Market Client Framework Director - National Highways Advisory

About you

Leadership

• Accountable for driving opportunity to meet NH Advisory 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.
• On some occasions and depending on experience you may be responsible as the Transportation market lead for a particular service line.

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 each opportunity.
• 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 across the framework, improved quality scores and demonstrable improvement to P-Win.
• Develop and sell new client value propositions maximising our position 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 framework 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 Framework 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 JV Partners, supply chain partners and SMEs to ensure high quality delivery and tender submissions.
• Accountability and responsibility for resolution of Framework commercial issues either with end client or JV Partners.

Key Attributes

• A knowledge and awareness of the UK transportation market ideally having worked within the Highways sector.
• 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 both internally and externally.
• 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 project delivery 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.