With unprecedented opportunity across the UK and Ireland Water industry, AECOM's Water business is seeking a Technical Director, Capture Management Lead to join the Water Strategy & Growth team. In this pivot role you will lead strategies to win enterprise‑level critical pursuits (typically £25m+), develop and execute client positioning plans, and drive operational excellence throughout the capture lifecycle.
Key Responsibilities
* Lead and win enterprise critical pursuits (ECP / Tier 2) as the Capture Lead, owning the pursuit strategy from identification through to submission.
* Direct discovery, pre‑positioning, differentiation, and delivery strategies for major transformative programmes, including new business opportunities and the renewal/extension of existing strategic opportunities within key accounts.
* Own pursuit governance, bid budgets, winning pursuit team composition, and partnering/supply chain selection.
* Lead a holistic approach to capture strategy development, including client listening, win strategy, solution development, marcomms planning, bid planning & review, debrief, and lessons learnt.
* Establish and nurture client relationships to identify bespoke needs, leveraging proactive engagement to inform and validate solutions.
* Analyse competitive landscapes, leveraging insights from recent wins and losses to refine strategies.
* Help to build and maintain a diversified pipeline of qualified opportunities, ensuring alignment with business strategy and goals.
* Collaborate with global and regional leaders to develop and execute growth plans aligned with AECOM's strategic priorities.
* Partner with Client Account Managers, Market Sector Leaders, and other business line representatives to leverage the Client Promise in delivering capture outcomes that align with client expectations.
* Partner with bid, marketing, technical, operations and commercial teams to prepare Capture Plans for complex proposals.
* Drive cultural change in approach to capture, facilitating the adoption of AECOM's positioning and pursuit playbooks and roll out of supportive training across Water.
* 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.
* Guide technical writers to develop dynamic and compelling content (across all channels, not just RFP), that is both compliant and persuasive.
* Ensure partnership between technical, marketing and bidding staff for proposal best practices.
* Drive integrated strategies to improve capture and win rates and secure transformative programmes.
* Champion the complete sales lifecycle aligned to best practice, including ensuring quality assurance and adherence to Green Light Analysis and Go/No‑Go rigor.
* Coordinate with strategic marketing to plan and execute effective pursuit‑based positioning campaigns that support client positioning/engagement and elevated brand awareness.
* 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.
* Position AECOM's innovative solutions, including sustainability & ESG, digitalisation, and equity‑focused initiatives, to meet client transformation agendas.
* Leverage AECOM's ‘Think & Act Global’ expertise and enterprise capabilities to deliver value‑driven, client‑focused outcomes.
* Harness potential of key growth enablers such as digital and technological innovations, including AI and autonomy, to provide competitive advantage in a rapidly changing world.
* Build trust with client decision‑makers, delivery partners and internal stakeholders, including Client Account Managers, Market Sector Leaders, Regional Business Line Leaders, and Executive Boards.
* Innovative thinker, problem solver and willing to challenge teams to stretch beyond the norm.
* Demonstrate resilience and adaptability, ensuring focus remains on opportunities that will deliver growth ambitions and provide greater value to our clients.
Qualifications
* Degree level relevant qualification (preferable).
* Demonstrated leadership experience of critical pursuit capture strategy development and alignment with business targets and growth strategy within a consultancy environment.
* Proven track record of successfully leading strategic and complex pursuit strategies (Net Service Revenue above £25m) across multi‑disciplinary and multi‑locational teams, including working alongside clients, delivery partners and supply chain.
* Proven ability to deliver sales metrics and develop compelling client‑centric value proposition.
* Demonstrated ability to collaborate at all organisational levels – strong leadership skills with experience of building and managing large and diverse pursuit/capture teams.
* Relevant Water Industry experience together with working in a global matrix organisation (preferable).
As an Equal Opportunity Employer, we believe in each person's potential, and we'll help you reach yours.
#J-18808-Ljbffr