AECOM Birmingham, England, United Kingdom
Capture Management Director
Job Description
Job Title
Capture Director Europe & India Region
Position Summary
The Capture Director is a pivotal leadership role responsible for driving strategic growth and securing major enterprise-level pursuits (ECP / Tier 2). This position requires visionary leadership, strategic thinking, and the ability to lead consultative sales processes. Reporting to the Head of the Major Pursuits Team Europe, the role involves developing and implementing winning strategies, fostering collaboration across global and regional business lines, and ensuring operational excellence throughout the pursuit lifecycle. The role offers flexibility, with remote/virtual work options and travel as required.
Key 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 programmes with current/prospective clients and internal partners.
* Analyse 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.
Key Attributes
* External Presence – strong market and technical knowledge relevant to the opportunity being pursued.
* Internal Presence – clear communication of pursuit priorities across market sectors to executive, regional and business line leadership.
* Partnering with Technical, Bidding and Marketing Staff – guides the team to develop dynamic, compliant and persuasive content.
* Client Relationships – partners with the CAM and other business line representatives.
* Growth – drives growth by positioning and capturing key opportunities, including new business and renewals.
* Impact on AECOM Reputation – champions ethical and safe working practices, focusing on ED&I and aligning initiatives with clients.
* Innovation – understands client innovation agendas and positions AECOM’s solutions, encouraging ESG and digital initiatives.
* Delivery focus – sets schedules and milestones for short, medium and long‑term goals, managing budgets.
* Commercial – strong understanding of commercial elements of contracts (pricing, risk, governance).
* Development of People / Mentoring – coaches and supports team members, trains others in capture skills.
* Leadership Behaviours – encourages diverse, accountable, inclusive teams, leveraging the global footprint.
Qualifications
Minimum Requirements
* Bachelor’s degree and extensive experience, including at a Director/Vice President level.
* At least 6 years of leadership experience in business development strategy and team leadership.
* Proven ability to deliver sales metrics and develop compelling value propositions.
Preferred Qualifications
* Demonstrated success in winning major pursuits and leading multidisciplinary teams.
* High energy, outgoing, and self‑motivated with consultative sales expertise.
Additional Information
What We Offer
At AECOM, we provide the flexibility to work in hybrid environments, competitive pay, and comprehensive benefits tailored to support you and your family. We champion career growth through award‑winning training programs and diverse opportunities.
Location: Flexible/Remote with travel as required.
Status: Full‑Time.
About AECOM
AECOM is the world’s trusted infrastructure consulting firm, delivering professional services throughout the project lifecycle – from advisory, planning, design and engineering to program and construction management. On projects spanning transportation, buildings, water, new energy and the environment, our public‑ and private‑sector clients trust us to solve their most complex challenges.
All you information will be kept confidential according to EEO guidelines.
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