PURPOSE  

The AD is primarily responsible for contributing to reviewing, updating, and implementing the business plan, developing business opportunities in line with the business strategy, and looking for market opportunities. The role involves taking responsibility for the delivery of key accounts, including developing relationships, identifying and securing opportunities and pipeline, providing service delivery and demonstrating role as a key stakeholder and first point of contact. ADs will review performance against Client Strategies and Staff Engagement Quarterly with the D/ED. ADs are expected to be billable as per their internal/external requirements whilst ensuring to be proactive and balance time to allow for work winning, client account and staff management. 

Primary peers: Associate Directors and Digital Transformation Lead 

Direct reports: Principal Consultants working in the Region, Managing Consultants, Senior Consultants, Consultants 

DUTIES & RESPONSIBILITIES  

The role will require the ability to work flexibly and undertake other activities of a similar nature that fall within capabilities. Duties are indicative of the position and are not limited to the list below. 

Strategy and Growth 

• Contribute to and support the management of regional growth plans. 

• Input into regional business plans in consultation with senior management in line with overall business strategy, monitor implementation and develop corrective actions if and as required. 

• Work with the D/ ED in achieving staff capability development in line with strategic focus and strategic imperatives. 

• Contribute to identifying opportunities for innovation in service lines and markets to be proposed to the Technical Services Director. 

• Communicate, understand and implement initiatives that support the delivery of the strategic imperatives. 

• Generate business across Regional boundaries and maximise leverage from national clients. 

• Drive innovation and industry-leading practice. 

• Role model company core values at all times. 

Account Management 

• Develop and implement plans and individuals to find, manage, retain and grow revenue and increase the profitability and breadth of services in key client accounts. 

• Manage and monitor the performance of the local client portfolio, identifying loss-making clients and taking corrective action to change or dissolve relationships that are not profitable. 

• Ensure client contact data is kept up-to-date and managed within the CRM and Finance system (via the Finance team). 

• Generate, target, approach and convert leads and opportunities into client accounts. 

• Attend regular catch-up meetings with other regions to share business development opportunities

• Seek out appropriate speaking opportunities, prepare papers for and provide local representation at networking events, awards, industry association events and conferences. 

• Ensure key accounts are managed effectively and account plans are in place and up to date. 

• Schedule and attend regular meetings with all client contacts to ensure proactive identification of opportunities and resolution of issues. 

• Ensure technical excellence and quality in the delivery of services. 

Staff Management 

Recruitment 

• Employ, retain, develop, mentor and coach staff as required. 

• Ensure recruitment processes are followed, and that candidates are appropriately assessed for alignment with LogiKal values and technical competencies (as claimed on their CV). 

Development 

• Provide leadership and structure to your direct reports and office team. 

• Responsible for provision of counselling and or disciplinary action where required. 

• Contribute to the succession plan for the region and key individuals. 

• Ensure staff performance is managed in line with the P&D process. 

Communication and Community 

• Schedule and attend social functions to build relationships, networks and trust between regional teams. 

• Deliver regularly scheduled communication sharing sessions with on and offsite staff, to be undertaken at least every month. 

Governance, Finance and Procedure 

• Compile monthly regional performance report (SOFT Report) in approved format for review by D/ED. This includes key accounts, work winning, staff management, marketing, risks and opportunities. 

• Compile other reports as and when required. 

Systems and Processes 

• Champion the management of up-to-date service delivery tools and software at a Regional level in a ready-to-deploy state. 

• Ensure business-standard technical systems, processes and methodologies are utilised across all service lines and sectors where appropriate. 

Personal Development 

Take ownership of your ongoing personal and professional development by: 

• Accepting personal accountability for the development of your skills, including technical, governance and leadership areas; 

• Attending/presenting at seminars and professional forums; 

• Identifying training and development programs; 

• Seeking out mentors and or coaches and; 

• Market and peer recognition of your technical excellence and commercial acumen. 

HSEQ 

• Ensure compliance with all relevant health, safety, environmental, and quality regulations and standards. 

• Collaborate with internal teams to promote a culture of safety, environmental responsibility, and quality excellence. 

• Stay abreast of legislative changes and industry best practices to ensure continuous improvement. 

• Comply with the requirements and instructions given on all HSEQ matters by the Operations Director or any senior member of staff. 

PERFORMANCE & DEVELOPMENT  

• Your Performance Targets will be closely aligned to the business plan and defined on an annual basis. 

• Formal Performance Reviews will be undertaken on a half-yearly basis, with informal reviews monthly. 

• Achievement of Performance Targets is linked to Performance Bonus 

• Please refer to LogiKal’s Behavioural Competency Framework as to what specific behaviours are expected of you at various stages of your career. 

KNOWLEDGE & EXPERIENCE  

• Minimum of 10 years’ experience in a similar role in a similar industry. 

• Strong understanding of the industries and niche LogiKal operates in and the value of controls to clients. 

• Proven experience in developing and building business relationships at a management level. 

• Proven experience in developing and implementing business plans. 

• Proven experience in delivering advisory services, developing technical solutions and/or managing service delivery. 

• Proven experience in overseeing the successful delivery of key accounts. 

• Proven experience in managing people and creating high performing teams. 

Qualifications 

• Degree in a related subject. 

• Engineering and/or related professional qualifications preferred but not necessary.