Highways Growth Director
I am working on an exclusive basis with a market leading, design consultancy with a national presence. Currently undergoing a massive restructure, they are looking to take on an experienced business development professional to work alongside the Managing Director.
This pivotal role within the company is to deliver business and growth objectives in the Highways Sector. With a wealth of repeat clients and having recently secured additional places on new frameworks with Highways England, you will be tasked with targeting additional growth for all our service offerings to Highways Sector clients. With such a wealth of capabilities and tested value propositions at its disposal, the role will attract growth targets commensurate with the size of the market already being operated in.
The successful candidate will have an exceptional track record and network within the Highways sector. The Highways Growth Director must truly understand what drives clients and their customer, what competitors are doing, the trends in the market and what can differentiate the business to drive growth.
Because of the varied work performed for the clients, creating and closing opportunities will require reach-back into the business and therefore the role will need to engage effectively with service leaders within all Business Units. Significant collaboration skills and the ability to develop effective working relationships with senior executives across large and complex teams will be needed.
As a key member of the Senior Leadership Team, the role is a company-wide role and reports to Executive Leadership Team via the Executive Director for Transport Engineering.
” Focus on driving growth within the Highways Sector in line with our business strategy and annual plans
” Coordinating business development effort to achieve the sales targets of each Business Unit / Service Line involved with and relevant to, the Highways Sector
” Focus on Strategic Clients and improving engagement with them
” Represent the business externally and coordinate all service orientated business units in relation to our Strategic Clients and major opportunities.
” Understand our service offering and capabilities in relation to client needs and develop differentiated and tender winning propositions in line with our pipeline of priority opportunities.
” Development of market leading multi-disciplinary propositions across the business (in line with Our Journey)
” Business focus on the market opportunities offering most profitable growth opportunities (developing and Directing the implementation of sales strategies for our key accounts, frameworks and service propositions)
” Engage effectively with clients to understand their needs and respond to these with specific and commercially viable solutions
” Drive opportunity origination activity via the development of Key client relationships, both for strategic opportunities and in support of organic growth for Business Units.
” Play a key role in developing the growth culture of the business through your behaviours and growth orientated leadership activity
” Leading key strategic sales to clients including the direction and coordination of the bid team.
” Ensure the appropriate governance of the sales cycle for the opportunity pipeline. Including Sales Quals / Bid Shaping / Bid Reviews / CRCs as appropriate.
This will include direction and management of the following:
” Highways Sector Sales Strategy
” Identification and management of new opportunities or new sales campaigns
” Performance management of Sales activity within the Highways Sector, across all frameworks and service lines, in line with our Business Plan targets
” Marketing and Events within the Highways Sector
” Key / Strategic Client programmes,
” Acting as the Exec sponsor on Major Projects/ Frameworks requiring our multi-disciplinary expertise.
” Monitoring of Client Engagement / satisfaction and associated action planning for improvement within the Highways Sector
About the Growth Director – Highways
Skills and experience
” You should have demonstrable experience of:
” Have an expansive network, which includes key clients in the sector and have a track record of leveraging those relationships to win business
” Understanding Highway client requirements and building effective relationships that have delivered growth
” Leading on sales opportunities, including identifying opportunities and managing them through the sales cycle
” Achieving sales targets that have increased revenue and profit
” Engaging executive-level clients, including ‘pitching’ ideas and working in a collaborative way to co-design solutions
” Leading within a large and complex organisation, with a track record in bringing together multi-disciplinary teams to deliver projects
” Managing internal relationships to secure buy-in for new opportunities
The core skills required for the role include:
” Relationship Building – the ability to engage and develop sustainable relationships that have delivered mutually beneficial outcomes
” Leadership – the ability to lead, support and develop the team, both direct and in-direct, inspire and motivate and continuously improve the output
” Customer management – from initial engagement with customers to develop long term relationships, and including the ability to challenge customers constructively and bring forward new collaborative projects
” Collaboration – the ability to work with others, particularly operational and commercial staff, and those that can support the development and delivery of new ideas
” Communication – the ability to effectively articulate ideas, problems and solutions in writing and through presentations, to both internal stakeholders and customer groups
” Commercial – the ability to understand and respond to financial and commercial drivers and create compelling business cases. A track record in delivering profitable opportunities
A leading consulting, digital services and software business.
We are driven by our purpose: to create better outcomes – for our employees, clients and customers, suppliers and partners, investors, and society. We are committed to being a responsible business – in how we operate, serve society, respect our people and the environment, and deliver attractive returns for our investors.
Every day our 63,000 colleagues help millions of people, by delivering innovative solutions to transform and simplify the connections between businesses and customers, governments and citizens.
The transport business unit is one of the UK’s largest multifaceted consultancies, delivering engineering, design, project management and a wide range of consultancy services to major infrastructure and building asset owners, constructors and operators.
With c20 offices in the UK, and an enviable heritage which enables us to offer a broad range of professional and technical expertise across our target markets. The breadth and depth of our experience ensures that we have agility and ingenuity to add value to any project, regardless of its size, complexity or sector.
We do much more than simply deliver projects; we design, manage and advise. We focus on building collaborative relationships with our clients and partners – delivering a comprehensive service across their portfolio and optimising the benefits of continuous improvement in design quality, efficiency, cost reduction and knowledge retention. We support them at all stages of a project or programme, and our understanding of the key risks and challenges means that we direct effort where it is most needed.
Working with Public and Private sector organisations to design, build and optimise their property and infrastructure assets. From inception to delivery, we apply our combined expertise to achieve more from the entire built environment. We provide a unique blend of services and expertise, working with our clients to redefine, create and deliver the infrastructure and places where people will prosper.
Values are at the heart of our business. We believe that our colleagues should be Open, Ingenious, Collaborative and Effective; honest, straight-talking people who are highly intelligent and creative, who work brilliantly as part of a team or leading a team, and who never accept mediocrity. We’re looking for people that personify the company values, who get involved in different things, deliver what they promise, take responsibility, embrace diversity, and respect their colleagues. And, most importantly, have fun!
For more information on this role, or to apply, please contact Doug Smith of Vertical Recruitment on 0161 669 4716 or email doug . smith @ vertical – recruitment . co . uk