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.
Requirements
- 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.
Work Arrangement
Hybrid — Americas, global
Team
Structure: Global and regional business teams, multidisciplinary teams across regions and business lines. Reports to: Capture Lead for the Buildings + Places Global Business line
Additional Information
- Remote/virtual work options available
- Travel as required
- Global scale collaboration and pursuit efforts
- Primary concentration on Buildings + Places business line
- Cross-business line pursuits supported
- Proportionally larger focus on Americas region
