Overview The role: As Head of Major Pursuits EURI this leadership role sets the standard for excellence, driving best practice, elevating strategic thinking and focusing on opportunities delivering the greatest impact on NSR and EBITA growth. You will work selectively on high-value, high-influence pursuits drawn from the qualified pipeline, focusing on those that truly move the needle.
The role carries an ambitious target: a 50%-win rate by project value. Priority goes to pursuits that materially contribute to the UKI and CE NSR and GSR sales targets while increasing backlog in line with regional growth goals.
You will lead major pursuit work winners across all EURI End Markets, shaping bid strategy, steering execution and instilling a winning culture. This is a front-of-house role: client-facing, relationship-driven and influential in shifting internal mindsets around what exceptional pursuit strategy looks like. It is not a backstage bid-production position.
Success depends on connecting major pursuit strategy with real delivery models, ensuring we bid as we will deliver. The impact you create will transform how Major Pursuits are approached across the entire EURI region.
Responsibilities Partners closely with the business (EUR&I Executive Country Managers, XBL Market Sector Leaders and CAMs) to drive a highly effective, coordinated approach to winning work
Leads high performing team of Bid Managers focused on winning Enterprise Critical Pursuits ($35m)
Collaborates with the business line work winning teams to win Tier 2 major pursuits ($20-35m)
Directs strategy and execution for key major pursuits—working with Regional Business Line Leaders, Business Line Strategy and Growth Leads, CAMs, Capture Managers, and Marketing to map decision-makers, uncover client drivers, create compelling value proposition and client-centric winning solutions to out-deliver competitors and position well with our clients before the RFP is released
Directs high-quality bid execution including responses to RFIs/RFQs/RFPs, applying rigorous pursuit processes to ensure speed, efficiency and full compliance
Personally leads pink, red and gold reviews for some of our most important opportunities, bringing the best of AECOM and your experience to bear on our submitted bids
Builds strong, trusted relationships across the organisation, acting as a strategic partner to business line, sector and country leadership, providing challenge and support in equal measure
Drive digital innovation and AI in leading and executing major pursuits
Challenges business at early stage to make sure we make the correct Go/No-Go decisions
Allocates resources and leads the Major Pursuits team on priority opportunities
Designs and delivers impactful training, coaching and programmes that elevate work winning capability across the Region
Uses internal networks and CAMs to develop strong external stakeholder connections that strengthen the pipeline for upcoming major pursuits
Fosters cross-company collaboration by building strong bonds with work winning teams across AECOM, regionally and globally
Develops emerging talent and coaches other managers on training and career progression for their teams
Supports the attraction and retention of key talent
Understands industry market sector and functional trends, key business drivers and challenges and the impact on AECOMs business plan
Thinks and acts globally. Collaborates with other stakeholders to drive key business outcomes and implement transformational change
Monitors internal and external trends and identifies new approaches and improvements to support business success
Builds and models a climate that fosters a culture of innovation, collaboration and calculated risk-taking
Embeds a process of capturing client and team bid feedback, celebrating success and sharing best practice and lessons learned to drive continuous improvement
Qualifications Proven track record in leading and winning major project and framework pursuits ($35m), complex bids or strategic work-winning initiatives within a large matrixed organisation
Proven track record in influencing company culture to support embedding client centricity and winning bigger
This is a leadership position that requires clear thinking, strong strategic skills, the ability to create empathy and rapport with internal colleagues and external clients and a cooperative ability to constructively engage and assist the business to pursue the EUR&I growth plans
Deep understanding of pursuit strategy, client positioning, bid governance and the end-to-end RFI/RFQ/RFP process with the ability to drive compliant, compelling and competitive submissions
Strong commercial acumen with the ability to interpret client needs, assess competitive landscapes and shape winning value propositions
Exceptional stakeholder management skills with the ability to build trusted relationships at senior levels across multiple business lines, sector and countries
Experience leading multi-disciplinary teams, allocating resources effectively and coaching others to improve win strategies and outcomes
Demonstrated ability to influence without authority, positively challenge thinking, hold capture teams accountable and inspire teams to pursue higher performance standards
Skilled communicator, clear, concise, persuasive, with the ability to articulate strategy and complex ideas to clients and internal teams
Experience developing and delivering capability-building programmes, training or coaching related to work winning or business development
Ability to operate front-of-house with confidence, client-facing, relationship-driven and credible in senior external engagements
Comfortable navigating a fast-paced environment, managing competing priorities and maintaining quality under pressure
Demonstrate alignment with AECOMs values and leadership behaviours: Safety, Ethics & Quality first; Collaborate to win; Innovate with impact; Deliver excellence; Sustain our world; Thrive together
Commitment to supporting the growth and development of junior and mid-career colleagues, as well as a strong dedication to personal continuous development
Additional Information Resilient, results-oriented and customer-focused
Robust approach to dealing with a multitude of stakeholders
Strategic thinker with strong commercial acumen
Excellent leadership and team development skills
Strong negotiation and influencing abilities
Analytical mindset with a data-driven approach to decision-making
Excellent communication and presentation skills
Collaborate to win: able to connect global expertise to solve client challenges and achieve shared success
Innovate with impact: embrace new ideas, digital innovation and AI to create forward-thinking solutions for clients
Deliver excellence: focus on clients' needs, technical and operational excellence and exceptional project execution to grow their business
About AECOM
About AECOM content remains here as a general company description to provide context for the role, aligned with the original information but cleaned for formatting.
