AtkinsRéalis
ClientLead/Director
“Client Lead / Director at AtkinsRéalis. Skills: Client Relationship Management, Account Management, Business Development, P&L Management. Manage the relationship, experience and account. Identify service agnostic opportunities”
What You'll Achieve.
Achieve performance targets for the Client account; Achieve targets for P&L, revenue and account growth; contributing to the Market and Middle East NPS; Achieve a commission win rate in line with the LRP target areas; Proactive manage NPS, Revenue and EBIT KPI’s
Industry & Context.
Conflict & Issue Resolution; Escalation & Conflict Resolution
What They're Looking For.
Must Have
Direct experience in account management, running a successful P&L, client facing and experience roles, client management skills, Proven experience in a client-facing role, managing relationships and accounts, Experience in Profit & Loss management, Skilled in managing complex commercial and contractual elements of account management, Provide oversight and lead fee proposals, ensure fee proposals are competitive and profitable, Lead in targeted Marketing and Business Development, Mentor for top talent
Nice to Have
preferably in the Middle East
What You'll Do.
Manage the relationship
experience and account
Identify service agnostic opportunities
Oversee and manage win work activities
Resolve conflicts with the Client
Act as the single point of contact
Responsible for the performance of the Client account
Develop and maintain a business relationship
Achieve performance targets for the Client account
Collect regular Client Perception and Project Feedback
Support the business in identifying and pursuing new opportunities
Achieve a commission win rate
Identify skills and capabilities required
Provide leadership and demonstrate positive behaviours
Responsible for achieving required contribution to Nationalisation targets
KAM & Client Development activities
Provide weekly feedback and insight
Engage proactively with the Client
Proactively manage NPS
Revenue and EBIT KPI’s
Support Client Value Proposition workshops
Actively participate in the bid process
Provide insights on successful pricing
Manage the bid budget
Identify and engage the correct SME’s
Identify and contribute to the development of risk strategies
Engage in the project review process
Ensure that the best tools
techniques and approaches are utilised
Identify improvements to enhance commercial performance
Advise the Market Director on specific Client risks
Contribute to a quarterly Market risk management plan
Share key trends and future outlooks
Accountability for resolving any conflicts or issues
Responsibility for all projects within the account
Ensure that delivery aligns with contractual commitments
Manage team performance accordingly
Act as a primary point of contact to resolve conflicts
Bring in appropriate subject matter experts
Ensure positive behaviours and responsibilities are encouraged
Lead by example and demonstrate critical behaviours
Identify and drive development and inspire Market resources
Train and develop client account managers
Ensure appropriate succession planning
Oversee and ensure best in class delivery of projects
Contribute to the Market lesson learnt log
Identify areas for improvement
Develop robust and clear action plans
Apply relevant and pertinent lessons learnt
Support the wider Market on incorporating ‘digital’ into services
Assist inclusively in the successful delivery of PDR’s
Ensure the project is successfully delivered
Be the direct client interface
Accountable for the end-to-end leadership
management and delivery
Accountable for successful close out of commercial fee
Accountable for the establishment of the project
Demonstrate care about the well-being of themselves and others
Build and lead whole project delivery teams
Work with the Discipline Leads to secure required resources
Ensure project delivery activity is in line with Company standards
Ensure effective closeout and debrief occurs
How You'll Work.
Team & Collaboration
Collaborate with the Market Director and Capabilities; Collaborate with Marketing and Communications team; Engage with the Win Work team; Provide Peer Review activities for adjacent Capability, Markets and Strategic Programs; Collaboratively develop robust and clear action plans
Communication Scope
Exceptional communication; negotiation; presentation skills
Process & Methodology
project management, timeliness, quality, risk management, project financial performance, scope management, project set up, Work Breakdown Structure (WBS), program development, milestone establishment, scope changes and variations
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