Position Summary:
The Capture Management Director is a pivotal leadership role responsible for driving strategic growth and securing major enterprise-level pursuits (ECP). This position requires visionary leadership, strategic thinking, and the ability to lead consultative sales processes. Reporting to the Capture Lead for the Buildings + Places Global Business line, the role focuses on developing and implementing winning strategies, fostering collaboration across global and regional business teams, and ensuring operational excellence throughout the pursuit lifecycle. The role offers flexibility, with remote/virtual work options and travel as required.
This role encompasses significant collaboration and pursuit efforts on a global scale, engaging with teams and opportunities across various regions. While global initiatives and international pursuits are integral to the position, a particular emphasis will be placed on activities within the Americas, reflecting a proportionally larger focus in this region.
In addition, the role involves cross-business line pursuits, supporting and promoting AECOM's full suite of services. However, there will be a primary concentration on the Buildings + Places business line, ensuring that the majority of efforts and resources are directed towards the strategic growth and success of this core service offering.
Key Responsibilities:
- Win major pursuits as the consultative sales process leader, contributing strategy, business development best practices and sales leadership to create competition beating win strategies.
- Direct discovery, pre-positioning, differentiation, and delivery strategies for major transformative programs with current/prospective clients and internal partners.
- Analyze competitive landscapes, leveraging insights from recent wins and losses to refine strategies.
- Promote a collaborative approach, leveraging multidisciplinary teams from across the region and globe to deliver value-driven, client-focused outcomes.
- Ensure partnership between technical, marketing and bidding staff for proposal best practices.
- Champion the complete lifecycle of the sales process, ensuring quality assurance and adherence to Go/No-Go rigor.
- Coordinate with marketing to execute strategic campaigns aligned with key opportunities.
- Ensure compliance with commercial, financial, legal, and governance elements of contracts.
- Drive accountability for delivering sales metrics and achieving high capture rates.
- Align AECOM’s initiatives with client priorities, focusing on sustainability, resilience, and cutting-edge solutions.
- Help to build and maintain a diversified pipeline of qualified opportunities, ensuring alignment with business strategy and goals.
- Build trust with client decision-makers and internal stakeholders, including Client Account Managers (CAMs), Marketing, Bidding, RBLLs, and the Executive Board.
Key attributes include:
- External Presence - Has strong market and technical knowledge, which is relevant to the opportunity being pursued.
- Internal Presence - Ability to communicate pursuit priorities clearly across market sectors to executive, regional and business line leadership, to ensure resources are made available and win strategies are supported.
- Partnering with Technical, Bidding and Marketing Staff - Guides the team to develop dynamic and compelling content, that is both compliant and compelling/persuasive.
- Client Relationships - Partners with the Client Account Manager (CAM) and other business line representatives (including geo-political positioning).
- Growth - Drives growth through the ability to position for and capture key opportunities including both new business opportunities and the renewal/extension of existing opportunities within the account.
- Impact on AECOM Reputation - Champion for ethical and safe working practices while striving to align AECOM’s initiatives with those of the client.
- Innovation - Understanding client’s innovation agenda, acts as a conduit to position AECOM’s innovative solutions within the specific opportunity while encouraging adoption of key AECOM initiatives.
- Delivery focus - Demonstrated ability to set a schedule and milestones for the short-, medium- and long-term goals, including reviews, deliverables, and ultimate delivery of the bid/proposal while managing the opportunity budget.
- Commercial - Demonstrates good understanding of commercial elements of contracts (financial/pricing, legal/risk and governance).
- Development of people/ mentoring - Coaches and supports other team members in building strong relationships within the capture team and trains others in AECOM to enhance their capture management skills.
- Displays aspirational leadership behaviors - People/Team Developer - Encourages diverse, accountable, and inclusive teams leveraging AECOM’s global footprint to enable individual growth and collective success through trust, autonomy, accountability, and alignment.