Client Director - Metros

Atkins Infrastructure business are looking to appoint a Client Director into our Stations/ Transport Oriented Development (TOD) market team to lead on building sustainable growth in the delivery of metros design in the UK and Europe.

Atkins has an enviable track record in supporting the development of metro schemes in the UK and Overseas. We help a number of station and tunnelling contracts on Crossrail and we have early stage planning positions on Crossrail 2, Crossrail extension and the Bakerloo Line extension. Reporting to the stations/TOD Market Director, the Client Director for Metros will be responsible for developing and delivering the sales strategy to achieve year on year growth.

This opportunity will focus on building sustainable strategic relationships with key clients including TfL/LU, Crossrail, Network Rail and working collaboratively with other parts of Atkins to maximise overseas opportunities.

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 Stations/TOD 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 existing and new clients
• 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 rail metro market, client and sales experience.
• 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


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.