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Career Details

Job Posting: Director, Infrastructure Group, Ottawa, ON

Job Id: INF-1481342339
Job Sector: Infrastructure Client Group

Location(s) and Position(s) Available: Ontario, Ottawa - 1 position(s) available


Summary

The Director Infrastructure Client Group is the senior executive role charged with providing client leadership and oversight for portfolio development focussed on the infrastructure market across Canada.

This is a senior leadership role in transitioning DST Consulting Engineers away from selling products towards a client centric organization that focusses on partnering with clients to offer total solutions. The Director leverages the firm's key sales assets, initiatives and cross-functional services to clients and seeks to develop new business opportunities stressing “getting the work, delivering the work and driving profitability on the work.” The Director is accountable for leading sales and revenue growth across the organization. They will have demonstrated a successful track record for building relationships, working on creative multi-disciplinary solutions to complex issues and managing large complex accounts.

The Director Infrastructure Client Group will serve as a highly visible contributor to the company’s overall vision & direction, positioning, client relationships, and employee interactions. This client centric position’s primary role is to drive the DST account management framework from account planning to opportunity management working with the leaders of both the Government Client Group and the Technical Services Group.

Key Accountabilities/Activities

  • Driving the DST account management framework from account and revenue planning (strategy) through execution (client meetings and business development cycle);
  • Working with relevant Directors & team leaders, leveraging firm resources to identify and drive new business opportunities with the firm’s Key Clients and prospective Key Clients;
  • Establish, develop, strengthen & maintain relationships at all levels within DST’s marketplace clients and their areas of influence;
  • Network in the mining community to gather intelligence, strengthen relationships and identify opportunities;
  • Facilitating business development through client co-development sessions, face-to-face meetings and leadership of all business development activities;
  • Developing strategy formulation and execution of tactical plans; and
  • Sharing knowledge and leading practices within the industry nationally.

POSITION DESCRIPTION

  • Conducting client-facing activities including attending and conducting meetings;
  • Conducting internal activities including driving the business development and pursuit process; assisting in assembling account teams, subject matter specialists
  • and support; developing account plans; attending and conducting account meetings; participating in the proposal process; managing business development
  • efforts; coaching staff; and owning and managing the business development pipeline;
  • Addressing issues/concerns regarding contract offerings and assists in fee negotiations to successfully bring deals to closure;
  • Working with the account team to set and achieve the goals/KPI’s for revenue, profit margin, pricing and sales/pipeline;
  • Create client account planning and strategies;
  • Develops broad and deep client relationships and leverages network of relationships within DST team;
  • Attends relevant industry conferences and committee meetings and represents
  • DST as a speaker exemplifying our industry leadership;
  • Serving as a strategic advisor to the firm leadership;
  • Facilitating pipeline execution, deal review, pricing and negotiation strategies;
  • Engaging with technical services teams in the field to support them on their most important pursuits;
  • Supporting the account team to create and execute a plan to develop critical business relationships across the account;
  • Preparing budgets, monitoring project status’s and ensuring accurate records are maintained;
  • Establishing and maintaining accountability for all team members to ensure projects are completed within agreed time-frames and on budget;
  • Employing advanced reading and interpretation skills to assess incoming service requests with varying degrees of complexity to apply relevant policies and procedures, assimilate technical terminology and action service requests;
  • Conducting career development and performance reviews for team members, providing ongoing support and accountability for achievement;
  • Establishing and maintaining a mentoring relationship with team members to support growth and retention;
  • Participating in recruitment, selection and onboarding of new staff;
  • Consistently maintaining professionalism and objectivity while working with colleagues and clients who require varying degrees of support; and
  • Handling difficult situations with tact and diplomacy to maintain positive working  relationships with all internal and external contacts.

Qualifications

Education and Experience

  • Masters or PhD in Engineering or Science preferred;
  • Professional designation (e.g. P.Eng, P.Geo, etc.) is a prerequisite;
  • Minimum 15-20 years of business development and business development
  • management experience within the engineering consulting industry;
  • Registered with MTO RAQS;
  • A proven track record for selling complex services and solutions to clients;
  • Proven ability to effectively manage a large number of accounts and a robust business development pipeline;
  • Team selling experience; and
  • A proven track record of success in a solution-oriented, professional services environment;
  • Strong existing relationships with key decision makers at several of the following
  • Key Clients;
  • MTO;
  • OLRT Constructors;
  • Rock Breakers;
  • WSP Canada; and
  • Consbec.

Areas of Technical Specialization

  • Knowledgeable of the entire Infrastructure industry/product life cycle;
  • Understands the Infrastructure competitive environment;
  • Infrastructure industry customer solutions selling experience is required;
  • Infrastructure customer solutions selling experience is required;
  • Possess strong business development and solutions and/or services sales skills;
  • Extremely Strong written, verbal and communication skills;
  • Superior project management skills including risk assessment and management experience;
  • Technically proficient in several of the technical services that dominate the Infrastructure Key Client Group stream;
    • Blast Consulting;
    • Geotechnical Laboratory Testing;
    • Pre-Blast Surveys;
    • Blast Monitoring;
    • Natural Sciences;
    • Construction Testing and Inspection;
    • Geo-environmental Drilling;
    • Environmental Compliance;
    • Site investigations and foundation design for roads, highways, railways,  bridges and other transportation infrastructure;
    • Site investigations and foundation design for linear systems such as electrical grids and telecommunication systems;
    • Slope stabilization; and
    • Municipal sewer and water systems.
  • Proficient with use of MS Office;
  • Ability to understand and focus on new ideas and concepts to coherently communicate in writing;
  • Strong listening and interpretation skills, ability to retain salient points and synthesize information on complex issues;
  • Able to manage a frequent travel schedule;
  • Currently hold or is eligible to obtain a “Secret Level II” security clearance; and
  • Valid Driver’s License is mandatory.

Attributes

  • Exceptional leadership, communication and people management skills;
  • Building Strategic Relationships
  • Leadership/Influence/Collaboration
  • Superior verbal and written English communication skills;
  • Excellent project and management skills;
  • A high level of financial literacy at the project, business unit and corporate levels
  • Strong organization and planning skills;
  • Strong research and technical writing skills, ability to present information concisely

At DST, you are not just any employee and we are not looking for just anyone. DST Employees share common traits that enable them to thrive. They are: Results Driven, Inquisitive, Dynamic, Responsive & Zealous. You tell us, are you a good fit at DST?

Ignite your Passion, Engineer your Future!

How to Apply:

Please send your cover letter and resume to:  humanresources@dstgroup.com and quote job #17-011OT

DST Consulting Engineers Inc. provides equal employment opportunities to all qualified employees and applicants for employment without regards to race, religion, sex, age, national origin, sexual orientation, citizenship status, disability or any other legally protected status.  We prohibit discrimination in decisions concerning recruitment, hiring, compensation, benefits, training, termination, promotions, or any other condition of employment or career development.

AODA STATEMENT: If you have a disability and require assistance or accommodation with your application or interview, please contact Human Resources at 1-613-247-2409 or email humanresources@dstgroup.com.   If you do not require assistance due to a disability, please only apply directly by clicking the “apply” button on this page.  

 

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It has come to our attention that individuals and organizations are advertising on behalf of DST Consulting Engineers Inc. DST does not employ the use of third party recruiters for employment opportunities. Please note that DST does not ever ask for money or payments from applicants at any point during the recruitment process. All candidates under consideration are required to go through the formal internal screening process.




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