SNC-Lavalin’s Atkins business is one of the world’s most respected design, engineering and project management consultancies. SNC-Lavalin’s Atkins business has been providing infrastructure planning, engineering, construction, environmental consulting, urban planning, architecture, and program management services to public and private clients across the United States for more than 50 years.
SNC-Lavalin’s Atkins business was ranked as the world’s 11th largest global design firm by ENR in 2016 with nearly 18,000 employees worldwide. We have the depth and breadth of expertise to respond to the most technically challenging and time-critical infrastructure projects and the urgent transition to a low-carbon economy.
Atkins seeks an energetic and highly motivated self-starter to join our Digital Technology Group as a Digital Commercial Solutions Manager. This person can sit in our Miami, Orlando, Austin or Denver office.
BACKGROUND:
The digital revolution is shaping what services Atkins deliver, how we deliver and the culture of our company. We’re responding, but too slowly and at different speeds across the business. And we still face many barriers. Our corporate digital strategy aims to (i) accelerate the pace by sharing learnings (ii) centralize key activities to speed up pace (iii) remove systemic barriers impacting whole org and (iv) co-ordinate common activities.
JOB DETAILS:
Purpose of the Role:
The purpose of the role is to drive the successful launch and sale/adoption of new digital products that create value for our customers and clients. This will drive increased operating profit and revenue performance to Atkins. It provides an essential link between the “business” and the strategic intent to scale digital opportunities globally.
The aim of this role is to facilitate a range of commercial activities to ensure that potential technology based products, propositions or solutions, are attractive, viable, and achievable. Success in this role means that Atkins business is fully aware of the commercial opportunity, business impacts and risks of the activities it undertakes.
Key Deliverables/Responsibilities
Proposition Development – validate the customer desirability, business viability and technical feasibility, driving the development (UI/UX, features and functionality), and market launch of a range of digital products.
Key activities include:
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Work with the Global Digital Strategy Director to undertake market/competitor analysis to identify or validate product opportunities in market sectors and key clients
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Assess external market willingness for Atkins products, pricing strategy, promotion factors (such as USP, value proposition)
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Cost and pricing modeling to support the business case of new/in-life products
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Understanding the customer journey and mapping opportunities for Atkins products/propositions ensuring they are clearly understood and articulated to the various influencers and decision makers
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Articulate high level details of product rationale driven from client requirements articulating market dynamics, problem, solution and benefits
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Define the business model including competitors, partners, channels, revenue sources and cost factors
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Business case and pitch development facilitating multiple inputs from different sources
Business Development – responsible for driving awareness, and adoption, of launched digital products within the practices and sectors.
Key activities include:
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Engaging with business development leads and bid teams to raise awareness of the portfolio
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Engage with practice leads to realize efficiency and implement digital adoption activities
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Collaborating with Digital Product Managers, and other Digital Solution Managers, to grow pipeline (identify and develop opportunities) and convert
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Capture feedback to support continual product improvement or new opportunities
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Provide business model and pricing strategies to support new, innovative approaches
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Collaborate with Global Product Directors and Product Managers to development collateral to support locally led engagements
EDUCATION/EXPERIENCE:
The role requires robust understanding of the product lifecycle and different associated business models. The Solution Manager should have international experience, gaining commercial awareness from B2B and/or B2C environments, and be able to demonstrate their ability to influence and collaborate with stakeholders at all levels. The Solutions Manager should have a Bachelor's Degree with 5-10 years’ experience in technology product development, deployment and commercialization strategies with preference for experience in the infrastructure design and engineering domain.
The Digital Commercial Solutions manager will be expected to demonstrate the following competencies and skills:
Product and Proposition – a track record of product development and in-life management, with focus on the steps required to successfully launch a client-centric, sustainable and repeatable offering.
Commercial Awareness – strong understanding of the drivers that affect revenue and margin performance (sales, delivery, contracts/IP and partnerships).
Analytical Skills – strong attention to detail and ability to deal with ambiguity and apply logical, structured approaches to bring clarity. Experience of user case definition, market analysis, business/lean canvas, cost/benefit analysis.
Stakeholder Management – ability to work with a wide range of stakeholders, and an aptitude for quickly developing relationships.
Communication Skills – strong communication skills, both oral and written, with ability to articulate complex ideas to a range of audiences, simply. Flexible engagement style with ability to tailor according to the situation/audience.
Solution Adoption – ability to help Atkins deliver the changes that will make a real difference to the business. Approach will be underpinned by negotiation, organization, and project management skills.
Atkins offers its employees a robust rewards package which includes: a competitive salary; a broad benefits package including medical/RX, dental, vision, life, disability, legal, hospitalization and other valuable voluntary options; generous time-off programs; flexible work schedules; 401(k) with employer match; professional and career development opportunities through our corporate university, as well as a highly-regarded tuition reimbursement program; and an unmatched culture focused on client-service, quality, and tireless pursuit of excellence in all we do. Atkins is an equal opportunity, drug-free employer committed to diversity in the workplace. EOE/Minorities/Females/Vet/Disability.
Please view Atkins Equal Opportunity Statement.