Freedom to Grow in a World of Opportunity
You will have the flexibility you need to do your best work with hybrid work options. Whether you’re working from an AECOM office, remote location or at a client site, you will be working in a dynamic environment where your integrity, entrepreneurial spirit and pioneering mindset are championed.
You will help us foster a safe and respectful workplace where we invite everyone to bring their whole selves to work using their unique talents, backgrounds and expertise to create transformational outcomes for our clients.
AECOM provides a wide array of compensation benefits and well-being programs to meet the diverse needs of our employees and their families. We’re the world’s trusted global infrastructure firm and we’re in this together: your growth and success are ours too.
Join us and you’ll get all the benefits of being a part of a global publicly traded firm: access to industry-leading technology and thinking, and transformational work with big impact and work flexibility. As an Equal Opportunity Employer we believe in each person’s potential and will help you reach yours.
We are a Disability Confident Employer and will offer an interview to applicants who have a disability or long-term condition who meet the minimum/essential criteria for the role. Please let us know using this email address if you would like to apply through the Disability Confident Interview Scheme.
All your information will be kept confidential according to EEO guidelines.
Remote Work : No
Employment Type : Full-time
Reports to: Managing Director Strategy & Growth Europe & India
The role: As Head of Major Pursuits EURI this leadership role sets the standard for excellence, driving best practice, elevating strategic thinking and focusing on opportunities delivering the greatest impact on NSR and EBITA growth. You will work selectively on high-value, high-influence pursuits drawn from the qualified pipeline, focusing on those that truly move the needle.
The role carries an ambitious target: a 50%-win rate by project value. Priority goes to pursuits that materially contribute to the UKI and CE NSR and GSR sales targets while increasing backlog in line with regional growth goals.
You will lead major pursuit work winners across all EURI End Markets, shaping bid strategy, steering execution and instilling a winning culture. This is a front-of-house role: client-facing, relationship-driven and influential in shifting internal mindsets around what exceptional pursuit strategy looks like. It is not a backstage bid-production position.
Success depends on connecting major pursuit strategy with real delivery models, ensuring we bid as we will deliver. The impact you create will transform how Major Pursuits are approached across the entire EURI region
Responsibilities:
Partners closely with the business (EUR&I Executive Country Managers XBL Market Sector Leaders and CAMs) to drive a highly effective coordinated approach to winning work
Leads high performing team of Bid Managers focused on winning Enterprise Critical Pursuits ($35m)
Collaborates with the business line work winning teams to win Tier 2 major pursuits ($20-35m)
Directs strategy and execution for key major pursuits - working with Regional Business Line Leaders Business Line Strategy and Growth Leads CAMs Capture Managers and Marketing to map decision-makers uncover client drivers create compelling value proposition and client centric winning solutions to out-deliver competitors and position well with our clients before the RFP is released
Directs high-quality bid execution including responses to RFIs/RFQs/RFPs applying rigorous pursuit processes to ensure speed efficiency and full compliance
Personally leads pink red and gold reviews for some of our most important opportunities bringing the best of AECOM and your experience to bear on our submitted bids
Builds strong trusted relationships across the organisationacting as a strategic partner to business line sector and country leadership providing challenge and support in equal measure
Drive digital innovation and AI in leading and executing major pursuits
Challenges business at early stage to make sure we make the correct Go/No-Go decisions
Allocates resources and leads the Major Pursuits team on priority opportunities
Designs and delivers impactful training coaching and programmes that elevate work winning capability across the Region
Uses internal networks CAMs and other relationships to develop strong external stakeholder connections that strengthen the pipeline for upcoming major pursuits
Fosters cross-company collaboration by building strong bonds with work winning teams across AECOM both regionally and globally
Develops emerging talent and coaches other managers on training and career progression for their teams
Supports the attraction and retention of key talent
Understands industry market sector and functional trends key business drivers and challenges and the impact on AECOM’s business plan
Thinks and acts globally. Collaborates with other stakeholders to drive key business outcomes and implement transformational change
Monitors internal and external trends and identifies new approaches and improvements to support business success
Builds and models a climate that fosters a culture of innovation collaboration and calculated risk-taking
Embeds a process of capturing client and team bid feedback celebrating success and sharing best practice and lessons learned to drive continuous improvement
Additional Information: Key competencies are described in the list above and are aligned with the role expectations.
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