Client and Work Winning Lead – Civil Infrastructure

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A little more about your role…

The Civil Business Unit has a diverse portfolio of work, across multiple sectors, clients and geographies. It comprises two business streams, responsible for all Civil focused activities in the following Sectors: 

• Civil Transport – Road and Rail Sectors. 
• Civil Infrastructure – Aviation, Maritime, Energy (including Nuclear), Defence and Water, which also includes pavement engineering and asset management services. 

The Client and Work Winning Lead for Civil Infrastructure will report directly to the Head of Discipline for Civil Infrastructure and will fulfil a key leadership role with particular focus on client engagement, pipeline and work winning across the Civil Business Unit.  They will work in close collaboration with other members of the Civil Strategic and Operational Leadership Teams.  

The Client and Work Winning Lead will embed a strong culture of growth, client engagement, business development and bidding to win in accordance with the UK and Business Unit Strategic Plan.  

This is a highly visible role for someone who wants to shape the future growth of Civil, influence major client relationships and play a direct role in securing the opportunities that matter most to our business. It requires someone who can set direction, create confidence, roll their sleeves up when the opportunity demands it and has a strong domain knowledge and experience of at least one of the Civil Infrastructure sectors and / or services.  

The role will be accountable for improving pipeline confidence, win probability, capture discipline, bid quality, strategic opportunity conversion and client plan ownership. 

What’s Involved in Your New Role? 

• Providing leadership that promotes growth and ownership for client engagement and work winning in Civil Infrastructure.  
• Managing and strengthening our pipeline of opportunities to provide confidence in sustainable workload, long-term business performance and business planning. 
• Leading capture planning and delivering winning proposals for our strategic opportunities including personally leading priority pursuits from early positioning through to submission. 
• Embedding best practice and lessons learned with our regional Civil growth leads to develop pipeline visibility and work winning excellence across our regional portfolio of clients. 
• Working directly with teams to shape win themes, client messaging and commercial strategy. 
• Driving the development and active use of strategic client plans for priority clients and sectors. 
• Supporting disciplined bid/no-bid decision-making to focus effort on opportunities where Civil has a credible route to win. 
• Leading collaboration & cross-selling within our Strategic Business Units & wider WSP developing new offerings for our clients. 
• Developing relationships and forming teams with contractors and other consulting partners for major opportunities. 
• Supporting the development and recruitment of our work-winning resources to meet future discipline, project and client need. 
• Ensuring robust standards for our governance processes are maintained for our bids and opportunities. 
• Undertake role of Bid Director for strategic opportunities, responsible for quality, commercial, contractual and all aspects of developing a winning proposal. 
• Work collaboratively with your counterpart Client and Work Winning Lead for Civil Transportation, supporting growth across the full portfolio of opportunities within the whole Civil Business Unit. 

Your Team 

• You will be part of our Civil Business Unit which sits within WSP’s Transport and Infrastructure portfolio with, Roads, Rail, Water and Intelligent Infrastructure Business Units.  
• With over 800 people, our Civil Business Unit provides engineering, advisory and asset management services across multiple sectors with a client base including all National and Local Government agencies, Local Authorities, Asset Owners, Contractors and international Authorities.   
• You will report directly to the Head of Discipline for Civil Infrastructure enabling delivery of our current and future strategy. 
• You will work closely with our regional leadership structure to embed a culture of client engagement, pipeline strength and bidding to win across our teams with direct involvement in strategic opportunities. 
• You will lead and inspire those within Civil who want to develop their career in clients, work winning, sales and growth. 

What we will be looking for you to demonstrate…

• Strong Civil engineering, transport and / or infrastructure experience, with a strong domain knowledge and experience in at least one of the Civil Infrastructure sectors and / or services. 
• Established networks across clients, contractors and stakeholders. 
• The ability to move comfortably between strategic leadership and hands-on delivery, bringing pace, judgement and resilience to complex client and work-winning situations. 
• A strong track record in securing new work through capture planning, client insight, market positioning, competitor understanding and proactive bidding. 
• Experience of using client insight, market intelligence and competitor understanding to shape positioning and improve win probability. 
• Strong commercial awareness and a robust understanding of public and private sector procurement. 
• Excellent interpersonal skills, with the ability to influence and constructively challenge senior colleagues, build rapport and present compelling proposals to clients, partners and internal teams. 
• Experience leading initiatives that strengthen client-centric delivery, pipeline ownership, market profile, continuous improvement and business success. 
• A passion for leadership, with proven capability to support, motivate and develop people. 
• Membership of an engineering professional body is preferred but not essential

Imagine a better future for you and a better future for us all. 

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