The Market Director – Residential & Hospitality shall develop and oversee all service delivery, inclusive of win work, client management and delivery of services for clients & projects for the Residential & Hospitality Market for the Middle East. They shall be directly responsible for the performance of the Residential & Hospitality Market from a revenue and EBIT perspective as outlined within the Markets yearly targets.
The various measurable aspects to this role and associated KPI’s are as follows:
Market Strategy – Market performance aligned with LRP, Business Plan and proposed targets specific to Residential & Hospitality. This includes achieving targets for P&L, EBIT and Headcount.
Win Work Regional Bid Performance – Achieve commission win rate of over 50% on bids submitted in line with the LRP target areas.
Business Development (cross selling) – Support the business in strategies for identifying new clients and or market opportunities – both Cities and Communities and holistically for AtkinsRéalis.
Resource Demand – Management of resources specific to the Residential & Hospitality Market providing leadership in recruitment, retention and performance. Ensure Residential & Hospitality resource is managed in line with the Overhead budget as provided during the business planning cycle. Support the strategic resource demand planning of Capability resources for cross business allocation.
Resource Management – Development of talent including delivery of 9-box grid, succession plans and training identification for the Residential & Hospitality Market (supported by Capabilities)
Leadership & Vision (Accountable, Inspiring, Inclusive, Collaborative & Integrity) – Provide leadership and demonstrate positive AtkinsRéalis behaviours with performance defined by team feedback through pulse surveys and other feedback avenues (as prescribed by HR).
LRP & business plans – Responsible for management and development of Residential & Hospitality business and LRP strategy. Provide updates monthly on Residential & Hospitality progress against defined targets (Clients, EBIT, Revenue etc.)
Future Business Plan development – Responsibility for developing, drafting, gaining necessary approvals and implementing short, medium and long-term business plans for the Residential & Hospitality Market.
The core responsibilities for the role of the Market Director – Residential & Hospitality is summarised as follows.
A – Profitable Delivery
Overall responsibility for the Residential & Hospitality Market within the Middle East business. This includes but is not limited to:
Bid Reviews & Bid Drafting – Undertake the role of Project Director and/or Market Director during the bid process and manage the bid process in its entirety. Develop win themes and retain responsibility for successfully pricing projects. 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.
KAM & Client Development – KAM & Client Development activities are to be undertaken with a primary focus on the Market (secondary focus being alignment and support to other Markets and Accounts). This is to be service agnostic, and the principal focus is in developing profitable and resilient Client relationships. Accounts will define best practice and support selection of client account managers (training and development).
Bid Reporting – Provide weekly feedback and insight confirming available opportunities and outlining decisions on which bids to respond to.
Proactive Win Work – Engage proactively with clients to define opportunities prior to bids being released and incorporate these opportunities into our CRM and future opportunities pipeline.
Revenue Management – Proactively manage Revenue and EBIT KPI’s throughout the year utilising the financial tools and techniques as defined by the business.
Capture Planning – Lead ‘Client Value Proposition’ workshops & strategy development to align services with client needs (supported by Capabilities).
Working at Risk – Responsible for the development of working at risk strategies and provide recommendations for relevant approvers.
Starting the Job Right – Responsible and Accountable for the implementation of successful project start up including but not limited to Project Risk Management, Stakeholder Management and Project Management plans.
Project Review (process) – Lead project review process and proactive management of commercial performance.
B – Market Lead – Operational Excellence
Market Director – Residential & Hospitality shall ensure that the best tools, techniques and approaches are utilised across your Market (supported by Capabilities). Identify new ways of working where required that will improve the commercial performance of your Market. This includes:
Process & Procedures – Define, administer and develop Market specific tools and techniques. Ensure clarity on the process, its application and the relevant training and communications to ensure compliant adoption throughout the Market.
Market Risk Management – Advise the business on Market risks and the relevant mitigation plans. Create a quarterly Market risk management plan and issue to key leaders and stakeholders within the business.
Market Trends – Identify, through either direct relationships or analytical tools, key trends within the Market and provide specific action plans as required to develop AtkinsRéalis capability to meet the needs of the Market.
Project Delivery Oversight – Accountability and Responsibility for all Market projects and clients to ensure that delivery aligns with the contractual commitments and manage team performance accordingly.
C - Leadership & Management
Establish and develop the overall behaviours for success within the Market. Ensuring positive behaviours and responsibilities are encouraged, developed and endorsed in the management of the following:
Organisation Design & Operating Model – Collaboration with the Strategy & Transformation Team (Responsible) to review, develop and approve any adjustments to the Market operating model. This is inclusive of organisation design, organisation interface definition and assignment of roles and responsibilities.
Collaborative Behaviours – Lead by example and demonstrate critical behaviours of accountability, inspiration, collaboration, inclusivity and integrity.
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.
Market Team Budget & Deployment – Deliver the operational oversight and management activities in line with the Budget provided by the SVP Buildings & Places Market. Ensure the team is appropriately sized to achieve EBIT and utilisation targets.
Training – Identify and if required deliver Market based training to improve the capability of the wider business as required.
Technical Excellence – Oversee and ensure best in class delivery of Market projects.
Lessons Learnt – Retain and develop a lesson learnt log across the Market activities. Identify areas for improvement and collaboratively develop robust and clear action plans. Communicate pertinent lessons learnt to the business.
Digital Transformation – Focus on the incorporation of ‘digital’ into services to create value propositions.
PDR & Team Development – Define and assist inclusively in the successful delivery of PDR’s and career development for resources within the Market (supported by Capabilities).
E – Key Interfaces (Others)
Marketing and Communications – Develop a Market specific ‘Marketing and Communications’ Strategy outlining what the approach is to engage with the wider Market to drive AtkinsRéalis business performance.
Thought Leadership – Produce thought leadership articles and papers in alignment with the Market ‘Marketing and Communications’ Strategy.
Peer Review – As required provide Peer Review activities for adjacent Capability, Markets and Accounts.
Performance Feedback (service levels) – Communicate to business feedback on Market performance – deliverables, people, financial - positive or negative (integrity).
The Market Director – Residential & Hospitality must have strong business management skills and be able to drive profitable growth for AtkinsRéalis across our Middle East business.
As such the role requires:
Extensive Profit & Loss management capabilities
Provide oversight and lead fee proposals and ensure fee proposals are competitive and profitable based on their extensive experience
Regional SME (subject matter expert) for Residential & Hospitality
Proven and strong client network in the Residential & Hospitality market across the GCC with both owners and operators
Excellent presentation skills
Lead in Market specific Marketing and Business Development
Represent the business at functions selling our expertise and Market knowledge
Regional mentor for top talent
To provide context and background, the role is envisaged to be sourced from:
Direct experience running a successful P&L
Background in Residential & Hospitality – preferably client experience
Degree in a related discipline and/or Minimum 15 years’ experience.
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