Job Description
Post Title: Highways Business Manager
Grade: Competitive Salary
Service Area: Operations
Team: Highways
Responsible for: Highways Team
Main Purpose of job: Supporting our ambition to build a long term durable strategic partnership to
yield significant benefits for our clients. Identifying the addressable spend, working with the Business
development Manager to identify and drive growth in sales and margin across the Solutions SK
portfolio of capabilities to win a greater share of both existing and future client’s.
Main Requirements:
• Demonstrable market and client understanding with meaningful sales experience.
• Able to demonstrate experience of building effective networks both internally and external to the
organisation.
• Able to demonstrate experience of developing relationships with clients and finding ways to add
value to the client’s agenda.
• A track record of leading and winning major work opportunities.
• Excellent communication skills and stakeholder engagement.
• Ability to build and develop new relationships.
• Strong presenting, negotiating and influencing skills.
• Focused on first class service provision in order to develop strong, long lasting relationships.
• A pro-active individual with a confident yet diplomatic operating style - someone who deals easily
with cultural diversity.
• A disciplined thinker and analytical, numerate, problem solver who has the judgement and capacity
to think complex issues through and develop effective solutions in a timely fashion.
• A resourceful, articulate and clear communicator who has the ability to influence others through the
use of sound judgement and good sense - a natural team player.
• Demonstrable experience of successfully operating within a target driven environment. Someone
who consistently achieves and often over-delivers their targets.
Main Responsibilities:
• Be recognised as a client expert understanding in detail the client’s strategy, key points of
influence, culture, external drivers and their challenges, risks and opportunities.
• Provide knowledge, secure resources and become the initial point of contact for issues and
opportunities.
• Encouraging others in Solutions SK to contribute to the client’s success and developing a
sustainable, long term relationship.
• Engage with the client and operate as part of a core Key Account Management team.
• Manage and maintain a client stakeholder plan connecting up Solutions SK and the client at all
relevant levels.
• Support development of business plans in line with the overall business objectives
• Identify opportunities for new business with current and new customers.
• Achieve all relevant measures and KPI’s.
• Identify client drivers and needs to prioritise proposition and service development.
• Use CRM to capture all sales opportunities, and proactively use the Dashboards to examine
pipeline strength, velocity, win/loss metrics etc.
• Seek opportunities to stimulate the client with insights, leadership and innovation.
• Set appropriate metrics and monitor those that exist to ensure the highest quality of service is
delivered to the clients.
The Individual:
• Proven success in client relationship management, able to build lasting and durable partnerships
with client representatives, adding significant Solutions SK value to their agenda.
• A natural competitor, highly motivated and ambitious for the success of the team.
• Strong business acumen with a demonstrated knowledge of identifying potential value creation.
• Proactive, goal oriented individual with superior verbal and written communication skills.
• Strong organisational skills.
• Excellent team player, able to influence technical and delivery staff and collaborate effectively with
other divisional colleagues.
• Understands the importance of solid account planning, timely reporting and CRM administration.
• An engineering/technical degree within civil or electrical engineering is preferred but not essential.
• NEBOSH General Certificate in Health & Safety or equivalent is also desired but not essential as
training would be provided.
Key Measures:
• Client stakeholder contact, frequency and relevance
• Pipeline – cover vs. budget, suspects and win/loss
• Win rates (conversion)
• Annual revenue and margin targets
• Cross selling new services
• Client perception scoring
To work positively and inclusively with colleagues and customers so that Solutions SK provides a
workplace and delivers services that do not discriminate against people on the ground of their age,
sexuality, religion or belief, race, gender or disabilities.
To fulfill personal requirements, where appropriate, with regard to Solutions SK policies and
procedures, health, safety and welfare, customer care, emergency, evacuation, security and
promotion of Solutions SK’s Mission Statement.
To work flexibly in the interests of the company. This may include undertaking other duties provided
that these are appropriate to the employee’s background, skills and abilities. Where this occurs there
will be consultation with the employee and any necessary personal development will be taken into
account.
Post Holder:
Line Manager:
Signature:
Signature:
Date:
Date: