The Senior Capture Manager is a key leadership role responsible for driving strategic growth in the Transportation business through securing major pursuits ($20-$100M). This position requires leadership, strategic thinking, and the ability to lead capture and positioning strategies. Reporting to the Strategy & Growth Director for Transportation, the role involves developing and implementing winning capture and client positioning strategies, fostering collaboration across global and regional business lines, and ensuring operational excellence throughout the pursuit lifecycle. This is a hybrid role with travel as required.
Key Responsibilities:
Capture Leadership & Impact
- Lead enterprise critical pursuits ($20-$100M) as the Capture Director formulating clear and compelling winning capture and client positioning strategies.
- Drive integrated strategies to improve capture and win rates and secure transformative programs.
- Analyse competitive landscapes, leveraging insights from recent wins and losses to refine strategies.
- Build trust with client decision-makers, delivery partners and internal stakeholders, including Client Account Managers, Market Sector Leaders, and Regional Business Line Leaders.
- Innovative thinker, problem solver and willing to challenge teams to stretch beyond the norm.
- Demonstrate resilience and adaptability, ensuring focus remains on those opportunities which will deliver growth ambitions and provide greater value to our clients.
Business Development
- 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 key accounts.
- Lead a holistic approach to capture strategy development, including client listening, win strategy creation, solution development, marcomms planning, answer planning, review through to debrief and lessons learnt.
- Partner with proposal, marketing, technical, operations and commercial teams to prepare Capture Plans for complex proposals.
- Partner with Client Account Managers and business leaders to nurture client relationships, identifying needs and delivering tailored solutions. Develop opportunity pipelines based on client intelligence.
- Position AECOM’s innovative solutions, including ESG, digitalisation, and equity-focused initiatives, to meet client transformation agendas.
- Partner with the Client Account Managers, Market Sector Leaders, and other business line representatives to have the right conversations with the client at the right time, thinking in a client-centric way to leverage Our Client Promise in delivering capture outcomes that align with client expectations.
Team Collaboration & Mentorship
- Drive cultural change in approach to capture, supporting the adoption of AECOM’s positioning and pursuit playbooks and roll out of supportive training across the region.
- Support the growth in strategic capture capability enabling teams to become self-reliant – supporting the coaching and training of regional capture and work-winning teams, including CAMs, capture, bidding and Marcomms professionals.
- Facilitate pursuit strategy meetings and provide guidance and coaching for client engagement/positioning, presentation and interview teams.
- Promote a collaborative approach, leveraging multidisciplinary teams from across the region and globe to achieve success.
- Guides technical writers to develop dynamic and compelling content (all channels not just RFP), that is both compliant, compelling and persuasive. Ensure partnership between technical, marketing and proposal staff for proposal best practices.
Operational Excellence
- Champion the complete lifecycle of the sales process, ensuring quality assurance and adherence to Go/No-Go rigor. Maximise the value from growth enabler functions (e.g. Major Pursuits Team, Client Listening, Digital AECOM, AI, Strategic Marcomms and HR); take the lead in coordinating strategy development with these functions on your major pursuits identified for their support.
- Coordinate with strategic marketing to plan and execute effective pursuit-based positioning campaigns that supports client positioning/engagement and elevated brand awareness.
- Ensure compliance with commercial, financial, legal, and governance elements of opportunities and contracts.
- Drive accountability for delivering sales metrics and achieving high capture/win rates.