AtkinsRéalis
Business Development Director
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Job Description
Purpose
Early and strategic engagement across the transportation sector is a key part of how we gather intelligence and feedback that help us position for services and opportunities, and also cement our reputation with clients and stakeholders.
The transportation sector is seeing unprecedented change. With the renationalisation of the railway and creation of GBR and greater devolution of transport powers to Metro Mayors and Combined Authorities, this is a generational shift in our client and stakeholder landscape affecting rail and local transport in particular but also strategic highways wi
Engaging and shaping our relationships with Network Rail, DfTO, Mayors – including shaping policy and opportunities for us to engage – is a key part of how we win work. Reinforcing our reputation and gathering feedback are key strategic elements of our win and deliver work cycle.
Role Accountabilities
The role will be accountable for a team of 3 Business Development Managers – each of them assigned to the three Transportation Sectors of Rail, Local Transport.
Priority responsibilities
- Develop and maintain an annual BD plan including conferences, thought leadership, key client focused messaging – working closely with GCM to have a single and aligned BD and GM
- Develop and maintain strategic senior level relationships across the transportation industry, focusing on Rail Reform across NR, GBR, DFTO, ORR, RSSB
- Develop and maintain strategic senior level relationships with Combined Authorities, SNTBs including UTG
- Work closely with Market and Client Directors to agree the rolling programme of Business Development activities including conferences, thought leadership, case study development to support the win work pipeline
- Work closely with the Managing Director, Transportation
- Responsible for the NPS programme across Transportation – proactively engaging with clients and client directors to ensure a) programme of NPS surveys are completed and b) meaningful action plans are put in place that respond to feedback
- Identify opportunities for Business Development and proposal development – sharing intel and working closely with Client Directors to open new doors and opportunities
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Enabling responsibilities
- Support the generation, agreement and delivery of market strategies and growth plans for the regions
- Support the generation of KAM plans and zipper plans
- Support regional teams in identifying and pursuing major and strategic bids including inter alia; driving cross-transportation and cross-UK&I collaboration to develop compelling value propositions
- Work closely with the Government Relations team to position us strongly within the Transportation sector during this period of significant change
- Provide advice and insight into how we should maximise the bang from our book from BD and Marketing activities
- Deliver insightful intel, analysis and research into clients, competitors, partners, opportunities and market trends
- Engages with senior client stakeholders to shape demand and position AtkinsRéalis as a trusted partner.
- Builds strong relationships with internal stakeholders across regions, sectors and functions.
- Works collaboratively with global marketing and communications activity, ensuring alignment to clients and opportunities.
- Monitors performance against KPI’s and implements corrective actions where needed
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Key Performance Indicators
- Transportation BD Plan to support delivery of pipeline and Vision 35
- Refreshed zipper plans for the top 20 clients in Transportation – ensuring we shape relationships with future clients and influential stakeholders during this time of transition
- Supporting must wins through BD activities e.g. thought leadership
- NPS Programme and Feedback loop established
Person profile
Essential requirements
- Knowledge of the Transportation marketplace, and commercial and competitive environment
- Excellent stakeholder management and influencing skills at senior levels
- Experience working in a matrixed, environment
- Sharp focus on opportunity and the ability to develop out conversations into ideas and proposals
- Experience working within complex relationships within the transportation sector
- Excellent communicator and strategic thinker
- Flexible and adaptable regarding varying scope and workload
- Willing to travel nationally.
Desirable requirements
- Experience of developing strategic engagement plans to support projects or new propositions
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.
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