Market Director Rail & Transit

Atkins Realis Group

Profitable Delivery

• Bid Reviews & Bid Drafting Undertake the role of Project Director and/or Market Director during the bid process and manage the bid process in its entirety. Develop win themes and retain responsibility for successfully pricing projects. 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.
• KAM & Client Development KAM & Client Development activities are to be undertaken with a primary focus on the Market (secondary focus being alignment and support to other Markets and Accounts). This is to be service agnostic, and the principal focus is in developing profitable and resilient Client relationships. Accounts will define best practice and support selection of client account managers (training and development).
• Bid Reporting Provide weekly feedback and insight confirming available opportunities and outlining decisions on which bids to respond to.
• Proactive Win Work Engage proactively with clients to define opportunities prior to bids being released and incorporate these opportunities into our CRM and future opportunities pipeline.
• Revenue Management Proactively manage Revenue and EBITKPI s throughout the year utilising the financial tools and techniques as defined by the business.
• Capture Planning Lead Client Value Proposition workshops &strategy development to align services with client needs (supported by Capabilities).
• Working at Risk Responsible for the development of working at risk strategies and provide recommendations for relevant approvers.
• Starting the Job Right Responsible and Accountable for the implementation of successful project start up including but not limited to Project Risk Management, Stakeholder Management and Project Management plans.
• Project Review (process) Lead project review process and proactive management of commercial performance.

Market Lead Operational Excellence

Market Director Rail shall ensure that the best tools, techniques and approaches are utilised across your Market (supported by Capabilities). Identify new ways of working where required that will improve the commercial performance of your Market. This includes:

• Process & Procedures Define, administer and develop Market specific tools and techniques. Ensure clarity on the process, its application and the relevant training and communications to ensure compliant adoption throughout the Market.
• Market Risk Management Advise the business on Market risks and the relevant mitigation plans. Create a quarterly Market risk management plan and issue to key leaders and stakeholders within the business.
• Market Trends Identify, through either direct relationships analytical tools, key trends within the Market and provide specific action plans as required to develop AtkinsR alis capability to meet the needs of the Market.
• Project Delivery Oversight Accountability and Responsibility for all Market projects and clients to ensure that delivery aligns with the contractual commitments and manage team performance accordingly.

Leadership & Management

Establish and develop the overall behaviours for success within the Market. Ensuring positive behaviours and responsibilities are encouraged, developed and endorsed in the management of the following:

• Organization Design & Operating Model Collaboration with the Strategy & Transformation Team (Responsible) to review, develop and approve any adjustments to the Market operating model. This is inclusive of organization design, organisation interface definition and assignment of roles and responsibilities.
• Collaborative Behaviors Lead by example and demonstrate critical behaviors of accountability, inspiration, collaboration, inclusivity and integrity.
• Learning & Development Identify and drive development and inspire the Market resources in line with both the organization goals and the career aspirations of the individuals.
• Market Team Budget & Deployment Deliver the operational oversight and management activities in line with the Budget provided by the SVP Infrastructure Market. Ensure the team is appropriately sized to achieve EBIT and utilization targets.
• Training Identify and if required deliver Market based training to improve the capability of the wider business as required.
• Technical Excellence Oversee and ensure best in class delivery Market projects.
• Lessons Learnt Retain and develop a lesson learnt log across the Market activities. Identify areas for improvement and collaboratively develop robust and clear action plans. Communicate pertinent lessons learnt to the business.
• Digital Transformation Focus on the incorporation of digital it services to create value propositions.
• PDR & Team Development Define and assist inclusively in the successful delivery of PDR s and career development for resources within the Market (supported by Capabilities).

Key Interfaces (Others)

• Marketing and Communications Develop a Market specific Marketing and Communications Strategy outlining what approach is to engage with the wider Market to drive AtkinsR alis business performance.
• Thought Leadership Produce thought leadership articles and papers in alignment with the Market Marketing and Communications Strategy.
• Peer Review As required provide Peer Review activities for adjacent Capability, Markets and Accounts.
• Performance Feedback (service levels) Communicate to business feedback on Market performance deliverables, people, financial - positive or negative (integrity).

Key Performance Indicators

• Market Strategy Market performance aligned with LRP, Business Plan and proposed targets specific to Rail. This includes achieving targets for P&L, EBIT and Headcount.
• Win Work Regional Bid Performance Achieve commission win rate of over 50% on bids submitted in line with the LRP target areas.
• Business Development (cross selling) Support the business strategies for identifying new clients and or market opportunities both Cities and Communities and holistically for AtkinsR alis.
• Resource Demand Management of resources specific to the Rail Market providing leadership in recruitment, retention and performance. Ensure Rail resource is managed in line with the Overhead budget as provided during the business planning cycle. Support the strategic resource demand planning Capability resources for cross business allocation.
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