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 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 include:
* 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 focusing on ED&I endeavours, 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 such as ESG and digitalization.
* Delivery focus - Demonstrated ability to set a schedule and milestones for the opportunity short-, medium- and long-term goals, including reviews, deliverables, and ultimate delivery of the bid/proposal while managing the opportunity budget.
* Commercial - Demonstrates good understand 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 behaviours - 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.
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. As an Equal Opportunity Employer, we believe in your potential and are committed to helping you achieve your career ambitions.
Additional Information
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. Our teams are driven by a common purpose to deliver a better world through our unrivaled technical and digital expertise, a culture of equity, diversity and inclusion, and a commitment to environmental, social and governance priorities. AECOM is a Fortune 500 firm and its Professional Services business had revenue of $14.4 billion in fiscal year 2023. See how we are delivering sustainable legacies for generations to come at aecom.com and @AECOM.
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 we’ll 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 ReasonableAccommodations@aecom.com if you would like to apply through the Disability Confident Interview Scheme.
All your information will be kept confidential according to EEO guidelines.