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Client Director - Aviation - Technology

  • Job reference: IF-000887
  • Sector: Aviation, Infrastructure
  • Location: South East

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Atkins Infrastructure business are looking to appoint a Client Director into our Aviation market team. This opportunity will have a primary focus on the technology field of play at Heathrow Airport, with a wider responsibility for developing our digital value proposition for clients within the aviation market. The role will report into our Aviation Market Director and will ideally be based in the South East of England to allow regular attendance at meetings at Heathrow Airport and Atkins offices.
 
As Client Director you will drive our client engagement strategy across our division, maximising potential from our people and new technologies to deliver greater value to clients in the Aviation market. A key part of the role is building and sustaining long term relationships to yield significant benefits to both the clients and Atkins, by anticipating their future requirements and developing compelling value propositions through internal capability and external professional collaboration.


Responsibilities

 

  • Sustaining and developing relationships with clients – with particular focus on the technology field of play at Heathrow airport.

  • Development of digital value propositions for the Aviation market.  

  • Focused on Key Account Management and first class service provision in order to develop strong, long lasting relationships.

  • Be the recognised client expert understanding in detail the client’s strategy, organisational design, key points of influence, culture, external drivers and their challenges, risks and opportunities.

  • Lead the journey of developing a strategic partnership with the client, encouraging Atkins to contribute to the client’s success and developing a sustainable, long term relationship.

  • Coordinate the Atkins resources that engage with the client. Create and coordinate a virtual team of client leads from other Divisions.

  • Initiate a client stakeholder plan connecting up Atkins and the client at all relevant levels.

  • Develop growth opportunities outside the current projects, and seeking cross selling opportunities.

  • Be an ambassador for Atkins: attending and speaking at relevant events, hosting workshops and generally leveraging opportunities to build greater awareness of Atkins.

  • Identify the client drivers and needs to prioritise proposition and service development, working closely with business development and marketing colleagues.

  • Be accountable for the overall client experience working to position Atkins as a leading, innovative and responsive supplier.

  • Identify addressable spend, driving growth in sales and margin across the Atkins portfolio of capabilities to win a greater share of client budgets.

  

Requirements

 

  • Extensive Aviation market, client and sales experience.

  • Credibility in the development and sale of technology based value propositions.

  • Able to demonstrate experience of building effective networks both internally and externally.

  • Able to demonstrate experience of developing strategic relationships with clients and finding ways to add significant value to the client’s agenda.

  • Entrepreneurial in deeply understanding client needs and identifying high margin service offerings to cater for their particular issues and needs.

  • Track record of leading and winning major work opportunities.

  • Strong presenting, negotiating and influencing skills.

  • A pro-active decision maker with a confident yet diplomatic operating style - someone who deals easily with cultural diversity.

  • A disciplined thinker and analytical, numerate, problem solver who has strategic judgement and the capacity to think complex issues through and develop effective solutions in a timely fashion.

  • A resourceful, articulate and clear communicator who has the ability to influence others through the use of sound judgement and good sense - a natural team player.

  • Demonstrable experience of successfully operating within a target driven environment.

  • Able to access and influence at senior level with ease. Builds lasting and durable strategic partnerships with the client, adding significant Atkins value to their agenda.

  • Naturally strategic, always looking for the next opportunity and testing the market for new ideas and propositions.

  • Understands the importance of solid account planning, timely reporting and CRM administration.

  • Curiosity to seek out and understand implications of industry change and opportunities this presents for Atkins to deliver new value propositions to our clients.

  • Specific understanding of the role of information technology within aviation or other mission critical operational environments, providing credibility across all levels of the client organisation

     

 

Closing Date: Friday 27th January 2017

 

Grade: We will look to make appointments at Grade 15 or 16

 

Location: Preference for candidates to be based within South East of England due to proximity to relevant clients and Atkins offices.

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