Divisional Business Development & Sales Director

Atkins Middle East

Dubai, UAE

Ref: HP331-1918

Job description / Role

Employment: Full Time

Atkins has been providing infrastructure planning, engineering, construction, environmental consulting, urban planning, architecture, and program management services across the Middle East.

Atkins seeks an energetic and highly motivated self-starter to join our Atkins Design & Engineering Unit as the Business Development & Sales Director. In this role, you will develop and implement business development and sales (BD&S) activities to maintain and expand the firm's participation in divisional opportunities throughout Middle East, with a focus on strategic programs and projects as well as creating business opportunities that ultimately result in meeting the established sales targets.

- As a full time member of the Division's leadership team, participates in the development of strategic and/or operational plans for the Atkins Design & Engineering Unit and implements accordingly. Develops and implements the Divisions sales plan consistent with Atkins' strategic and BD&S plans, assists in identifying new opportunities and positioning Atkins to capitalize on those opportunities to achieve sales targets for the Division. Plays a major role in new work identification and pursuit, working with the Atkins BD&S team, Client Account Managers, and Project Directors/Managers. Participates in no/go reviews of divisional pursuits.
- Provides input to Divisional Managing Director and BD&S Team regional business development directors on opportunities, legislative/political developments, competitors, key client trends, funding trends, marketing/branding, and other related issues that may have an impact on the Divisions success. This may include, but not be limited to, recommendations for services, key opportunities/pursuits, participation on specific conferences, marketing/branding, and/or unique client relationships.
- Leads in effectively positioning the divisional for key client opportunities, gathering market and client intelligence, (clients/ programs/projects) to expand participation with existing clients, penetrate geographic markets and maintain a competitive advantage leading to winning contracts that are aligned with the FBU strategy.
- Coordinates/Collaborates extensively with the Divisional Managing Director and the Country Managers to develop and manage the overall Sales budgets for the Division.

Key Responsibilities

Day-To-Day Responsibilities

- May serve as a Client Account Manager for key clients of the Division. Responsible for working with other Client Account Manager to oversee development and implementation of Client Account Manager plans.
- Assists with the preparation, provides review and approval, and manages the Divisional budget for BD&S activities; develops annual projections of BD&S expenditures, and revenue based on opportunity pipeline
- Explores business opportunities with new clients and areas, working closely with the Divisional Team as well as Client Account Managers and other key Atkins staff; identifies new project prospects, screens project opportunities, and schedules contacts, visits, information gathering and follow-up.
- Coordinates and reviews all aspects of proposal development with the Proposals Team, Divisional staff, and technical professional staff, and Marketing/Communication personnel, including proposal strategy, pursuit strategy and team composition.
- Develops and executes teaming agreements with strategic partners on behalf of the Division, working collaboratively with the Atkins' BD&S Director.
- Responsible for Customer Satisfaction Surveys and Reporting for the Division.
- Foster client recognition through participation in awards competitions, in conferences and technical paper presentations with the client's staff.
- Assists with opportunity presentation strategies, support materials and visuals; coordinates and critiques rehearsals and presentations.
- Actively engages members of the Divisional and Technical teams to stay abreast of key technical and business trends generated from ongoing client and project activities. Leverages information gathered to support development and evolution of sales and marketing strategies to advance marketing positioning.
- Participates in the development, planning and implementation of Divisional marketing and branding initiatives with the Marketing/Communications team; participates in selective industry associations and community/civic activities in a leadership role, and helps drive Division thought leadership efforts.

Decision Making Authority

- GAM B authority is associated with this position.
- Communications and Working Relationships
- Coordinates/Collaborates extensively with the Divisional Managing Director and the Country Managers to develop and manage the overall Sales budgets for the Division.

Requirements

Requirements

Education and Experience

- Bachelor's degree, preferably in engineering plus 15-20 years' relevant experience and proven track record in business development and sales, with emphasis in the Federal Sector.

Special Skills

- Excellent interpersonal skills plus written and oral communications skills are essential. Outgoing, self-starter with innate sales orientation, optimism and drive; good organizational skills. Background in Federal consulting is required. Experience identifying, pursuing, and winning major pursuits in more than C$25M is highly desired.

Professional Registrations

- Professional registration in field of practice is required, if available.
- General Competencies expected of all Professionals and Managers are as follows: Client Service, Commitment, Communication, Innovation & Continuous Improvement, Professionalism, Quality, and Teamwork

Rewards & Benefits

We offer an excellent package which includes:

- A competitive salary
- Annual leave
- Flight allowance to point of origin
- Accommodation allowance
- Transportation allowance
- Medical and life insurance cover
- Company gratuity scheme
- Discretionary bonus scheme
- Employee Assistance Programme - 24 hour free advice on financial, legal and family care specialists and also access to personal health, fitness and nutrition consultants.

SNC Lavalin's Atkins business is one of the largest multidisciplinary, multi sector engineering design consultancies in the world and is part of the SNC Lavalin Group.

Atkins has been established in the Gulf for over 40 years, having first carried out design and supervision commissions in the Gulf area in 1967. The regional head office (Dubai) was established in 1979. In July 2017, Atkins was acquired by SNC Lavalin and so it is now part of larger global group that can support the full range of project delivery, from inception to construction and final operation.

As one of the world's most respected design, engineering and project management consultancies with a leading track record in the defence sector, Atkins are ideally placed to respond to this market. We have a broad establishment and proud, 50 year history throughout the Middle East region

We provide a full range of design, engineering and project management services for buildings, transportation and other infrastructure programmes.

Atkins in the Middle East now employs around 2,000 staff serving Gulf clients across all market sectors from offices in Abu Dhabi, Al Ain, Doha, Dubai, Jeddah, Kuwait City, Manama, Muscat, Riyadh, and Sharjah.

About the Company

Atkins is one of the leading providers of professional, technology based consultancy and support services to the industry, commerce and governments in all of the worlds major economies. With over 17,000 staff operating in Europe, the Middle East, Asia Pacific and the Americas, Atkins has a broad range of skills and resources and provides Clients with a comprehensive service throughout the entire life cycle of the projects in the built environment.

We aim to be the international first choice supplier of technical and integrated services. Shaped by our customers' needs, our vision is to:

  • focus on quality
  • seek world class design and excellence
  • strive to add value
  • be flexible to the evolving needs of a changing society

Atkins first carried out design and supervision commissions in the Gulf area in 1967. From its regional head office in Dubai, U.A.E. Atkins Middle East now employs over 2000 staff located in Dubai, Abu Dhabi, Sharjah, Oman (Muscat ), Qatar (Doha) Bahrain (Manama), Kuwait (Kuwait City) and India (Bangalore).

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