The Client Director will work with the Business Development Director to agree key customers to focus on shaping opportunities and targets to be delivered in any year and promote Serco Defence as a recognised quality and reliable service provider with prospective clients and stakeholders.
The Key purpose of this role is to support, shape, pursue and deliver profitable business opportunities in the Defence sector, supported as required by regional and global sector subject matter experts, making sure we enhance Serco`s relationships with all stakeholders across all of his/her customer base and ultimately achieve and surpass assigned New Business revenue and profit targets.
Key Accountability
-Develop, shape, pursue and deliver profitable business opportunities in Qatar and other GCC countries, supported as required by regional and global Defence sector subject matter experts;
-Manage the business life cycle process and the control of all documentation including Salesforce management
-Manage Salesforce account management data and assist in the preparation of OFR and monthly reports
-Accountable for achieving and surpassing assigned New Business revenue and profit targets
-Responsible for developing and/or enhancing Serco`s relationships with high level and stakeholders across all related customer base
-Fill the pipeline with qualified opportunities to achieve both the short, and long term company`s aspirational growth
-Work closely with the bid engine to ensure a timely and quality submissions of all concerned bids
-Develop and maintain account plans for all major customers
-Contribute towards Serco-wide corporate governance/good practice development.
-Adopt a culture and way of working that embeds Serco`s Governing Principles and ensures that the way in which we treat our, people, customers and stakeholders adheres to our Code of Conduct.
-Understand local laws and government procurement process, including nationalisation
-Ensure a proper coordination is maintained with the UKTI offices
-Interface with the Sector Contract Directors to understand and help develop growth opportunities within existing contracts.
Strategy and Plans
-Play a significant role in the development of the Defence sector strategy;
-Work with the BD Director to develop, own and implement plans that will deliver business strategy to maximum effect;
-Work with Defence Sector experts and the bid team to develop winning value propositions.
Growth and Financials
-Collaborate with Serco`s support functions to ensure effective financial management is in place to achieve turnover, profit and cash targets and to meet legal requirements;
-Support the growth of all in region businesses by effective communication, teamwork and transfer of knowledge and capability;
-Work closely with the Business Development Director and the commercial team to close deals.
Customers and Markets
-Lead in the development of a network of relationships with key customers, potential customers, partners and stakeholders to anticipate and meet customer`s existing and future needs and enhance Serco`s reputation;
-Collaborate with the operating units to ensure the business delivers a level of service and added value that fosters the development of long-term partnering relationships;
-Ensure the optimisation and utilisation of all facilities and assets to deliver the best value to the customer;
-Work with colleagues to develop operational good practice, exploit potential synergies and economies of scale, and promote cross-selling opportunities.
Sector Relevant Competence
-Maintain a technical understanding of the Defence Sector including knowledge of new technologies and opportunities in the sector and where Serco may be able to gain a competitive advantage;
-Lead the development of the team`s technical competence, ensuring this is up to date and relevant to the current and prospective customers businesses.
Desired Skills and Experience
Essential qualifications
-Bachelor`s degree or another relevant discipline in a broad business discipline; eg. MBA
Essential technical and professional skills and knowledge
-Must have prior experience of working and living in GCC.
-Arabic language skills are highly desirable.
-Good understanding across all functions to ensure appropriate levels of performance and challenge.
-A pervasive knowledge of business organisations at strategic and operational levels.
-An understanding of the local business and cultural environment from stakeholder behaviour to current contract circumstances.
-Exemplary behaviour that is commensurate with the role of Client Director/ Business Development.
-Leadership and a convincing style to win.
-Cultural awareness within the local environment.
-Effective communicator and negotiator.
-Exposure to and interpretation of the financial management of complex organisations.
-Able to demonstrate competence in the productive use of resources to achieve end result within stiff constraints.
-Ability to see problems as opportunities and to manage well under pressure.
-Capacity to contribute to strategic business management issues.
-Ability to influence senior management, establish and maintain collaborative partnerships and provide thought leadership.
-A natural consultancy style that constructively challenges the business and builds relationships at all levels of the organisation.
Essential experiences
Experience
-Previous Military or Security Service experience is preferred.
-Deep understanding of operations within the defence sector is preferred.
-Demonstrated defence experience either in business development or operations with evidence of new business sales or contract growth.
-Demonstrated experience in managing and developing relationships with senior military leadership.
-A minimum 10 years` experience in Business growth success and the bidding/tendering process in service contracts enabled by technologies.
-Understanding of service solutions in order to help develop propositions, in working with operations teams and other Serco Group expertise.
-Prior experience of working in a multi-national is preferred.
-Experience of shaping, developing and pursuing new business.
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