Associate Director - Business Development and Capture Management

Overview

Job Description

Talent Developer

• Encourages diverse and inclusive collaboration leveraging AECOM’s global footprint to enable individual growth and collective success through trust, autonomy, accountability, and alignment.
• When developing others:
• Builds a pursuit team and succession plan for capture management at AECOM.
• Connects the pursuit team to AECOM bid strategies and ensures our current and potential clients get the best AECOM experience for every pursuit.
• Coaches and supports other team members in building strong relationships across the organization.
• Actively supports the attraction and retention of capture management talent.
• Facilitates the growth and success of AECOM’s next generation of leaders by providing opportunities to develop, such as cross border/business line experiences.
• Has experience with building internal AECOM teams combined with external teams to position us to win.

Highly Accountable

• Delivers results and leads others to do the same; effectively managing risk to lead through change and ambiguity advancing AECOM’s vision, purpose and strategies.
• When focused on delivery:
• Accountable for AECOMs ECP success in partnership with regional leadership
• Implements best pursuit practices in partnership with business line leadership to ensure high quality, technical excellence and a consistent client service experience.
• Identifies areas of high risk and pro-actively takes actions to positively impact outcomes and remediate risk.
• Demonstrated ability to set short and medium- term goals and strategies for the pursuit teams to align with the AECOM and client needs.
• Proposes skill development approaches and workforce planning to deliver capabilities for the future.
• Understands AECOM risk profile and leads preparation for Price, Risk and Contract Reviews. Demonstrates good understanding of commercial elements of contracts and how to price for strategy to win (financial/pricing, legal/risk and governance).
• Has extensive knowledge of AECOM’s capabilities and who to connect with globally within the Business Line.

Industry Standout

• Establishes self as a strategic, collaborative leader and in areas of expertise in field, market or with clients.
• When representing AECOM externally:
• Is recognized by clients as a leader within AECOM able to drive change.
• Has in depth market and technical knowledge.
• Demonstrates an external presence in the market.
• May be an active participant in industry groups
• When representing AECOM internally:
• Demonstrates the ability to influence leadership to ensure bid opportunities are prioritized.
• Works with Regional Business Line and Market Sector Leaders to identify new business opportunities and propose solutions to address them
• When inspiring innovation:
• Identifies long-term and disruptive trends in their area of expertise.
• Drives client adoption of key AECOM initiatives such as ESG and digitalization.
• Partners with clients to respond to their innovation agenda.

Client Builder

• Has a deep understanding of client priorities and is client-focused, connects team to their vision, ensuring they provide the best AECOM experience every time.
• When building client/stakeholder relationships:
• Is AECOM’s pursuit lead for ECPs.
• Has developed strong relationships with critical stakeholders.
• Able to build consensus to change client expectations in challenging situations.
• When building AECOM’s reputation:
• Champions for ethical and safe working practices.
• Integrates AECOM and client values to positively impact AECOM’s wider reputation.
• Demonstrates strong leadership attributes that provide role modelling for others
• When executing our growth strategy:
• Drives growth in potential project pipeline.
• Leads the capture of significant new business opportunities and the renewal/extension of existing large-scale agreements.
• Has a relationship with key client suppliers and partner organizations.
• Liaises with Market Sector and Regional teams to identify growth opportunities..
• When focused on our commercial business:
• Demonstrates strong commercial acumen.
• Collaborates across Regions and business lines to build consensus on commercial terms.

Qualifications

• 15 + years of progressive business development experience, with at least 8 years in a leadership or management capacity
• Proven expertise in capture management and proposal development for complex, enterprise-level opportunities
• Demonstrated success in building and managing high-performing teams
• Strong understanding of sales methodologies, pipeline management, and forecasting
• Excellent strategic thinking and analytical skills with the ability to assess market opportunities
• Exceptional communication, presentation, and negotiation skills
• Proficiency with CRM systems and business development tools
• Experience managing P&L and driving revenue growth
• Ability to work effectively in a fast-paced, dynamic environment
• Experience in government technology sectors
• Knowledge of Middle East market dynamics and business practices
• Familiarity with bid management software and proposal automation tools
• Track record of successfully closing large, complex deals
• Experience with strategic account management and customer relationship development

Additional Information

About AECOM