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Client Manager - Future Borders

R-045250
  1. London
  1. Security, aerospace & defence

Client Manager - Future Borders

Atkins have ambitious growth plans in their Security, Intelligence and Government (SIG) market and are looking for a Client Manager to join a dynamic team in their Future Borders initiative.

The Future Borders campaign is responsible for driving sales growth in this exciting market. Drawing on experience across the Atkins business we are targeting UK Government clients to support change programmes and deliver innovative solutions. Our thought leadership is creating an impact and improving the Atkins Brand, and we need to build on this to deliver improved campaign plans around key pursuits.

This enthusiastic individual will help shape the campaign and drive growth for the business. Working closely with the Client Director, wider Sales and Marketing leadership team and delivery teams they will be responsible for winning work, overseeing inflight work and supporting wider business growth through our people. 

They will also have the opportunity to contribute to strategy and the wider development of the Atkins brand.

Your purpose

The three key responsibilities areas would be:

  • Win Work the client manger will lead on client relationships, opportunity creation and shaping, pipeline development, and strategic pursuits.
  • Deliver Work, the client manager will oversee delivery within their assigned accounts, ensuring customer requirements are met and Atkins growth aspirations fulfilled.  
  • People focus, the client manager will inspire through leadership, demonstrate integrity and customer focus and contribute to a high-performance environment. They will demonstrate sales and business development behaviours, engaging and involving teams in the wider business, helping them to develop their careers.

Win Work

The Client Manager should have sales or delivery experience in Borders. Be a visible and active leader of Win Work activity and will be used to developing opportunities from the earliest stages through to contract win, signature and delivery. They will have a track record in business development in the Government Borders sector (preferably with a working knowledge of Government frameworks), often growing accounts from minimal track record.

The Client Manager may also bring a track record of delivery in relevant accounts.

Requirements and responsibilities include:

  • Creating a high performing team that is client and sales focussed, creating and shaping opportunities with potential clients and driving the pursuit to a successful sale.
  • Creating and developing Director and Deputy Director level relationships with customers, establishing a personable but delivery focused rapport.
  • Obtaining and conveying a deep understanding of border processes and technology, embedding it into marketing material and proposals.
  • A thorough understanding of people and cargo border transactions and risks.
  • A good knowledge of physical and digital identity systems.
  • Forming a deep understanding of our clients and their business, such that we can move up the buy-sell hierarchy and become trusted partners to our clients.
  • Horizon scanning to understand current and future trends.
  • Driving customer focus in pursuit planning, colour reviews (eg black, pink, red, gold).
  • Leading bid responses and developing attractive technical and commercial propositions
  • Building a medium and long term pipeline.
  • Prioritising personal and team sales activity.
  • Using Miller Heiman and SPIN methodologies to plan and execute sales activity (training provided).

Deliver Work
The Client Manager will have overall accountability for performance in their accounts. They will work closely with the relevant people to organise and manage delivery, while maintaining a visible presence with the customer.

Requirements and Responsibilities include:

  • Working closely with delivery teams and overseeing assignments, monitoring delivery of work won, supporting the delivery team, creating a client focused culture.
  • Monitoring and escalating risk and issues through the Client Director.
  • Provide Management Information against KPI’s to the account team for monthly and quarterly reporting.
  • Working with senior delivery staff on strategic assignments, providing support and commercial direction as required.
  • Hold delivery teams to account for delivery to the outcomes desired by our customers, ensuring that we create credibility, trust and repeat business through a client and outcome focus.

People Focus

Success at Atkins is delivered through creating collaborative teams that work to deliver compelling bids and outstanding projects for our clients. The Client Manager has responsibility to lead from the front in their account area and clients, fostering collaboration and an inclusive approach.

Requirements and Responsibilities include:

  • Playing a full part in a high-performing sales driven account team, driving the delivery teams to focus on customer requirements and seek new opportunities.
  • Communicating to staff and other key stakeholders to develop confidence and understanding in the account strategy and future potential, including as appropriate: our clients’ needs, challenges and opportunities, and Atkins client strategies, growth initiatives, pipeline, major opportunities and key client engagements.
  • Engage with and care for the wider market team, and wider, contributing to their career development and creating an engaging and positive place to work.
  • Demonstrate and exemplify Atkins culture and behaviours.

Flexible working

Atkins recognise that there are many well qualified people who are looking to further their career, but who cannot commit to full time employment.

We support flexible working arrangements and are interested to discuss how we can accommodate individual requirements

Diversity & inclusion

ATKINS, part of the SNC Lavalin Group, is committed to having a diverse and inclusive workforce. As an Equal Opportunities Employer, we value applications from all backgrounds, cultures and ability.

Security

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.

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.

#LI-ADST #LI-UK #LI-ATKINS

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Client Manager – Central Government and Law Enforcement

Salary

Location

London

Job Type

Flexible Working

Full Time

Category

Permanent

Brand

Atkins

Market

Security, aerospace & defence

Career Area

Business development

Location

London

Description

Atkins, part of the SNC-Lavalin Group, is one of the world’s most respected design, engineering and project management consultancies.Our Aerospace, Defence, Security and Technology (ADS&T) Business wo

Reference

R-043284

Expiry Date

12/24/2020

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