Market Director - Adjacent Markets

Member of the Sales and Business Development team of SYSTRA Ltd, this is a senior key position that includes strategic engagement with clients and partners, definition/ownership of sales strategy for UK & Ireland adjacent market segments (primarily Energy and Utilities Infrastructure), sales and bids delivery and reporting against annual market sales targets. The post holder is responsible for leading the growth in adjacent markets against targets set in SYSTRA Ltd.’s strategic plans. The role reports to the Business Development Director, SYSTRA Ltd.

Operating within a matrix organisational structure, this strategic role requires a high level of collaboration and influencing for success with key stakeholders across SYSTRA’s technical, project management and commercial functions and offshore, with SYSTRA’s global production centres.

With responsibility for the entire sales cycle from market analysis and opportunity creation to the forming of strategic partnerships and leadership of multiple concurrent bid teams, this role plays a major part in the ambitious growth plans of SYSTRA Ltd in adjacent infrastructure markets to rail, with a priority given to Energy and Utilities.

As a key representative of the business both internally and externally with our clients, the post holder is required to possess first class communication, collaboration, leadership and influencing skills, coupled with a purposeful focus to achieve/exceed sales targets that are agreed annually and build sustainable, lasting business relationships.

Safety leadership from the very first stages of opportunity identification and relationship management is a key responsibility.

Main Duties

• Ownership, communication, review, and update of the SYSTRA Engineering Strategic Sales Plans for adjacent markets including Energy and Utilities.
• Market intelligence and market analysis to inform business strategy and form the input/basis of the annual update to the medium-term growth plan.
• External communications including memberships of/input to relevant appropriate industry bodies, events, thought leadership and campaigns, through close liaison with the SYSTRA Ltd marketing and communications function.
• Market analysis, opportunity identification/assessment, management/trend analysis of the pipeline in the relevant market segments
• Identify new opportunities, build a pipe of relevant and realistic opportunities, and update the relevant Sales tools including BVIEW (SYSTRA’s internal pipeline management tool)
• Creation of win strategics for key opportunities, formation of strategic partnerships/relationships. Ownership of ‘must win’ strategies where designated as a Group or SYSTRA Ltd ‘must win’ target.
• Implementation of NDAs, MOUs and partnering agreements through commercial/legal teams
• Ownership of bid/no bid governance in line with SYSTRA Ltd authority matrix (rules for signing commitments) in the relevant market segments
• Formation of winning bid teams with from both the sales function and technical/PMO/other resources from across the wider business
• Agree and monitor bid budgets with bid teams within the overall annual budget agreed for the sales function.
• Responsibility as a bid director in the relevant market segments, to set up relevant bid team to implement a systematic/well planned approach to delivering winning bids including bid/delivery organisation, programme, win themes, pricing strategy, commercial strategy, risk/opportunity strategy, global production, etc. Monitoring of bid progress and taking corrective action where necessary.
• Collaboration with Technical Excellence function to drive innovative solutions into proposals.
• Collaboration with International Production function to drive diverse on/offshore production models into proposals, as appropriate to the scope, scale, complexity of the opportunity.
• Collaboration with the finance function to drive strategies for economically advantageous proposals for both SYSTRA Ltd and the client/contractor through innovative technical/commercial approaches, global production, or alternative bid submissions.
• Ownership of bid submission (go/no go) corporate governance of all proposals in the ad hoc market segments, in line with SYSTRA Ltd and, where appropriate, SYSTRA Group authority matrix (rules for signing commitments) as defined in SYSTRA ‘Red Book.’
• Client engagement/steering committee attendance through procurement phases as appropriate to the scale of the opportunity
• Collate/analyse/take corrective action using client feedback on the quality of bid submissions.
• Responsibility for ensuring the handover of win opportunities to the operational project team at mobilisation phase where successful.

Key Performance Indicators

• The post holder’s performance will be managed against the following indicators:
• Sales performance against the 5-year plan, demonstrating growth in adjacent markets.
• Order intake by adjacent markets sector
• Bid to win ratio.
• Safety leadership performance (leading indicators) Client feedback/satisfaction surveys
• Contribution to transversal business activities Behaviours (see below)
• Specific Annual objectives will be defined through the Performance and Development Review process.

Behaviours

• You will be expected to exhibit the behaviours and competencies appropriate to the seniority of this role/grade as set out in the SYSTRA Ltd competency framework under the following headings:
• clients focus Communication Leadership Team Working
• Planning and Organisation Business Development Technical Expertise
• Commercial and Business Management

Special Circumstances

Essential

• Proven history of Sales, bid management and/or project delivery, ideally in the UK in the Energy and Utilities sectors. Relevant experience in the engineering sector would be preferred although construction and industry experience can also be considered relevant.
• Managing a portfolio of client relationships
• Commercial and contract management awareness Transversal Leadership
• Previous exposure to both occupational and technical safety on projects Experience of collaborative

Desirable

• Excellent communication skills both written and verbal.
• Extensive experience in Business Development and/or Sales and Bids within Energy and Utilities
• Ability to grow new business adjacent to Core Business
• Ability to build and maintain strong, lasting relationships with stakeholders.
• Appropriate business and/or engineering degree or equivalent
• Ready to face challenges, agile and pragmatic.
• Ability to thrive under pressure and work to tight deadlines.
• Excellent awareness of behavioural based safety and safety leadership