Principal Client Director (National Governments) - Transport and Mobility Solutions (TMS)

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Principal Client Director (National Governments) - Transport and Mobility Solutions (TMS) Location(s): London, GB Shifnal, GB Leeds, GB Aberdeen, GB Sheffield, GB Southampton, GB Liverpool, GB York, GB Moor Row, GB Reading, GB Plymouth, GB Norwich, GB Reading, GB Newcastle Upon Tyne, GB Manchester, GB Altrincham, GB Leicester, GB Lerwick, GB Warrington, GB

Contract Type: Permanent

Work Pattern: Full Time

Market: Transport

Job Ref: 9365

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 leadership role in the Division, critical for building and maintaining our relationships with our clients, providing a strong pipeline of work, and building a client centric experience.

The Principal Client Manager for National Governments will particularly be responsible for our relationship with the following national clients:

• Department for Transport
• Welsh Government
• Transport for Wales
• Transport Scotland
• Transport Infrastructure Ireland
• National Transport Authority (Ireland)

The Principal Client Manager will be supported by Regional Client Managers, and with the Regional Client Managers may choose to appoint Client Directors for specific clients.

The Principal Client Manager will be expected to build collaborative relationships, win great work, grow the portfolio of work with their client grouping to maximise opportunity for Mott MacDonald. The Principal Client Director will ensure that our success is based on delivering a great client experience.

The Principal Client Manager will be accountable for client satisfaction and sales for their client grouping.

In addition to being responsible for the client strategy for the relevant client grouping for Transport and Mobility Solution, the Principal Client Director 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 regional collaborative relationships with other Units and Divisions, whether leading or supporting on client relationships and work winning.

Key Headline Responsibilities of Transport and Mobility Solutions' Principal Client Manager:

Accountable to the Divisional Development Manager, the responsibilities of the Principal Client Manager will be:

• Responsible for developing and delivering the client strategy for their client grouping to deliver the mandated sales target (where to play / how to win).
• Responsible for achieving annual sales targets for their client grouping.
• Responsible for client engagement, business development and executing winning bids including business development and proposal budget expenditure in line with their client strategy and the business plan.
• Responsible for win rate, capture rate, touchpoints, client satisfaction scores and delivering net revenue for their client groupings.
• Responsible for developing a client centric experience with the Market Portfolio Managers, ensuring a great client experience to maximise repeat work.
• Expected to apportion time between winning work and delivering work to an appropriate proportion for the assigned business development budget and relevant client strategy.
• Responsible for identifying and responding quickly to changes in their market.
• Responsible for developing relationships with potential partners and select the right partner for appropriate opportunities.
• Responsible for working with Portfolio Delivery Managers to ensure skills and capabilities are available for the current pipeline and plans are in place to develop skills to reflect future market requirements.
• Responsible for working with the Portfolio Market Leaders to identify and recommend Bid Principals (BPs) and Project Principals (PPs) for the approval of the Divisional General Manager.
• From time to time and as appropriate act as a Project Principal, Bid Principal, Bid Manager, Technical Expert or Project Manager as required by client / business needs.
• Provide support to the Divisional Development Manager to develop and deliver the annual Business Plan for the Division.

Repeat work is key to our success, and this relies on great client relationships and delivering excellence for our clients on every project. Whilst Principal Client Managers are primarily focused on winning work and Market Portfolio Managers are accountable for project delivery including projects' commercial success, Principal Client Managers will provide support to ensuring that their clients' projects are delivered to their expectations including time, cost and quality and that our clients are satisfied with our performance. The Principal Client Managers will play a lead role in gaining trust with our clients and key stakeholders.

Internal Stakeholder Collaboration

Principal Client Managers have a wide network of internal stakeholders to support great client engagement, work winning and delivering a great client experience. Where appropriate Principal Client Managers will work closely with and support Client Directors where a Client is complex and requires the attention of more than one Mott MacDonald Division or Unit.

Principal Client Managers will be expected to own one or more client accounts personally, to direct, manage and mentor Regional Client Managers and are expected to be a role model for developing and maintaining great client relationships.

The role reports directly to the Divisional Development Manager.

Key Responsibilities

Principal Client Managers will contribute and support our strategy as part of the Division's leadership team and as key strategic enablers, leading on Mott MacDonald's key client relationships for TMS.

As the primary point of contact for TMS, role holders are responsible for the relationships with a Client or group of Clients.

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 the client grouping to achieve the mandated sales targets including identifying "where to play", "how to win" choices.
• Continually reviewing our choices against sales performance and market changes.
• Developing and maintaining strong and robust client relationships.
• Appointing, directing, managing and mentoring Regional Client Managers and Client Managers.
• Requesting, justifying and managing the Business Development and Proposal budgets allocated to the client grouping.
• 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 client meetings with client and senior level management involvement.
• Managing the handover from bid to delivery teams (WIN to DO).
• Supporting delivery of commercially robust projects and quality outcomes for Clients to budget and schedule to drive a great client experience and high client satisfaction scores.
• Working effectively with the Portfolio Delivery Managers to bring the right resources to win and deliver the projects to Clients' satisfaction and meeting Mott MacDonald's targets.

Candidate Specification
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;
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