Regional Client Manager (East and East Midlands) - Transport and Mobility Solutions (TMS)
Posted 3 days 6 hours ago by Mott MacDonald
Permanent
Full Time
Academic Jobs
Norfolk, Norwich, United Kingdom, NR1 1
Job Description
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Regional Client Manager (East and East Midlands) - Transport and Mobility Solutions (TMS) Location(s): Newcastle Upon Tyne, GB Cambridge, GB Norwich, GB
Contract Type: Permanent
Work Pattern: Full Time
Market: Transport
Job Ref: 9366
Mott MacDonald is a global engineering, management, and development consultancy with over 20,000 employees across more than 50 countries and 140+ offices.
We work across incredible global industries, delivering exciting work that is defining our future and making an important societal impact in the communities we serve. Our people power our performance - we succeed when they do. With countless opportunities to collaborate, learn, and grow, the possibilities for excellence are as varied as every individual.
Whether you want to grow as a subject matter expert or broaden your experience with roles across our international community, you're surrounded by global specialists who want to combine their expertise and champion you to be your best. As a proudly employee-owned business, we benefit our clients, our communities, and each other, investing in creating the right space for everyone to feel empowered, included, and valued. Whatever your ambition, Mott MacDonald is where people come to be brilliant.
Role Purpose
This is a key role for the TMS Division, critical for building and maintaining close relationships with clients in their Regions, providing a strong pipeline, building a client centric experience, and winning great work for the Division. The Regional Client Managers will undertake these tasks across all TMS clients within their region, no matter what client grouping they are within. This could include national governments and their agencies, National Highways, contractors, developers or local authorities.
The Regional Client Manager for the East and East Midlands will have responsibility for the following areas:
The Regional Client Manager will be accountable to the relevant Principal Client Manager for winning great work, growing the client grouping to maximise opportunity for Mott MacDonald, and be responsible for sales and client satisfaction within their region.
The Regional Client Manager will help in the coordination of client engagement and bidding activities across Mott MacDonald to bring the best outcomes for our clients and ourselves, developing strong collaborative relationships with other Units and Divisions in the region, whether leading or supporting on client relationships and work winning.
The Regional Client Manager will hold other roles for TMS or Mott MacDonald.
Key Headline Responsibilities of the TMS Regional Client Manager:
Accountable to the Principal Client Managers, the Regional Client Managers will be responsible will be:
Internal Stakeholder Collaboration
Regional Client Managers have a wide network of internal stakeholders to collaborate with. Where appropriate Regional Client Managers will work with and support Client Directors for our Platinum Clients, where a client is complex and requires the attention of more than one Mott MacDonald Division or Unit.
Regional Client Managers will be expected to own the client relationships in their region personally, but where appropriate (and with the agreement of the Principal Client Manager) may appoint individual Client Managers to support them. The Regional Client Manager will direct, manage and mentor Client Managers.
The role works across all of TMS's Client Groups (National Government, Contractors, Local Authorities, Private Sector, National Highways) and reports directly to the relevant Principal Client Manager. If escalation of an issue is required (such as when there is conflicting Principal Client Manager requirements) this will be through the Divisional Development Manager.
Key Responsibilities
Regional Client Managers will contribute and support our strategy as key strategic enablers, leading on Mott MacDonald's key client relationships for TMS within their region.
As the primary point of contact, role holders are responsible for the relationships with a client or group of clients within their region.
This is a complex role, combining both operational and strategic challenges, balancing the needs of multiple stakeholders across a Divisional and Group matrix. The ability to prioritise, influence without authority and collaborate is fundamental, substantiated by subject matter expertise and a drive for excellence and results.
Critical responsibilities include:
The successful candidate will be proactive, enthusiastic and passionate about client engagement, customer experience, work winning and delivering great transport solutions that drive robust social outcomes.
Essential academic, professional qualifications and experience:
Select how often (in days) to receive an alert:
Regional Client Manager (East and East Midlands) - Transport and Mobility Solutions (TMS) Location(s): Newcastle Upon Tyne, GB Cambridge, GB Norwich, GB
Contract Type: Permanent
Work Pattern: Full Time
Market: Transport
Job Ref: 9366
Mott MacDonald is a global engineering, management, and development consultancy with over 20,000 employees across more than 50 countries and 140+ offices.
We work across incredible global industries, delivering exciting work that is defining our future and making an important societal impact in the communities we serve. Our people power our performance - we succeed when they do. With countless opportunities to collaborate, learn, and grow, the possibilities for excellence are as varied as every individual.
Whether you want to grow as a subject matter expert or broaden your experience with roles across our international community, you're surrounded by global specialists who want to combine their expertise and champion you to be your best. As a proudly employee-owned business, we benefit our clients, our communities, and each other, investing in creating the right space for everyone to feel empowered, included, and valued. Whatever your ambition, Mott MacDonald is where people come to be brilliant.
Role Purpose
This is a key role for the TMS Division, critical for building and maintaining close relationships with clients in their Regions, providing a strong pipeline, building a client centric experience, and winning great work for the Division. The Regional Client Managers will undertake these tasks across all TMS clients within their region, no matter what client grouping they are within. This could include national governments and their agencies, National Highways, contractors, developers or local authorities.
