Capture Management Manager

Reporting to the Senior Vice President (SVP), Northeast Managing Principal, the successful candidate will support critical pursuits (CP) and strategic capture management (Tier 2) efforts for the B+P NE in partnership with our Capture Managers, Market/Discipline leaders and Global Business Line resources.

Key requirements of this role include the following: 

• Support major strategic pursuits as the consultative sales process leader, contributing strategy, business development best practices and sales leadership to drive significant project wins.
• Lead business development meetings for key markets or significant project opportunities to support building and maintaining a deep and diversified qualified opportunity pipeline.
• Maintain Key pursuit documentation and drive the completion of AECOM’s sales tools such as the Green Light Analysis.
• Assist developing and implementing the B+P NE Growth Plan. Work Regional Business Line Leaders, Regional Growth Leads and Client Account Managers (CAMs) to define growth targets, prioritize pursuits and win what matters with an improved capture rate. 
• Provide coaching and training to existing regional work winning teams (e.g capture managers, CAM’s and Marcomms) to support winning what matters and improving our capture rate.  
• QA/QC, champion and drive the complete life cycle of the sales process. 
• Direct discovery, pre-positioning, differentiation, and delivery strategies for major transformative programs with current/prospective clients and internal partners. 
• Bring discipline and rigor to the Go/No Go process and capture management planning phase. 
• Work in collaboration with Marketing to develop and execute strategic marketing campaigns that position AECOM around key opportunities. 
• Lead pursuit team strategy meetings and coach presentation/interview teams in coordination with Marketing. 

Key attributes include: 

• External Presence - Has strong market, marketing, 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 and Marketing Staff - Guides technical writers to develop dynamic and compelling content, that is both compliant and compelling/persuasive. Ensures partnership between technical and marketing staff for proposal best practices.  
• Client Relationships - Partners with the Client Account Manager and other business line representatives (including geo-political positioning). 
• 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. 
• 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.