Key Performance Indicators

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 with Facilities Management to strengthen existing service offerings and service agnostic perspective. This is applicable for Facilities Management, the Middle East and holistically for AtkinsRéalis.

Win Work Regional Bid Performance – Achieve a commission win rate of over 30% on number of Bids/Quotations submitted to the Client, 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 (as prescribed by HR).

Nationalisation Targets – Responsible for achieving required contribution to Nationalisation targets, as set by Market Director for the Market to ensure continued business operations and ICV (In Country Value).

Key Responsibilities

Profitable Delivery

KAM & Client Development – KAM & Client Development activities are to be undertaken, with the principal focus of developing a service agnostic, profitable and resilient relationship with client.

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 client to define opportunities prior to bids being released and incorporate these opportunities into our CRM and future opportunities pipeline.

Revenue Management – Proactively manage NPS, Revenue and EBIT KPI’s associated with the client 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 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.

Working at Risk – Identify and contribute to the development of working at 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

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 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 client 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

Desired Candidate Profile

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. Direct experience in account management and running a successful P&L. Background in Facilities Management preferably client experience. Engineering Degree and Minimum 20 years experience. Arabic speaker