The Regional Client Manager for the East and East Midlands will have responsibility for the following areas:
- Rutland
- Northamptonshire
- Nottinghamshire
- Lincolnshire
- Bedfordshire
- Cambridgeshire
- Hertfordshire
- Norfolk
The Regional Client Manager will be accountable to the relevant Principal Client Manager for winning great work, growing the client grouping to maximise opportunity for Mott MacDonald, and be responsible for sales and client satisfaction within their region.
The Regional Client Manager will help in the coordination of client engagement and bidding activities across Mott MacDonald to bring the best outcomes for our clients and ourselves, developing strong collaborative relationships with other Units and Divisions in the region, whether leading or supporting on client relationships and work winning.
The Regional Client Manager will hold other roles for TMS or Mott MacDonald.
Key Headline Responsibilities of the TMS Regional Client Manager:
Accountable to the Principal Client Managers, the Regional Client Managers will be responsible will be:
- Responsible for client engagement including touchpoints, sales, achieving net revenue targets, win rate, and assigned business development and proposal budget expenditure.
- Responsible for promoting the full range of MM service offerings and capability through developing knowledge and an effective network within MM through engagement with TMS Market Portfolio Managers, TMS Focus Growth Leads, Practice Leads, and their counterparts across the wider Mott MacDonald community.
- Responsible for developing and executing Client Engagement Plans for target clients aligned to the budget and targets set by the Principal Client Manager.
- Responsible for tracking and responding quickly to changes in their market.
- Responsible for developing relationships with potential partners and selecting the right partner for appropriate opportunities.
- Responsible for working with the Market Portfolio Managers and Principal Client Managers to ensure skills and capabilities are available for the pipeline and plans are in place to reflect future markets.
- Responsible for working with the Principal Client Managers and Market Portfolio Managers to identify and appoint Bid Principals (BPs) and identify Project Principals (PPs) for approval by the Divisional General Manager (DGM).
- Responsible for ensuring the effective handover from bid to delivery teams.
- Responsible for supporting the Principal Client Managers to develop their respective client strategies.
- As appropriate act as a PP, BP, Bid Manager, Technical Expert or Project Manager as required by client / business needs.
Internal Stakeholder Collaboration
Regional Client Managers have a wide network of internal stakeholders to collaborate with. Where appropriate Regional Client Managers will work with and support Client Directors for our Platinum Clients, where a client is complex and requires the attention of more than one Mott MacDonald Division or Unit.
Regional Client Managers will be expected to own the client relationships in their region personally, but where appropriate (and with the agreement of the Principal Client Manager) may appoint individual Client Managers to support them. The Regional Client Manager will direct, manage and mentor Client Managers.
The role works across all of TMS's Client Groups (National Government, Contractors, Local Authorities, Private Sector, National Highways) and reports directly to the relevant Principal Client Manager. If escalation of an issue is required (such as when there is conflicting Principal Client Manager requirements) this will be through the Divisional Development Manager.
Key Responsibilities
Regional Client Managers will contribute and support our strategy as key strategic enablers, leading on Mott MacDonald's key client relationships for TMS within their region.
As the primary point of contact, role holders are responsible for the relationships with a client or group of clients within their region.
This is a complex role, combining both operational and strategic challenges, balancing the needs of multiple stakeholders across a Divisional and Group matrix. The ability to prioritise, influence without authority and collaborate is fundamental, substantiated by subject matter expertise and a drive for excellence and results.
Critical responsibilities include:
- Developing and executing the strategy for regional client relationships to achieve the mandated sales targets including identifying "where to play", "how to win" choices with approval by the relevant Principal Account Leaders
- Developing and delivering Customer Engagement Plans for specific clients.
- Continually reviewing our choices against performance and market changes.
- Developing and maintaining strong and robust client relationships.
- Appointing, directing, managing and mentoring Client Managers.
- Requesting, justifying, and managing the Business Development and Proposal budgets allocated by the Regional Client Manager.
- Developing, growing and maintaining selected client relationships for the Division and wider Mott MacDonald in response to the Divisional and Unit Business Plan and strategy.
- Identifying Opportunities and turning them into Prospects.
- Driving the bidding process, converting Prospects into Projects, ensuring bids are technically and commercially sound.
- Meeting sales targets in line with the Business Plan.
- Running appropriate regional client meetings with client and senior level management involvement.
- Managing the handover from bid to delivery teams (WIN to DO).
- Working effectively with the Principal Client Managers and Market Portfolio Managers to bring the right resources to win and deliver the projects to Clients' satisfaction and meeting Mott MacDonald's profit and contribution targets.
The successful candidate will be proactive, enthusiastic and passionate about client engagement, customer experience, work winning and delivering great transport solutions that drive robust social outcomes.
Essential academic, professional qualifications and experience:
- Demonstrable experience in work winning across a broad client group, such as private sector clients, contractors, local authorities and national transport agencies;
- Demonstrable experience in client account management;
- An established network of industry relationships in the region;
- Demonstrable understanding of wider planning and technical requirements, with a deep knowledge and skill in transport planning, transport modelling or engineering design;
- Demonstrable experience leading teams in your discipline and engaging with clients; and
- Transport Planning or Civil Engineering degree or equivalent. . click apply for full job details