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About the Company

Our client is an award-winning Canadian, employee-owned multidisciplinary firm that delivers a comprehensive range of technical and strategic services, including consulting, information technology, engineering, process development, project, and construction management to large industrial sectors.  The company has served clients for over 80 years and has project experience in more than 150 countries worldwide.

Our client’s ability to bridge the gaps between research and innovative technologies and between engineering and reliable operations is widely renowned.  The company is particularly known for working with clients to develop business strategies and technologies; managing and optimizing production; executing projects that involve the scale-up of process technologies; and managing start-ups, commissioning, and ramp-ups.

It delivers unprecedented business results for our clients through a commitment to quality, lower operating costs, more efficient utilization of capital assets, higher standards for safety and risk management, faster start-ups and continuous performance improvements in all projects and programs.

Scope of the Position

Our client develops Digital Products and Solutions for the Metals, Energy, and Infrastructure Sectors in Integrated Operations, Asset Intelligence, Digital Product Delivery, Industrial Automation, IT/OT Integration and Operational Decision Systems.

Within the industries they operate in, our client is investing in creating, capturing and integrating data sources.  There is a drive to achieve data driven decision-making across all business functions.  With deep understanding of the technologies and processes deployed at their clients operations, our client is in a unique position as an organization to help their customers realize the value of data  They are looking for a leader to build their decision support practice in Digital in Australia, helping their customers improve their safety outcomes, improve productivity and cost improve performance through the better decision-making using analytics and artificial intelligence.

Areas of activity will include value chain optimization, planning and scheduling optimization, process improvement, predictive maintenance solutions, application of process digital twins and enablement of remote services.  Their intent is to develop deployable solutions to support their service offering.

Our client is seeking a highly accomplished individual to drive the expansion of their Decision Support Practice in Australia.  The Decision Support Leader will be responsible for overall practice growth including identifying and closing new opportunities in cooperation with vertical business units and other practices. This will involve input on the most effective market strategy, positioning, messaging by vertical market, content creation/marketing, lead generation, tradeshows/conference strategies as well as proactive market pursuit. The position will also cultivate and manage relationships with ISVs as well as key internal business units and related stakeholders,

The successful individual will be an entrepreneurial businessperson with previous successes in growing a related IT services practice. The individual will also boast a track record of working effectively within a large matrixed global organization where both collaboration and a determined results orientation define success.

Functional Tasks

This role will form part of the Digital leadership team. It will work to support the overall Australia, Asia and global digital strategy.  The specific functional tasks will include:

• Refine, communicate, and execute the practice market strategy, value proposition, positioning, messaging and execute.
• Develop market capture plans to achieve the practice’s revenue and profit objectives.
• Assume responsibility for business development and partnerships, driving growth for both new and current customers.
• Monitor business opportunities and oversee proposal submissions.
• Institute processes that will enable predictable, repeatable, and scalable market expansion.
• Engage with clients at the right level
• Work collaboratively with the broader digital business unit both locally and globally to expand capability and revenue
• Collaborate with technical and delivery teams to ensure consistency of approach
• Be a thought leader in Decision Support and represent the practice at industry forums
• Remain abreast of the industry, competitors and technology trends and align our services to market needs. Consider alliances, investment opportunities and acquisitions to improve market position and grow revenue.
• Work closely with other business units’ and clients to identify and support the development of opportunities.
• Pursue, nurture and leverage key internal relationships critical for the practice’s success. Evangelize relentlessly.
• Represent the voice of the markets the business serves-from customers, prospects, analysts, and internal business units.
• Collaboratively engage with clients through the business requirements definition process identifying high-value digitalization use cases.
• Outline the capability requirement and work with global and regional team to build an internal team to support the work.
• Promote a performance-driven, disciplined revenue culture focused on clients, success, quality partnerships and growth.
• Develop clear insights and quickly learn what is working and not working on all business development/capture and marketing fronts-continuously use analytics to adapt, learn and grow faster.
• Take on applicable project leadership roles – being responsible for the on time, on budget and on specification delivery of services and solutions.

Key Performance Deliverables

In light of the identified responsibilities, the key performance indicators for the role will include:

• Digital revenue and sales growth Decision Support in AUA.
• Clearly articulated solution offering that resonates with clients.
• Key Account Wins.
• Successful project Delivery.

Competency Profile

The following competencies listed below define the role of Practice Leader Integrated Operations Australia:

Strategic Approach

Develops a strategic plan to realize the vision.  Revises strategy in light of changing circumstances.  Takes a long-term view of organizational success.  Works to clarify long-term organizational goals. Able to stand back from immediate problems to focus on more far-reaching ideas.

Commercial Acumen

Applies appropriate commercial and financial principles.  Understands situations in terms of costs, profits, added value and return on investment.  Appreciates the commercial impact of own work on the organization’s total expenses and revenues.

Results Orientation

Focuses strongly on achieving agreed-upon outcomes and ensures that key objectives are met.  Conveys a sense of urgency and drives issues to closure.  Aims to improve upon past performance. Establishes aggressive personal targets and strives to achieve them.

Initiative

Proactive.  Seizes opportunities and acts upon them immediately.  Takes responsibility for own actions and addresses problems before asked.

Customer/Client Orientation

Strives to provide customers/clients with personalized and efficient service.  Anticipates customers’/clients’ needs.  Quickly follows up on customer/client contacts and complaints.  Monitors and acts on measures of customer/client satisfaction.

Industry & Market Awareness

Seeks to anticipate and respond to industry and market changes/challenges by understanding key characteristics, issues and the factors driving them.  Aware of competitor’s products, services, and position.

Boundary-Spanning

Incorporates information about the organization’s structure and protocol into decisions.  Attentive to the internal politics and alert to shifting interpersonal dynamics. Establishes the necessary support networks and cross-functional relationships through rapport building.  Recognizes, maintains, and effectively balances one’s own group’s interests and needs with those of the broader organization.

Team Skills

Helps to create a sense of team spirit and harmonious relations through cooperation and support. Balances personal goals with those of the team. Fosters collaboration among team members.

Role Expertise

Demonstrates critical technical or professional knowledge/skills related to the role.  Has thorough knowledge of relevant products, services, and methods.  Expands technical knowledge/skills and keeps up to date in own area of expertise.

Preferred Experience and Education

The following indicates specific industry, academic and functional experience/qualifications that are important to the achievement of the identified responsibilities and performance deliverables:

• Minimum of 10 years of experience in senior consulting/leadership capacity with experience in IT Services.
• Engineering degree and/or business degree.
• Relevant experience in digital enablement.
• A highly intelligent, strategically minded executive with superb communication and interpersonal skills and a willingness to roll-up his/her sleeves.
• Business Development experience/Practice building experience.
• Experience in at least one of Metals, Utilities, Transit/Rail, or related infrastructure markets.
• A collaborative yet highly driven results-oriented style.

Remuneration & Benefits

• Highly competitive, unique compensation package to the successful candidate.

Note:

Our client is committed to fostering a workforce in each of their locations that reflects the diversity of the communities in which they operate.  The company is an Equal Opportunity Employer that considers employment applicants without regard to age, race, colour, national origin, citizenship, religion, creed, sex, sexual orientation, marital status, disability, or any other protected status.  If you have any special needs requirements, please let us know. We will do our utmost to accommodate, in accordance with applicable local legislation.

If interested, please contact:

Robert Hebert StoneWood Group Bus: 416-365-9494 Ext. 777 [email protected]