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Client Director - Law Enforcement

  • Job reference: AD-001273
  • Sector: Defence, Management Consultancy, Sales & Marketing, Security
  • Location: London

About SNC-Lavalin Atkins
SNC-Lavalin’s Atkins business is one of the world’s most respected design, engineering and project management consultancies.

Our Aerospace, Defence, Security and Technology (ADS&T) Business work with leading names to transform the future of aerospace and defence engineering whilst our security, intelligence and government teams are trusted by organisations to help them understand the threats they are facing and develop the strategies to counter them.

We help our clients achieve outcomes that deliver genuine benefits from their business programmes. We advise organisations at senior levels on complex business and technical matters and a hands-on role to ensure the solutions are delivered and that the intended benefits of the investment are realised.

Within the Transformation & Delivery Practice our Business Consulting and P3M Delivery teams work with clients to solve some of the most interesting challenges facing organisations today. Our wide-ranging clients include central government, security and intelligence, defence, airports, universities and infrastructure. Our team members come from diverse backgrounds that cover the spectrum of services giving them an innovative and creative approach that is key to its success. Everyone in the team is passionate about their work and the value that they can deliver.

The role
Due to internal re-structuring the Security Intelligence and Government (SIG) market within ADS&T is running a selection process for a Client Director in its Counter Terrorism and Law Enforcement portfolio. This portfolio includes the National Crime Agency, Metropolitan Police, and Security and Counter Terrorism in the Home Office.

The focus for the Client Director will be to evolve and implement the existing strategy for this group of clients.

This Client Director role is accountable to the SIG Law Enforcement and Counter Terrorism Client Director. Responsibilities include the in-year financial plan, delivering growth, strategy implementation and the creation of a high-performance account team. While accountable for a group of clients, they will work within the SIG market and ADS&T leadership community to meet the divisions overall objectives. The focus of the Client Director’s role will be in Winning Work and overseeing delivery.

Key Responsibilities
The three key responsibilities are:
• Win Work, where the Client Director will personally lead on senior client relationships, opportunity creation, pipeline development and strategic bids
• Deliver Work, where the Client Director will act as the Programme Director for key assignments and create the environment to empower Practice delivery staff to be successful.
• People focus, where the Client Director will create an environment where all staff involved in delivering success for the account area feel engaged, involved and empowered to be successful.

Win Work
The Client Director is a visible and active leader of Win Work activity in the account and will spend most of their time with clients and client-facing teams creating opportunities and building pipeline. They will have existing relationships with senior clients and experience related to the problems and tasks that the clients face.

Responsibilities include:
• Creating a team that is client and sales focussed, creating and shaping opportunities with clients and driving opportunity pursuit to maximise our order intake, including the line management of client managers and assignment management of seller-doers. The Client Director will set stretching targets for order intake and pipeline growth for all team members with a sales role.
• Forming a deep understanding of our clients and their business, such that we can move up the buy-sell hierarchy and become trusted partners to our clients.
• Taking accountability for all bids in the area and acting as the Bid Director for our strategic bids.
• Fostering an agile, client centric culture, where we work with clients collaboratively and in a lean and agile manner to develop new solutions to their problems.
• Personal ownership of senior client relationships, including C-Suite (3*) and SVP/MD (2*) levels, gaining insight into our client’s strategic obstacles and opportunities and shaping opportunity for Atkins in a proactive manner.
• Represent the client’s interests and viewpoint in bidding activity, through engagement in win strategy development, colour reviews (eg black, pink, red, gold).
• Implements the ADS&T strategy, through collaborative working with Growth Theme leads and teams to create new opportunities and revenue streams in their accounts.
• Building a pipeline of depth and quality that provides confidence in the 5YP.
• Works with the wider business to prioritise sales activity for the good of ADS&T and SNC-Lavalin, including the balance between existing and new capability sales.
• Uses Win Work MI to inform decision making, priorities and communications, keeping the MI up-to-date and accurate

Deliver Work
The Client Director will have overall accountability for performance in their account area and will act as the Programme Director for their most important clients. They will also delegate accountability for delivery of operational elements to others in their team. The Client Director will empower the relevant people to organise and manage delivery, while maintaining overall responsibility for delivery to the end client.

Client Director’s responsibilities therefore include:

• Owning delivery in the eyes of our clients, being responsible for ensuring that client stakeholder management around our delivery is maintained and we deliver successfully to the client’s needs
• Acting as the Programme Director for some of our most important delivery assignments
• Delegation of accountabilities for delivery to client managers, programme managers or project managers
• Through the creation of an inclusive Account Team, understand the delivery pressures, challenges and opportunities presented through delivery of projects, such that client engagement is done with authority and insight. Client feedback, direction and context will be fed back to the delivery teams in a timely manner and the Client Director will entrust the practice delivery teams to action and implement changes.
• Hold delivery teams to account for delivery to the outcomes desired by our senior clients, ensuring that we create credibility, trust and repeat business through client and outcome focus.

People Focus
Delivering success is ADS&T is done through creating collaborative teams that work to deliver compelling bids and outstanding projects for our clients. Client Directors have accountability to create high-performing teams around their account area and clients, fostering collaboration and an inclusive approach.

Key responsibilities include:

• Creating a high-performing account team, with clear delegated accountability for winning and delivery of work.
• Communicating to ADS&T staff and other key stakeholders to develop confidence and understanding in the account strategy and future potential, including as appropriate, our clients’ needs, challenges and opportunities, and Atkins client strategies, growth initiatives, pipeline, major opportunities and key client engagements.
• Shortening communication lines, creating empowered and engaged teams.
• Working with the senior team in the SIG market, senior practice staff, ADS&T ELT and OLT to make ADS&T a successful business.

To be considered
We are looking for professionals with working experience of the UK Security and Intelligence markets. Experience gained from Consulting to the Law Enforcement industry would be highly desirable although not essential. You will have familiarity with Digital Transformation projects and be experienced not only winning the work but also overseeing their delivery. You will be comfortable dealing with C-Suite contacts and confident communicating your visions both internally to teams you oversee and externally to clients or service providers.

Location and Travel
We can be flexible with your base location, although our preference would be London. UK wide travel will be expected for this role.

Why work for Atkins?
This role represents an excellent opportunity for an individual to move in to a strategic leadership role within a market we already enjoy an outstanding reputation of excellence in. Today, as a core part of SNC-Lavalin, we offer employees all the benefits you’d expect from a strong global company with enhanced scale, capabilities expertise and more. You will be in a trusted, supported position, primarily client based, where you are able to apply both existing skills and develop new skills in complex and challenging situations. You will be able to share your knowledge and experience and learn from others within the team and you will have opportunities to become a mature, established and multi-skilled consultant.

Rewards and benefits
Atkins recognises the importance of helping its employees manage their work and home life by offering flexible working arrangements that enable them to balance their working life with parental and other caring responsibilities. For full details of our flexible working scheme and benefits package, please refer to our website.

This role may require security clearance and offers of employment will be dependent on obtaining the relevant level of clearance. If this is necessary it will be discussed with you at interview.

If applying to this role please do not make reference to (in conversation) or include in your application or CV, details of any current or previously held security clearance.

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