Client Lead / Director

Your role

Profitable Delivery

Overall responsibility for the client relationship and management of the account within the Middle East business. This includes but is not limited to:

• KAM & Client Development – KAM & Client Development activities are to be undertaken, with the principal focus of developing a service agnostic, profitable and resilient relationship.
• Bid Reporting – Provide weekly feedback and insight to the Market Director confirming available or upcoming opportunities and outlining recommendations on which bids to respond to.
• Proactive Win Work – Engage proactively with the Client to define opportunities prior to bids being released and incorporate these opportunities into our pipeline tool.
• Revenue Management – Proactively manage NPS, Revenue and EBIT KPI's'associated with the account throughout the year, utilising the financial tools and techniques as defined by the business.
• Capture Planning – Support 'Client Value Proposition' workshops & strategy development to align services with client needs (supported by Capabilities).
• Bid Reviews & Bid Drafting – Actively participate in the bid process for opportunities for the Client, either in a Bid Director, Bid Reviewer or contributor role as defined by the Market Director. Develop win themes and provide insights on successful but competitive pricing positions. As required, manage the bid budget and liaise with the business to identify and engage the correct SME's (supported by Capabilities) for bid development and answers.
• Risk Strategy – Identify and contribute to the development of risk strategies and provide recommendations for relevant approvers.
• Project Review (process) – As required, engage in the project review process and proactive management of commercial performance.

Market Lead – Operational Excellence

The role shall ensure that the best tools, techniques and approaches are utilised to enhance client engagement and experience (supported by Capabilities). Identify improvements to enhance the commercial performance of the account. This includes:

• Market Risk Management – Advise the Market Director on specific Client risks and relevant mitigation plans. Contribute to a quarterly Market risk management plan.
• Market Trends – From your relationship with the Client, share key trends and future outlooks as required to develop a AtkinsRéalis capability to meet the needs of the Client.
• Conflict & Issue Resolution – Accountability for resolving any conflicts or issues arising with Client, including technical, commercial or other, engaging subject matter experts where appropriate.
• Project Delivery Oversight – Responsibility for all projects within the [account to ensure that delivery aligns with the contractual commitments and manage team performance accordingly.
• Escalation & Conflict Resolution – Act as a primary point of contact to resolve conflicts or issues with the Client. This includes resolving technical, commercial or other conflicts, bringing in appropriate subject matter experts when necessary.

Leadership & Management

Ensure positive behaviours and responsibilities are encouraged, developed and endorsed of the following:

• Collaborative Behaviours – Lead by example and demonstrate critical behaviours of accountability, inspiration, collaboration, inclusivity and integrity to foster collective growth and success.
• Learning & Development – Identify and drive development and inspire the Market resources in line with both the organisation goals and the career aspirations of the individuals. Specifically, train and develop client account managers and ensure appropriate succession planning.
• Technical Excellence – Oversee and ensure best in class delivery of projects associated with the account.
• Lessons Learnt – Contribute to the Market lesson learnt log to identify areas for improvement and collaboratively develop robust and clear action plans. Apply relevant and pertinent lessons learnt to the Client relationship and account management activities.
• Digital Transformation – Support the wider Market on incorporating 'digital' into services to create value propositions.
• PDR & Team Development – Assist inclusively in the successful delivery of PDR's'and career development for resources within the Market (supported by Capabilities).

Project Leadership

• Ensure the project is successfully delivered and be the direct client interface for:
• Accountable for the end-to-end leadership, management and delivery of all aspects of the project. This includes project management, timeliness, quality, risk management, project financial performance and scope management of the projects, in line with the AtkinsRealis methodology.
• Accountable for successful close out of commercial fee and contractual negotiations with the Client and their representative.
• Accountable for the establishment of the project, including resourcing from Delivery Centres and Offices, project set up, Work Breakdown Structure (WBS), program development, milestone establishment, scope changes and variations.
• Demonstrate care about the well-being of themselves and others, through actively participating in and driving OHS activities.5.
• Build and lead whole project delivery teams and work with the Discipline Leads to secure required resources.
• Ensure project delivery activity is in line with Company standards and client expectations.
• Ensure effective closeout and debrief occurs with Client, Client Relationship Executive (CRE), People Manager and Project Manager

Key Interfaces (Others)

• Marketing and Communications – Collaborate with 'Marketing and Communications' team to develop tailored Client presentations and marketing materials.
• Growth & Sales Team – Engage with the Win Work team to ensure accurate pipeline forecasting, CRM management and account management strategies.
• Peer Review – As required, provide Peer Review activities for adjacent Capability, Markets and Strategic Programs.
• Performance Feedback (service levels) – As required by the Market Director, communicate client perception and project feedback on Market performance – deliverables, people, financial - positive or negative (integrity).