Establish and maintain a pursuit and client led-culture
Lead sector and/or market leads to maintain a realistic long-term pipeline of future work and targets.
Proactively interrogate, challenge and maintain pipeline, challenging senior stakeholders on growth.
Actively monitor and support teams with client engagement and positioning activities, including coaching on strategic approaches and routes to market
Implement best practice tools and coaching that support structured and proactive market engagement.
Ensure client feedback is obtained for all significant lost opportunities. For established accounts, ensure that account leads maintain a regular feedback cadence with clients to assess the strength of the relationship, understand the competitive landscape, identify long-term pipeline opportunities, and gather detailed feedback on bids and proposal outcomes.
Celebrate behaviours and successes which demonstrate a client-focused culture.
Lead generation advisory
Identify long term pursuits and positioning activities alongside senior leadership.
Provide strategic guidance and drive progress for top pursuits in region, challenging stakeholders and pursuit teams to maintain momentum and adopt best practice
Build relationships with client contacts including programme / project directors, procurement and delivery teams, as appropriate.
Identify opportunities for cross-selling for top pursuits and clients through deep understanding of Turner & Townsend services and products.
Maintain an on-brand sales and work winning toolkit, working with BG Ops, which that empowers market teams to engage the market.
Work with the marketing team on market events that support pursuits and proposition understanding.
Strategic pitches & work winning tools
Maintain clear view of major opportunities and bids and lead bid-planning and enablement activities aligned to pursuit planning
Lead the strategic approach to bids for the sub region, leading bid professionals to deliver quality, winning bids
Undertake senior bid roles including red reviews, facilitating win theme, partnering, storyboarding workshops
For major opportunities critical to the development and growth of the North Asia region, actively lead pursuit/bid activities and coordinate teams to deliver a winning bid.
Oversee high quality bid delivery for the broader sub-region by the bid team in region.
Contribute to content libraries by capturing value adds, case studies and testimonials.
Market intelligence and insight
Research and analyse client/targets and market trends to identify new revenue-generating opportunities.
Collate and disseminate relevant trends, news stories and intelligence in a structured manner, working with BG operations as needed
Combine financial analysis with industry knowledge to identify gaps and exploit new business opportunities.
Informing business decisions
Take responsibility for pipeline accuracy and transparency through regular reporting and maintenance activities, enabled by the COE BG ops team.
Lead internal forums focused on understanding pipeline, client management/ pursuit planning and bid best practice.
Support global client enablement programmes to enhance client engagement.