Montreal, QC, Canada (Hybrid)

Guides regional market focus and client engagement to enable business growth and consistency. Advances programs that enhance client experience and support targeted sector priorities. Promotes GHD’s connected approach to client delivery and market responsiveness. Strengthens leadership capability to progress toward broader strategic and commercial accountabilities.

Responsibilities

Responsibilities describe the typical accountabilities and scope of work for this job, while recognising that individual objectives are set with the manager and may vary over time.

- Budgeting: Develop and/or deliver budget plans with guidance from senior colleagues.
- Business Planning: Contribute to the development of annual and longer-term business plans; forecast performance against business key performance indicators (KPIs); develop business cases for key activities/projects; and estimate the financial and human resources required to deliver performance targets.
- Customer Relationship Development / Prospecting: Develop and implement a relationship management plan for strategic, complex potential accounts to build key relationships at local and national levels. Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues.
- Customer Relationship Management (CRM) Data: Oversee the implementation and maintenance of the CRM system within the area of responsibility, identifying and communicating opportunities for system improvement that may enhance the management of customer relationships.
- Functional Strategy Formation: Lead the development and implementation of strategy for an important area of responsibility within a function, anticipating complex issues, challenges, and opportunities and ensuring integration with wider functional strategy.
- Leadership and Direction: Identify and communicate the actions needed to implement the function’s strategy and business plan within the business area or department; explain the relationship to the broader organization’s mission, vision, and values; motivate people to commit to these tenets and do extraordinary things to achieve local business goals.
- Operational Compliance: Monitor and review performance and behaviors within area of responsibility to identify and resolve noncompliance with the organization’s policies and relevant regulatory codes and codes of conduct.
- Organizational Capability Building: Evaluate the capabilities of staff within the department to identify gaps and prioritize development activities. Implement the organization’s formal development frameworks within the area of responsibility. Coach and mentor others to support the development of the organization’s talent pool.
- Performance Management: Manage and report on performance within the department or area of responsibility; set appropriate performance objectives for direct reports and hold individuals accountable for achieving them; take appropriate corrective action where necessary to ensure the achievement of annual business objectives.
- Policy Development and Implementation: Develop procedures and interpret and apply policy for area of expertise to achieve specified outputs, or advise the wider business on application of policy, then monitor implementation of those procedures within the organization.
- Promoting Customer Focus: Develop internal marketing plans and work collaboratively with other departments to improve internal relationships in a large organization and to build strong external customer relationships.
- Sales Opportunities Creation: Develop a personal network of senior managers within the business sector and represent the organization at business sector events. Obtain market intelligence, promote the organization, and enhance its reputation.
- Sell Customer Propositions: Lead a cross-functional internal team (e.g., technical, commercial, and legal) to configure a complex tailored or bespoke product-and-services solution and associated contractual terms that meet the customer’s mid- to long-term needs at a national/key operating-unit level. Negotiate agreement with the customer and internally with commercial colleagues to ensure that customer requirements are met at an acceptable level of profitability and cash flow, or, alternately,



review and authorize complex sales proposals from team members that deviate from standard terms, escalating issues to senior management where appropriate.

Competencies describe the observable behaviours that differentiate effective performance in this job and guide expectations, feedback, and development discussions.
- Builds Effective Teams - Builds strong-identity teams that apply their diverse skills and perspectives to achieve common goals. For example, connects with others on team projects and leverages their strengths and knowledge to deliver the best possible results. Champions the decisions of the team and operates in a way that builds team spirit.
- Builds Networks - Effectively builds formal and informal relationship networks inside and outside the organization. For example, makes connections to help people build their own networks; offers insights about internal and external contacts. Leverages networks to remain aware of industry developments and widen own sphere of influence.
- Collaborates - Builds partnerships and works collaboratively with others to meet shared objectives. For example, encourages coworkers and external partners to work together as a team, and makes sure they get credit for doing so. Encourages people to share their honest views, responds in a non-defensive way when they do.
- Communicates Effectively - Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences. For example, tailors communication content and style to the needs of others. Pays attention to others’ input and perspectives, asks questions, and summarizes to confirm understanding.
- Customer Focus - Builds strong customer relationships and delivers customer-centric solutions. For example, uses customer feedback and data to drive continuous improvement; creates an environment in which team members feel a strong sense of ownership and accountability toward creating the best possible customer experience.
- Directs Work - Provides direction, delegating, and removing obstacles to get work done. For example, delegates tasks, providing generally clear expectations to staff. Coordinates and integrates the team’s work, reducing duplication. Measures team progress using the right indicators; recognizes when problems or shortfalls occur.
- Financial Acumen - Interprets and applies key financial indicators to make better business decisions. For example, fosters accountability for making good financial decisions; provides guidance to help the team make astute decisions. Summarizes financial performance data and explains implications for the organization.
- Instills Trust - Gains the confidence and trust of others through honesty, integrity, and authenticity. For example, is consistently honest and straightforward; shares uncomfortable information in a clear and helpful manner. Maintains high ethical standards and professional codes of conduct.
- Interpersonal Savvy - Relates openly and comfortably with diverse groups of people. For example, picks up on group interpersonal dynamics and finds ways to work effectively within these parameters; resolves difficult interpersonal situations within the team; works to build greater group harmony. Coaches team members on interpersonal skills.
- Manages Complexity - Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, asks questions to encourage others to think differently and enrich their analyses of complex situations. Accurately defines the key elements of complex, ambiguous situations.
- Optimizes Work Processes - Knows the most effective and efficient processes to get things done, with a focus on continuous improvement. For example, pays close attention to a variety of metrics and benchmarks; determines both major and subtle ways to optimize processes. Swiftly resolves process breakdowns; takes steps to ensure that problems do not recur.
- Organizational Savvy - Maneuvers comfortably through complex policy, process, and people-related organizational dynamics. For example,



