Market Client Framework Director - Digital Services

About you

• In this role you will operate as NH Client Framework Director (Digital Services) for the AtkinsRéalis Transportation business reporting to the Transportation Market Director for Strategic and Regional Highways. The role of the Client Framework Director is central to the growth ambitions of the Transportation Business Unit.
• The opportunity exists to strengthen and grow our workshare by targeting new opportunities, diversifying our services, improving our bid success and driving better commercial outcomes. We have a strong legacy of successful client-focussed delivery, and the role requires this to be further developed by supporting NH in tackling the challenges arising from managing aging assets, complex system interfaces, whilst embracing new services enabled through automation, data analytics and technology and achieving their customer service goals.
• As the Client Framework Director, you will be responsible for setting our growth strategy for the NH Digital Services account. A key success factor for this role will be to increase our addressable market share against changing budgets through true Client intimacy strategic leadership, expanding our portfolio, measurably improving our revenue whilst reinforcing our brand and client relationships. We aspire to be the supplier of choice to our clients, operating in the top 3 in every key account.
• The role will require the development of a focussed account plan for the Client and the framework that delivers on our ambition. As a senior leader in the business, you'll be responsible for creating a network and culture within AtkinsRéalis that understands the market and client needs and is accountable for winning and successfully delivering work by leveraging the wider AtkinsRéalis group service lines and capabilities.
• Having a solid domain knowledge of NH IT infrastructure and operational technology and how they relate to providing service to NH's wider supply chain partners' delivery and ultimate customer experience will be a distinct advantage. Experience of transportation and/or National Highways Operational Technology will further enhance the role's'ability to successfully deliver growth.
• This role will require a significant proportion of time based across our key offices in the UK along with those of our Client and partner organisations to ensure relationships are developed and strengthened to support successful delivery of tenders and programmes of work.

Key Responsibilities

Leadership

• Accountable for driving opportunity to meet budget targets.
• Responsibility for growth and development of a strong, client focussed and performance orientated account team.
• Act as a key internal influencer, ensuring alignment between strategy, delivery excellence, and client outcomes.
• Grow and develop the capability in our Global Technology Centre to support the framework.
• Be an ambassador for the business; attending and speaking at relevant industry events, developing alliances and partnerships and generally leveraging opportunities to build greater awareness of AtkinsRéalis and improve our standing and reputation.
• Provide strong visible leadership in our offices and with clients.
• Be an advocate and role model of our corporate values, ethics and governance guidelines.

Win Work

• Long, middle and short horizon identification of new opportunities for the framework, setting out the winning strategy.
• Responsible for developing a clear pipeline of opportunities, using strategic insights to enable informed Go-No-Go decisions to develop a clear programme of bidding, securing resources to support delivery of successful bids.
• Owning the tender development (storyboard, key win themes, consistency of narrative) and commercial strategy for key opportunities.
• Design, develop, implement and manage commercial strategies to improve our market share including executing winning pricing plans.
• For significant tenders, lean in to lead, draft and critically review quality submissions to ensure consistency, improved quality scores and demonstrable improvement to P-Win.
• Develop new client value propositions in areas of customer, climate adaptation, an ageing highways asset, energy transition and ensuring our data and technology skills differentiate us.
• Understand and position for the future opportunities to improve AtkinsRéalis probability of winning tendered opportunities.
• Track and communicate bid loss rationale and tender feedback, ensuring these areas are improved for future competitions.

Deliver Work

• Delivery of the financial performance in line with the 5-year plan and annual P&L targets.
• Drive efficiency by ensuring that our framework processes are fit for purpose and administration is minimised. Identify and implement improvements to reduce waste, cost and time for how we win and deliver work in the framework.
• Develop and execute a plan that supports the wider shift towards increasing use of automation.
• Build and maintain strong internal networks, understanding where technical expertise across the organisation can easily accessed and leveraged for pursuits.
• Foster strong and trusting relationships with partners, supply chain and SMEs to ensure high quality delivery and tender submissions.
• Accountability and responsibility for resolution of commercial issues.

Key Attributes

• A knowledge and awareness of the UK transportation market ideally having worked within the Highways sector.
• An appreciation of NH IT and technology systems from an operational delivery perspective.
• Demonstrable track record in development and execution of business growth strategies.
• Performance and results driven with demonstrable commercial acumen, with a practical approach to driving business growth, continuous improvement and work winning.
• Collaborative team player.
• Commercially astute, being able to define and execute commercial negotiations with both clients, partners and supply chain partners - both within a win work and delivery environment.
• Balances commercial outcomes and long-term client value.
• Strategic mindset, setting out a growth strategy and executing it.
• Leading by example and when under pressure, bringing clarity and direction to account teams. Ability to prioritise and meet deadlines during tenders.
• Balances the pressures of client-facing framework management and work-winning activities.
• Capable of leading and growing a sustainable portfolio of opportunities and projects.
• Proven ability of a commercial mindset to identify opportunities for innovation and new customer value propositions.
• Builds strong, trusted relationships at all levels of the client organisation.