Market Client Framework Director Digital Services

Job Description

Overview

An exciting opportunity has been created within the Strategic and Regional Highways Market Team to lead our business development work winning and the framework leadership across our National Highways (NH) Digital Services portfolio including frameworks such as the Information Technology Commercial Framework (ITCF)the Operational Technology Commercial Framework (OTCF) and CCS framework. This will include leading on many of our critical Must Win opportunities and driving performance on key projects within the Transportation UK&I Business Unit.

As the accountable leader for a portfolio of frameworks you will lead client engagement and an extended account team from across the UK business responsible for ensuring delivery teams consistently deliver to our clients with excellent levels of service whilst also delivering expected commercial outcomes.

You will lead engagement across the Digital Services Directorate along with a broad array of stakeholders partners and third-party supply chain partners including SMEs bringing innovation in our offer and delivery to differentiate ourselves.

You will lead and continue to develop our existing team aligned to deliver the targeted market potential increasing market share ensuring annual financial performance commitments are met including delivery of the portfolio margin and delivering on internal and external supplier commitments. Clear management of the pipeline of opportunities and ability to plan and secure resources to support upcoming bids will be an integral part of the role in order to secure future growth for the business.

Your role

Growth Strategy & Market Leadership

• Develop and implement Strategic and Regional Highways win work and growth strategies aligned to UK&I and Transportation Business Unit objectives.
• Work closely with Market Directors Operations Directors Client Directors and Service Leads to translate strategy into executable win plans and campaigns.
• Maintain a forward-looking understanding of policy funding client priorities and market trends affecting strategic and regional highways.
• Explore and develop the Strategic and Regional Highways interface with GTC Win Work to identify resources and build capability and support for Strategic Bids and Pursuits.

Strategic Bids & Pursuits

• Act as the focal point for major Strategic and Regional Highways bids and pursuits providing leadership governance and assurance.
• Lead or sponsor high-value and strategically important opportunities shaping win strategies and value propositions.
• Drive consistency and quality through standardised UK&I win work tools processes and commercial governance.
• Ensure connectivity with the Transportation Win Work function supporting the development of and utilization of win work processes procedures and bid materials to deliver consistently high-level submissions.
• Lead the Strategic and Regional Highways Strategic Bid Teams to oversee a programme of capture planning and bidding of major Strategic and Regional Highways bids.

Client Value Propositions & Engagement

• Shape compelling differentiated client value propositions tailored to Strategic and Regional Highways clients and programmes.
• Support senior client engagement positioning AtkinsRéalis as a trusted strategic advisor.
• Oversee Client Account Management approaches to drive repeat business and long-term relationships.

Marketing Communications & Profile

• Support Strategic and Regional Highways marketing thought leadership and external communications activity.
• Act as an ambassador for AtkinsRéalis at industry events conferences and forums relevant to Strategic and Regional Highways.
• Support the development of insight-led campaigns aligned to sector and service plans.

Partnerships Innovation & Commercial Models

• Identify and develop strategic partnerships that enhance capability market access and competitiveness.
• Champion innovation in service delivery digital solutions and commercial models relevant to Strategic and Regional Highways.
• Support the identification and exploitation of intellectual property and repeatable solutions.
• Work with Market Director and Client Directors to support the development of commercial models to support growth.

Leadership Governance & Performance

• Provide leadership across win work teams fostering collaboration accountability and high performance.
• Monitor and report pipeline win rates and performance metrics driving continuous improvement.
• Coach and develop colleagues to strengthen work-winning capability and commercial acumen.

About you

• In this role you will operate as NH Client Framework Director (Digital Services) for the AtkinsRéalis Transportation business reporting to the Transportation Market Director for Strategic and Regional Highways. The role of the Client Framework Director is central to the growth ambitions of the Transportation Business Unit.
• The opportunity exists to strengthen and grow our workshare by targeting new opportunities diversifying our services improving our bid success and driving better commercial outcomes. We have a strong legacy of successful client-focussed delivery and the role requires this to be further developed by supporting NH in tackling the challenges arising from managing aging assets complex system interfaces whilst embracing new services enabled through automation data analytics and technology and achieving their customer service goals.
• As the Client Framework Director you will be responsible for setting our growth strategy for the NH Digital Services account. A key success factor for this role will be to increase our addressable market share against changing budgets through true Client intimacy strategic leadership expanding our portfolio measurably improving our revenue whilst reinforcing our brand and client relationships. We aspire to be the supplier of choice to our clients operating in the top 3 in every key account.
• The role will require the development of a focussed account plan for the Client and the framework that delivers on our ambition. As a senior leader in the business youll be responsible for creating a network and culture within AtkinsRéalis that understands the market and client needs and is accountable for winning and successfully delivering work by leveraging the wider AtkinsRéalis group service lines and capabilities.
• Having a solid domain knowledge of NH IT infrastructure and operational technology and how they relate to providing service to NHs wider supply chain partners delivery and ultimate customer experience will be a distinct advantage. Experience of transportation and/or National Highways Operational Technology will further enhance the roles ability to successfully deliver growth.
• This role will require a significant proportion of time based across our key offices in the UK along with those of our Client and partner organisations to ensure relationships are developed and strengthened to support successful delivery of tenders and programmes of work.

