brown and Caldwell
Emerging Contaminants and PFAS - Brown and Caldwell
Digital Solutions - Brown and Caldwell
News - Brown and Caldwell
Projects - Brown and Caldwell
Industrial Water - Brown and Caldwell
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: $159,000 - $238,000
Location B: $175,000 - $262,000
Location C: $191,000 - $285,000
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 services firm with 50 offices and over 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.
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