Job Description
Overview
The Client Lead shall be directly responsible for managing the relationship, experience and account for the designated Client in Saudi Arabia. They shall identify service agnostic opportunities for growth, oversee and manage win work activities, resolve conflicts with the Client and act as the single point of contact between the Client and AtkinsRéalis. They will also be responsible for the performance of the Client account from a revenue, EBIT & Net Promoter Score (NPS) perspective as outlined within the Market yearly targets.
The various measurable aspects to this role and associated KPI’s are as follows:
- Client Relationship – Develop and maintain a strong business relationship with the Client, acting as the single point of contact between AtkinsRéalis and Client. Develop, own and coordinate the internal Client Zipper Plan ensuring efficient and appropriate relationships are built at all levels of the Client organisation.
- Account Management & Strategy – Achieve performance targets for the Client account, as aligned with the Market, LRP and Business Plan. This includes achieving targets for P&L, revenue and account growth.
- Client Perception & Project Feedback – Collect regular Client Perception and Project Feedback to monitor client satisfaction, contributing to the Market and Middle East NPS.
- Business Development (cross selling) – Support the business in identifying and pursuing new opportunities to strengthen existing service offerings and service agnostic perspective. This is applicable for the Market, the Middle East and holistically for AtkinsRéalis.
- Win Work Regional Bid Performance – Achieve a commission win rate in line with the LRP target areas.
- Resource Management – Collaborate with the Market Director and Capabilities to identify skills and capabilities required now and, in the future, inputting into ‘strategic resource demand planning’ where appropriate.
- Leadership & Vision (Accountable, Inspiring, Inclusive, Collaborative & Integrity) – Provide leadership and demonstrate positive AtkinsRéalis behaviours Performance defined by team feedback through pulse surveys and other feedback avenues.
- Nationalisation Targets – Responsible for achieving required contribution to Nationalisation targets
Your role
Profitable Delivery
Overall responsibility for the client relationship and management of the account within the Middle East business. This includes but is not limited to:
- KAM & Client Development – KAM & Client Development activities are to be undertaken, with the principal focus of developing a service agnostic, profitable and resilient relationship.
- Bid Reporting – Provide weekly feedback and insight to the Market Director confirming available or upcoming opportunities and outlining recommendations on which bids to respond to.
- Proactive Win Work – Engage proactively with the Client to define opportunities prior to bids being released and incorporate these opportunities into our pipeline tool.
- Revenue Management – Proactively manage NPS, Revenue and EBIT KPI’s associated with the account throughout the year, utilising the financial tools and techniques as defined by the business.
- Capture Planning – Support ‘Client Value Proposition’ workshops & strategy development to align services with client needs (supported by Capabilities).
- Bid Reviews & Bid Drafting – Actively participate in the bid process for opportunities for the Client, either in a Bid Director, Bid Reviewer or contributor role as defined by the Market Director. Develop win themes and provide insights on successful but competitive pricing positions. 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.
- Risk Strategy – Identify and contribute to the development of risk strategies and provide recommendations for relevant approvers.
- Project Review (process) – As required, engage in the project review process and proactive management of commercial performance.
Market Lead – Operational Excellence
The role shall ensure that the best tools, techniques and approaches are utilised to enhance client engagement and experience (supported by Capabilities). Identify improvements to enhance the commercial performance of the account. This includes:
- Market Risk Management – Advise the Market Director on specific Client risks and relevant mitigation plans. Contribute to a quarterly Market risk management plan.
- Market Trends – From your relationship with the Client, share key trends and future outlooks as required to develop a AtkinsRéalis capability to meet the needs of the Client.
- Conflict & Issue Resolution – Accountability for resolving any conflicts or issues arising with Client, including technical, commercial or other, engaging subject matter experts where appropriate.
- Project Delivery Oversight – Responsibility for all projects within the [account to ensure that delivery aligns with the contractual commitments and manage team performance accordingly.