Key Responsibilities

Leadership

• Accountable for driving opportunity to meet budget targets.
• Responsibility for growth and development of a strong client focussed and performance orientated account team.
• Act as a key internal influencer ensuring alignment between strategy delivery excellence and client outcomes.
• Grow and develop the capability in our Global Technology Centre to support the framework.
• Be an ambassador for the business; attending and speaking at relevant industry events developing alliances and partnerships and generally leveraging opportunities to build greater awareness of AtkinsRéalis and improve our standing and reputation.
• Provide strong visible leadership in our offices and with clients.
• Be an advocate and role model of our corporate values ethics and governance guidelines.

Win Work

• Long middle and short horizon identification of new opportunities for the framework setting out the winning strategy.
• Responsible for developing a clear pipeline of opportunities using strategic insights to enable informed Go-No-Go decisions to develop a clear programme of bidding securing resources to support delivery of successful bids.
• Owning the tender development (storyboard key win themes consistency of narrative) and commercial strategy for key opportunities.
• Design develop implement and manage commercial strategies to improve our market share including executing winning pricing plans.
• For significant tenders lean in to lead draft and critically review quality submissions to ensure consistency improved quality scores and demonstrable improvement to P-Win.
• Develop new client value propositions in areas of customer climate adaptation an ageing highways asset energy transition and ensuring our data and technology skills differentiate us.
• Understand and position for the future opportunities to improve AtkinsRéalis probability of winning tendered opportunities.
• Track and communicate bid loss rationale and tender feedback ensuring these areas are improved for future competitions.

Deliver Work

• Delivery of the financial performance in line with the 5-year plan and annual P&L targets.
• Drive efficiency by ensuring that our framework processes are fit for purpose and administration is minimised. Identify and implement improvements to reduce waste cost and time for how we win and deliver work in the framework.
• Develop and execute a plan that supports the wider shift towards increasing use of automation.
• Build and maintain strong internal networks understanding where technical expertise across the organisation can easily accessed and leveraged for pursuits.
• Foster strong and trusting relationships with partners supply chain and SMEs to ensure high quality delivery and tender submissions.
• Accountability and responsibility for resolution of commercial issues.

Key Attributes

• A knowledge and awareness of the UK transportation market ideally having worked within the Highways sector.
• An appreciation of NH IT and technology systems from an operational delivery perspective.
• Demonstrable track record in development and execution of business growth strategies.
• Performance and results driven with demonstrable commercial acumen with a practical approach to driving business growth continuous improvement and work winning.
• Collaborative team player.
• Commercially astute being able to define and execute commercial negotiations with both clients partners and supply chain partners - both within a win work and delivery environment.
• Balances commercial outcomes and long-term client value.
• Strategic mindset setting out a growth strategy and executing it.
• Leading by example and when under pressure bringing clarity and direction to account teams. Ability to prioritise and meet deadlines during tenders.
• Balances the pressures of client-facing framework management and work-winning activities.
• Capable of leading and growing a sustainable portfolio of opportunities and projects.
• Proven ability of a commercial mindset to identify opportunities for innovation and new customer value propositions.
• Builds strong trusted relationships at all levels of the client organisation.

Rewards & benefits

Explore the rewards and benefits that help you thrive at every stage of your life and your career. Enjoy competitive salaries employee rewards and a brilliant range of benefits you can tailor to suit your own health wellbeing financial and lifestyle choices. Make the most of a myriad of opportunities for training and professional development to grow your skills and expertise. And combine our hybrid working culture and flexible holiday allowances to balance a great job and fulfilling personal life.

Be rewarded. Find out more.

About AtkinsRéalis

Were AtkinsRéalis a world-class engineering services and nuclear organization. We connect people data and technology to transform the worlds infrastructure and energy systems. Together with our industry partners and clients and our global team of consultants designers engineers and project managers we can change the world. Were committed to leading our clients across our various end markets to engineer a better future for our planet and its people.

Find out more.

Additional information

Security clearance

This role may require security clearance and offers of employment will be dependent on obtaining the relevant level of clearance. If this is necessary it will be discussed with you at interview. The vetting process is delivered by United Kingdom Security Vetting (UKSV) and may require candidates to provide proof of residency in the UK of 5 years or longer. If applying to this role please do not make reference to (in conversation) or include in your application or CV details of any current or previously held security clearance.

We are committed to creating a culture where everyone feels that they belong - a place where we can all be ourselves thrive and develop to be the best we can be. So we offer a range of family friendly inclusive employment policies flexible working arrangements and employee resource groups to support all employees. As an Equal Opportunities Employer we value applications from all backgrounds cultures and ability. As a Disability Confident Leader we are committed to offering an interview to all applicants who have a disability and meet the essential criteria. If you would like to be considered under this commitment please let us know at the application stage.

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Worker Type

Job Type

At AtkinsRéalis we seek to hire individuals with diverse characteristics backgrounds and perspectives. We strongly believe that world-class talent makes no distinctions based on gender ethnic or national origin sexual identity and orientation age religion or disability but enriches itself through these differences.