Permanent

Client Account Director

Atkins

ATKINS

Job Title - Client Account Director
Job number – TR-000845
Location – Manchester or Warrington

Atkins have created two key strategic roles to face this emerging client and project landscape focusing on the two largest opportunities in the North of England and in the Midlands. This role focuses on Transport for the North as well as the major transportation clients in the main cities across the North of England.

The role sits within Transportation’s Consultancy Practice - which comprises c500 staff delivering planning and advisory consultancy services to a predominantly UK client base – as the role’s focus is on helping our clients deliver the front-end strategic planning, unlock funding and institutional changes needed to establish and then deliver major infrastructure programmes. The role therefore requires a blend of client-facing project delivery and strategic relationship building, supporting Atkin’s wider positioning for planning and design opportunities that will be driven by the Northern Powerhouse agenda.2


The focus of the role is to:
• develop long-term, strong, client relationships to secure work in the consultancy sector in front-end planning and programme and scheme development supporting Transport for the North and the wider Northern Powerhouse agenda;
• establish Atkins’ profile with key decision-makers and stakeholders in Transport for the North;
• act as the senior Transportation lead facing Transport for Greater Manchester including taking role as Framework Director for our TfGM framework with overall responsibility for work winning and delivery of multi-disciplinary services through the framework.
• work closely with the overall Atkins Client Account Director for Northern Powerhouse (who reports directly to Atkins UK Chief Executive) and who has overall responsibility for positioning Atkins with strategic clients in the North of England looking across the full portfolio of Atkins’ services. This will also entail working collaboratively with counterparts in other Divisions in Atkin’s UK business structure.
• work with Atkins’ Transportation market directors in the local transport, strategic highways and strategic rail markets to position us for and secure significant design and delivery opportunities that are expected to emerge.

The role holder will be expected to work to challenging sales, revenue and margin targets for consultancy revenue secured from target client organisations based on a proactive approach to business development and take a lead client-facing delivery role on projects secured.

The role holder will be a member of the Consultancy Practice’s leadership team and will also be expected to contribute to cross-practice initiatives.

The role is expected to be based in either of our Manchester, Warrington or Leeds offices. The role holder will not have direct line management responsibilities but will contribute to overall leadership of Consultancy Practice staff in our offices across the North.

Requirements
• Proven experience and understanding of strategic transport planning and the development of transport infrastructure programmes;
• Market, client and sales experience in the transport sector;
• Ability to demonstrate experience of building effective networks both internally and external to the organisation;
• Experience of developing strategic relationships with clients and leading on work winning activity across a Client organisation;
• Excellent communication skills and stakeholder engagement;
• Strong presenting, negotiating and influencing skills;
• A disciplined thinker and analytical, numerate, problem solver who has strategic judgement and the capacity to think complex issues through and develop effective solutions in a timely fashion;
• Experience of successfully operating within a target driven environment.


Core Responsibilities:
• Be the recognised transportation client expert and relationship lead in the Consultancy Practice facing Transport for the North and Transport for Greater Manchester, comprising: understanding in detail clients’ strategy, organisational design, key points of influence, culture, external drivers and their challenges, risks and opportunities; providing knowledge and resources and being the natural point of escalation for issues and opportunities.
• Lead the development of a strategic partnership with Transport for the North and Transport for Greater Manchester, encouraging Atkins to contribute to the clients’ success and developing a sustainable, long term relationship.
• Work with market leads for Highways England and Network Rail to position Atkins for opportunities in the North of England related to the Northern Powerhouse agenda and provide support to account teams also facing transportation clients in West Yorkshire, South Yorkshire and Merseyside.
• As Project Director or Technical Advisor deliver technical projects focused on strategic transport planning, infrastructure programme development, funding or institutional change, focused on the Northern Powerhouse agenda. As a guide it is expected that 40-60% of the role holder’s time will ultimately be directed at project delivery.
• As senior relationship holder with Transport for the North and Transport for Greater Manchester: secure commissions from these clients in line with business strategy through proactive business development and taking responsibility for tender submissions – predominantly as Bid Director; maximise the value of existing frameworks with these clients; and position Atkins for new of replacement procurement routes;
• Assist Practice Directors in coordinating Atkins resources that engage with and face the above set of transportation clients within Transportation and collaborate with the equivalent teams in other Atkins Divisions.
• Work with the overall Atkins Account Director for the Northern Powerhouse to agree and then implement a Business Development (BD) plan for these clients
• Be an ambassador for the business; attending and speaking at relevant events, hosting workshops and generally leveraging opportunities to build greater awareness of Atkins.
• Use CRM to capture all sales opportunities, and proactively use the Dashboards to examine pipeline strength, velocity, win/loss metrics etc.
• Stimulate the client with insights, thought leadership and innovation
• Set appropriate metrics and ensure the highest quality of service is delivered to the clients.
• Achieve all relevant key measures (see below)



Overview

  • Location: Manchester or Warrington
  • Job Title: Client Account Director
  • Salary: Competitive Salary
  • Closed: 8 Jul 2016

Apply For This Job

Upload your CV (optional) Max. file size: 5MB
No file selected