- Escalation & Conflict Resolution – Act as a primary point of contact to resolve conflicts or issues with the Client. This includes resolving technical, commercial or other conflicts, bringing in appropriate subject matter experts when necessary.
Leadership & Management
Ensure positive behaviours and responsibilities are encouraged, developed and endorsed of the following:
- Collaborative Behaviours – Lead by example and demonstrate critical behaviours of accountability, inspiration, collaboration, inclusivity and integrity to foster collective growth and success.
- 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. Specifically, train and develop client account managers and ensure appropriate succession planning.
- Technical Excellence – Oversee and ensure best in class delivery of projects associated with the account.
- Lessons Learnt – Contribute to the Market lesson learnt log to identify areas for improvement and collaboratively develop robust and clear action plans. Apply relevant and pertinent lessons learnt to the Client relationship and account management activities.
- Digital Transformation – Support the wider Market on incorporating ‘digital’ into services to create value propositions.
- PDR & Team Development – Assist inclusively in the successful delivery of PDR’s and career development for resources within the Market (supported by Capabilities).
Project Leadership
- Ensure the project is successfully delivered and be the direct client interface for:
- Accountable for the end-to-end leadership, management and delivery of all aspects of the project. This includes project management, timeliness, quality, risk management, project financial performance and scope management of the projects, in line with the AtkinsRealis methodology.
- Accountable for successful close out of commercial fee and contractual negotiations with the Client and their representative.
- Accountable for the establishment of the project, including resourcing from Delivery Centres and Offices, project set up, Work Breakdown Structure (WBS), program development, milestone establishment, scope changes and variations.
- Demonstrate care about the well-being of themselves and others, through actively participating in and driving OHS activities.5.
- Build and lead whole project delivery teams and work with the Discipline Leads to secure required resources.
- Ensure project delivery activity is in line with Company standards and client expectations.
- Ensure effective closeout and debrief occurs with Client, Client Relationship Executive (CRE), People Manager and Project Manager
Key Interfaces (Others)
- Marketing and Communications – Collaborate with ‘Marketing and Communications’ team to develop tailored Client presentations and marketing materials.
- Growth & Sales Team – Engage with the Win Work team to ensure accurate pipeline forecasting, CRM management and account management strategies.
- Peer Review – As required, provide Peer Review activities for adjacent Capability, Markets and Strategic Programs.
- Performance Feedback (service levels) – As required by the Market Director, communicate client perception and project feedback on Market performance – deliverables, people, financial - positive or negative (integrity).
About you
- Direct experience in account management and running a successful P&L
- Background with client facing and experience roles
- Degree in a related discipline (engineering or equivalent) and/or Minimum 10* years’ experience in a senior role.
- Strong client management skills and be able to sustain and drive profitable growth for AtkinsRéalis.
- Proven experience in a client-facing role, managing relationships and accounts, preferably in the Middle East.
- Experience in Profit & Loss management.
- Exceptional communication, negotiation and presentation skills.
- Skilled in managing complex commercial and contractual elements of account management.
- Provide oversight and lead fee proposals and ensure fee proposals are competitive and profitable based on their extensive experience.
- Lead in targeted Marketing and Business Development.
- Mentor for top talent.
Rewards & benefits
Explore the rewards and benefits that help you thrive – at every stage of your life and your career.
This includes:
- Tax-free salary.
- Life insurance coverage.
- Medical insurance.
- Annual leave balance.
- Company gratuity scheme.
- Discretionary bonus program.
- Annual flight contribution.
- Transportation & housing allowances.
- Employee Wellbeing Program: 24/7 access to specialists in finance, legal matters, family care, personal health, fitness, and nutrition..
About AtkinsRéalis
We're AtkinsRéalis, a world-class engineering services and nuclear organization. We connect people, data and technology to transform the world's 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. We're committed to leading our clients across our various end markets to engineer a better future for our planet and its people.
Find out more.
Worker Type
Employee
Job Type
Regular
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.
