Client Manager, KSA

Client Manager, Kingdom of Saudi Arabia

The Client Manager will report to Regional Strategy & Growth Director and will be responsible for engaging with, and developing deep, trusted relationships with identified clients and end-markets with focus on Transportation. They will raise the profile of the business across KSA to win projects aligned to AtkinsRéalis growth strategy. The role will be the exemplar for strong and effective key account management (KAM), working closely with the Country Director, Market Directors, and Business Unit technical teams. The development of new clients, geographies, sectors and services are a key focus of this role.
 

Principle Requirements

• Support the development and execution of the KSA market strategy to transform and innovate and to meet the needs of a new and changing market
• Maximise and expand existing networks and relationships for the benefit of the business
• Extensive sales, client relationship, engagement and market experience with a track record of leading and winning opportunities
• Managing complex sales processes and long sales cycles
• Naturally understand the value of consultative selling techniques using tools and processes to plan out major pursuits and sales campaigns
• Client ownership, working closely with technical and proposals teams to ensure that our solutions meet and exceed clients’ requirements
• Strategic thinker with the ability to sell the broad range of AtkinsRéalis existing and developing services
• Build, develop and track client pipeline for new growth areas to achieve forecast revenue and ensure that this is accurately captured in the CRM system
• Drive the KAM process for emerging and priority accounts.

Responsibilities

• Driving client engagement and sales across markets, sectors, geographies and clients achieving revenue and margin targets
• Identifying opportunities for new service penetration
• Devise cross selling initiatives seeking to create new opportunities.
• Identify pipeline and lead the pursuit process for opportunities.
• Managing sales pipeline and win work dashboard to track and position for strategic opportunities
• Ensure messages and learning from client feedback are shared and acted upon to help increase opportunity conversion and client satisfaction
• Competitor analysis: planning competitive advantage through differentiation
• Act as the “win work” champion and representative in group activities to ensure alignment and implementation.
• A passion for health & safety and the drive for continuous development of our behavioural safety culture, with our clients and with our suppliers to ensure we minimize incidents across the industry.
   
  
  

The Individual

• Fluent in Arabic and English languages
• KSA based and available to travel across the Kingdom and work away from home for short periods
• Demonstrable experience of building effective networks both internally and external to the organisation
• Able to make significant contributions to sales strategy
• Competitive, highly motivated and ambitious for the success of the team
• Demonstrable experience of successfully operating within a target driven environment
• Strong business acumen with a demonstrated knowledge of identifying potential value creation
• Naturally strategic, always looking for the next opportunity and testing the market for new ideas and propositions
• Understands the importance of solid account planning, timely reporting and CRM administration
• Proactive, goal oriented individual with superior verbal and written communication skills
• Someone who consistently achieves and often over-delivers against their targets
• Strong organisational skills
• A track record for driving health & safety culture and performance
• Excellent team player, able to influence technical and delivery staff and collaborate effectively with other divisional colleagues
• Degree level or equivalent professional qualification. 

Key Measures
• Revenue and margin targets (based on propositions, pursuits etc.)
• BD cost, return on BD investments (e.g. sales time, marketing)
• Pipeline, win rates, win/loss analysis
• Cross-selling of services (within/beyond division)
• New service developments (lead)
• Collaborative behaviours supporting and championing One EDPM and ME&A business objectives
• Alignment of group win work activities

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