Atkins Design & Engineering business are looking to appoint a Water Market Director to focus on water market clients in the Middle East. As Market Director you will work collaboratively to develop our existing relationships to yield significant and sustainable benefits to both Clients and Atkins.
Success in the role of Market Director will be achieved by anticipating Clients’ future requirements and developing compelling value propositions through internal capability and external professional collaboration. Identifying the addressable spend, driving growth in sales and margin across the
- Atkins portfolio of capabilities to win a greater share of the client budget.
- Atkins want to lead, shape and transform the future of water infrastructure and stand out in our market.
- We want to be known for delivering some of the world’s most exciting and innovative projects in the water market and are investing in innovation and new technology to give us a leading edge for the future and the digital journey.
- As Market Director you will help us achieve these goals and position Atkins at the heart of the future of the water market.
Responsibilities
Core:
- 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.
- Be the recognised relationship lead for the client or divisions within a client, providing knowledge, resources and being the natural point of escalation for issues 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 business plans by client in line with the overall market objectives.
- 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.
- Be accountable for the overall client experience working to position Atkins as a leading, innovative and responsive supplier.
Sector specific:
- Provide direction and coordination of existing account managers currently taking on the day to day interfacing with the Water Companies
- Lead the journey to developing strategic partnerships with suppliers that compliment the Atkins value proposition to increase overall market share.
- Understand the different commercial delivery models used in the ME water sector to maximise value to client whilst growing the margin to Atkins.
- Share knowledge with the wider Business to enhance the customer experience.
Key Measures
- Revenue and margin targets (based on propositions, pursuits etc.)
- Client satisfaction
- Pipeline win rates
- Cross-selling of services outside ME&A Business
- New service developments
- Collaborative behaviours supporting and championing One Atkins and ME&A business objectives
SNC Lavalin's Atkins business is one of the largest multidisciplinary, multi sector engineering design consultancies in the world and is part of the SNC Lavalin Group.
As one of the world’s most respected design, engineering and project management consultancies with a leading track record in the defence sector, Atkins are ideally placed to respond to this market. We have a broad establishment and proud, 50 year history throughout the Middle East region.
We provide a full range of design, engineering and project management services for buildings, transportation and other infrastructure programmes.
Atkins in the Middle East now employs around 2,000 staff serving Gulf clients across all market sectors from offices in Abu Dhabi, Al Ain, Doha, Dubai, Jeddah, Kuwait City, Manama, Muscat, Riyadh, and Sharjah.
Requirements
- Extensive Water market, client and sales experience, preferably with Middle East experience
- Able to demonstrate experience of building effective networks both internally and external to the organisation.
- 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.
- Track record of leading and implementing change.
- Able to build and develop new relationships with clients and partners and establish professional collaborations.
- Experience of Key Account Management.
- A pro-active decision maker with a confident yet diplomatic operating style - someone who deals easily with cultural diversity.
- 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
- Excellent team player, able to influence technical and delivery staff and collaborate effectively with other divisional colleagues.
- Naturally strategic, always looking for the next opportunity and testing the market for new ideas and propositions.
Rewards & Benefits
We offer an excellent package which includes:
- A competitive salary
- Transportation allowance
- Medical and life insurance cover
- 22 calendar days annual leave
- Medical and life insurance cover
- Company gratuity scheme
- Discretionary bonus scheme
- Annual flight allowance to point of origin
- Employee Assistance Programme – 24 hour free advice on financial, legal and family care specialists and also access to personal health, fitness and nutrition consultants
