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Client Director - Regional Projects

  • Job reference: TR-001741
  • Sector: Transportation
  • Location: London, Birmingham, Manchester, York, Bristol, Cardiff, Edinburgh, Glasgow
This vacancy has now expired

Why not...

Local Transport is at the forefront of delivering economic growth across the UK. Devolution, Metro Mayors and strong capital funding provides a fantastic opportunity for Atkins to Shape the Future of Transport.

We are seeking an ambitious Client Director to play a key leadership role within our Local Transport team.

The Client Director will drive our client engagement strategy, coordinating our efforts and building on established relationships across our divisions. The Client Director will set out a strategy to ensure we deeply understand our client’s requirements, identify and track key opportunities, secure work and take ownership of Atkins overall performance for the Clients.

Atkins already has strong and established market share across the Local Transport Market, primarily through a series of Frameworks with clients such as Transport for London, Transport for Greater Manchester, Hampshire, Wiltshire and several other key clients. Funding streams outlined in previous spending reviews provide Transport Authorities with additional investment to deliver strategic regional transport schemes across differing modes. Delivering such investment will place an increasing demand on Design and Build, alliancing and other arrangements including private finance to unlock capacity to deliver. This is the area of focus that the Client Director will make a step change in strategy, client engagement (contractors and transport authorities) and sales.

The role

The Client Director – Regional Projects is responsible for driving growth by maximising market share in delivering discrete regional transport schemes across the UK. The Client Director will develop a clear and focussed strategy to prioritise sales opportunities and develop relationships with Local Transport Authorities (Local Authorities), Contractors and other supply chain partners. In particular, the Client Director will identify Contractors to pursue Design and Build opportunities to deliver road, rail and mass transit projects.

Atkins already works closely with Local Transport Authorities and Contractors. Atkins is a key supplier to major Contractors including Balfour Beatty and Costain where we have national framework agreements through to more regional contractors such as Sisk, Lagan, Graham’s, Interserve and Volker Group. The role provides a real and tangible opportunity to provide ambitious leadership to position Atkins to be recognised as the market leader in delivering Local Transport projects.

The Client Director will develop our 5 year plan for regional projects, identifying key service offerings and value propositions and key partners, identify and convert opportunities and oversee successful and profitable delivery.

The person

We’re looking for an ambitious leader who is customer centric and people focussed. The ability to establish rapport and relationships with others quickly and easily and likes nothing more than deepening these to form long lasting relationships. You thrive on making connections between people, instinctively making links and introductions to create greater value – for yourself, for the organisation and for the client.

Building on your market, client and sales experience you’ll relish building effective networks externally and internally. You’re driven and a self-starter able to identify and grasp opportunities.

People are at centre of what you do, focusing on and listening intently to what people say comes naturally to you. In response, you provide winning solutions that all parties want to buy in to, bringing others around to your way of thinking because it adds real value.

You get satisfaction focusing on the needs and aspirations of our clients, going above and beyond what you need to do.

Key Accountabilities

First and foremost, we want to recruit the right person to the team. We will then always aim to work with individuals to make sure that their role plays to their natural strengths.
Develop a 5 year grow strategy to position Atkins as the leading provider of design services delivering regional transport projects.
Engage with Clients (Transport Authorities and Contractors) to identify opportunities and importantly shape and position to ensure Atkins are the preferred delivery partner/consultant.
Establish and maintain a clear and focussed pipeline of opportunities in support of the growth strategy.
Work collaboratively with Key Account Teams and Practices to identify the right Bid and Delivery teams to pursue our key target opportunities.
Ensure all strategic opportunities have clear win strategies building on Atkins Sales Excellence programme.
Provide bid leadership and mentoring/coaching as appropriate to each opportunity and take ownership for ensuring bid quality and a strong win rate.
Build strong and lasting relationships with key Contractor Clients and Transport Authorities ensuring Atkins overall performance and approach provides best in class and differentiates from competition.
Provide insight to allow Practices to plan resourcing and develop strategic resource plans.
Bring intelligence from local teams back into the business where it relates to opportunities in other portfolios
Manage risk and opportunity on projects. Ensure early escalation of issues within the business and develop mitigation plans. Ensure revenue and margin opportunities on or associated with all commissions are maximised.

Ideally candidates will have experience of working within the transport sector and demonstrate their ability and experience of developing strategic relationships with clients and partners, finding new ways to add significant value to the client’s agenda.

They will also have a good understanding of Design and Build together with Key Account Management and first class service provision and will be able to demonstrate expertise and experience in the following areas:
Experience of working with Local Transport Authorities, Contractors and supply chain partners to deliver multi modal transport projects.
Awareness and understanding of the Local Transport Market including Client drivers and funding streams.
Proven track record of building effective networks and identifying/securing new opportunities through new value propositions and partnering with clients.
Opportunity management (leading and winning).
Significant experience in operating within a target driven environment, successfully.
Ability to communicate using a wide variety of mediums and at all levels throughout the client and Atkins organisation.
High level of commercial awareness.

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