Brown and Caldwell (BC) is currently seeking a Market Area Growth Leader (AGL) for our Private Sector Business Unit’s Distribution Market Area which includes clients in the retail, technology, transportation, and waste industries. This position will possess an understanding of market drivers, competitive forces, and BC’s brand in the market and understand how each can create challenges or opportunities in achieving sales growth targets. Reporting to the Distribution Market Area Director (MAD), and in partnership with the Business Unit Growth Director, the Distribution Market AGL will advance a client-focused sales culture while serving as a model for sales leadership.
The AGL will play a lead role in formulating and executing strategy for the Distribution Market Area’s sales program and will be managing a portfolio to contribute to the growth objectives of the Private Sector Business Unit. The AGL will be a key contributor and member of the Distribution Market Area Leadership Team.
Like a compass, the company strengths will guide the successful execution of this role – purposeful growth, responsible freedom, disciplined creativity, and deep connections. The AGL is responsible for working with operational, technical, sales, and growth leaders to maximize BC’s potential to grow sales and backlog in their respective Market Areas.
Expectations and key responsibilities:
- Support the Distribution Market Area’s annual strategic growth planning, business planning and sales planning processes, in coordination with the MAD and other leadership team members.
- Model sales leadership: Communicate and connect with clients by engaging directly in key client and top pursuit activities during the life cycle of a client account to improve win rates and training of the sales team. Serve as the Client Service Manager (CSM) for existing or new key client accounts.
- Maintain an eye on market changes and how they align to BC’s growth strategy: Be informed to recommend adjustments to focus areas as market forces change; enable quick responses to changes that impact our clients.
- Assist the MAD and other Area Leaders in managing the Distribution Market Area sales portfolio: Responsible for supporting the achievement of performance metrics in alignment with Market Area, Business Unit and Company growth objectives.
- Partner with the MAD to support good go/no-go decisions across the Distribution Market Area portfolio.
- Align with Area marketing leadership to create consistency in the sales program and support uniform adoption of BC’s processes and tools.
- In alignment with the Company strategic areas of focus, drive innovation and collaboration with technical practices, integrated project delivery, and design services.
- Drive the use of BC's proven client development tools, in partnership with the marketing team and Client Service Managers, to facilitate client growth and alignment with the Market Area strategic plan.
- Work with the MAD and the Market Area Leadership Team to implement development of new sales talent and succession planning for existing Client Service Managers, as appropriate.
- Build and maintain an understanding of market growth opportunities with the Distribution Market Area to help the team flex as markets change and to identify new client and pursuit priorities.
- Implement a partnership strategy with the operations team to confirm resources are deployed in alignment with key client priorities.
Desired Skills and Experience:
- Strong business acumen and experience developing sales and pursuit strategies – personal experience converting key pursuits to a win.
- Strong client development capabilities.
- Strong leader, able to inspire, motivate and build cross-functional pursuit teams with the ability to influence the decision-making process.
- Possess a short-term and long-term vision for achieving growth objectives – ensure that operational, technical, and growth leaders balance daily responsibilities with the long-term vision.
- Ability to be decisive in decision-making – comfortable handling risk and uncertainty.
- Ability to translate consulting experience to achieve BC’s growth objectives.
- Ability to see market drivers that intersect with innovative solutions to creatively grow our core and key clients.
- Ability to interpret data to inform business strategy and leverage Area performance metrics.
- Background in relationship-based sales, win strategy, and proposal development for competitive opportunities.
- Strategic, critical thinker with a willingness to challenge the status quo.
- Understand the political landscape and impact to client growth and business strategy.
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:
Salary: $161,000 – $221,000
Location B:
Salary: $177,000 – $243,000
Location C:
Salary: $193,000 – $265,000
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 firm with 50 offices and 2,100 professionals across North America and the Pacific. For 75 years, we have created leading-edge
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