builds support for ideas among key decision makers and stakeholders. Anticipates political difficulties and identifies ways to overcome any resistance.
- Plans and Aligns - Plans and prioritizes work to meet commitments aligned with organizational goals. For example, stays focused on plans and improvises in response to changes, including risks and contingencies. Aligns own team’s work with other workgroups’. Looks ahead to determine and obtain needed resources to complete plans.

Skills

Skills reflect the technical, professional, and functional capabilities required to perform the job effectively at the expected level, and guide assessment and development.

- Builds Rapport - Works at an advanced level to quickly and effectively establish trust within the buying centers in the client’s organization. Typically works independently and provides guidance.
- Closes Effectively - Works at an advanced level to pre-plan, suggest, and confirm mutually beneficial commitments that are appropriate and clear and that move the sales/client relationship forward. Typically works independently and provides guidance.
- Customer-Focused Approach - Works at an advanced level to orient the organization around delivering to the key needs of customers. Typically works independently and provides guidance.
- Data Management Techniques - Sales - Works at an advanced level to collect, analyze, and interpret sales data from various sources to understand customer behavior, identify sales trends and opportunities, measure sales performance against targets, and inform data-driven sales strategies. Typically works independently and provides guidance.
- Direct Sales - Works at an advanced level to maximize the volume and value of sales made directly with clients and accounts. Typically works independently and provides guidance.
- Effectively Presents Solutions - Works at an advanced level to communicate and articulate potential resolutions or strategies in a clear, compelling, and tailored manner to address specific challenges or meet organizational needs. Typically works independently and provides guidance.
- Expands the Service - Works at an advanced level to grow the value of the account through cross-sell and up-sell opportunities. Typically works independently and provides guidance.
- Initiates Compelling Sales Conversations - Works at an advanced level to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client. Typically works independently and provides guidance.
- Knows the Buying Influences - Works at an advanced level to accurately identify and understand the key buying influences pertaining to an chance. Typically works independently and provides guidance.
- Manages Buyer Indifference - Works at an advanced level to acknowledge a client’s indifference before continuing the sales call and asks questions to understand the circumstances surrounding the indifference.
- Prospecting - Works at an advanced level to understand the characteristics of an ideal client to identify potential clients. Typically works independently and provides guidance.
- Systems and Tools - Sales - Works at an advanced level to leverage customer relationship management (CRM) software, sales automation platforms, and other relevant sales technologies to manage customer relationships, develop sales proposals, track sales performance, and optimize the sales process.
- Understands Buying Influencer Needs - Works at an advanced level to quickly and accurately definethe needs of the keybuyinginfluencers. Typically works independently and provides guidance.
- Understands Customer Needs - Works at an advanced level to articulate customer needs in the customer’s business language and business context. Typically works independently and provides guidance.
- Verbal Communication - Works at an advanced level to express ideas, request actions, formulate plans, & policies by means of clear and effective verbal communications.

Education

- Master's Degree or Equivalent Level

Experience

- General Experience: Wide and deep experience providing expert competence (Over 10 years to 15 years)
- Managerial Experience: Experience of planning, managing and organizing resources within short / medium timescales within the overall policy framework. (Over 6 years to 10 years)

Job Info

- Job Identification 28820
- Job Category Business Development

📌 Responsable des clients et marchés – Est du Canada (Montreal)
🏢 GHD
📍 Montreal