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Capture Management Director
AECOMBirmingham, GBRSenior
Apply Company Description Work with Us. Change the World. At AECOM, we're delivering a better world. Whether improving your commute, keeping the lights on, providing access to clean water, or transforming skylines, our work helps people and communities thrive. We are the world's trusted infrastructure consulting firm, partnering with clients to solve the world’s most complex challenges and build legacies for future generations. There has never been a better time to be at AECOM. With accelerating infrastructure investment worldwide, our services are in great demand. We invite you to bring your bold ideas and big dreams and become part of a global team of over 50,000 planners, designers, engineers, scientists, digital innovators, program and construction managers and other professionals delivering projects that create a positive and tangible impact around the world. We're one global team driven by our common purpose to deliver a better world. Join us. Job Description Job Title: Capture Director, Transportation, Europe & India Position Summary The Capture Director is a pivotal leadership role responsible for driving strategic growth in the Transportation business through securing major enterprise-level critical pursuits (NSR >$20M). Reporting to the Strategy & Growth Director for Transportation, the role will foster collaboration across regional business lines, 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 (>$20M) 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.
- 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.
- Establish and 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 business line representatives to have the right conversations with the client at the right time, to leverage Our Client Promise in delivering capture outcomes that align with client expectations.
- Drive cultural change in approach to capture, facilitating 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 - coach and train 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 that is both compliant, compelling and persuasive.
- Ensure partnership between technical, marketing and proposal staff for proposal best practices.
- Champion the complete lifecycle of the sales process, ensuring quality assurance and adherence to Green Light Analysis and 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 enterprise critical pursuits identified for their support.
- 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.
- Experience in critical pursuit capture strategy development and alignment with business targets and growth strategy, recognised as an industry expert
- Proven track record of successfully leading strategic and complex pursuit strategies (NSR > £20m) across multi-disciplinary and multi-locational teams, including working alongside clients, delivery partners and supply chain
- Demonstrated ability to collaborate at all organisational levels – strong leadership skills with experience of managing large and diverse pursuit/capture teams
- Expert communicator - experienced in facilitating collaborative workshops with diverse teams, ensuring an inclusive approach to stakeholder engagement
- Experience must demonstrate sales production metrics, demonstrated skills in business development strategy, team leadership, client discovery and development of compelling value propositions that meet client’s needs.
- Degree level relevant qualification (preferable)
- Member of recognised professional body and/or professional qualifications relative to core markets
- Sector experience across our transportation markets to including rail, transit, highways, streets, ports and aviation