Capture Management Manager - AECOM
Philadelphia, PA 19019
About the Job
Company DescriptionWork with Us
Change the World.At AECOM, we're delivering a better world
Whether improving your commute, keeping the lights on, providing access to clean water, or transforming skylines, our work helps people and communities thrive
We are the world's trusted infrastructure consulting firm, partnering with clients to solve the world’s most complex challenges and build legacies for future generations.There has never been a better time to be at AECOM
With accelerating infrastructure investment worldwide, our services are in great demand
We invite you to bring your bold ideas and big dreams and become part of a global team of over 50,000 planners, designers, engineers, scientists, digital innovators, program and construction managers and other professionals delivering projects that create a positive and tangible impact around the world.We're one global team driven by our common purpose to deliver a better world
Join us.Job DescriptionReporting 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. QualificationsMinimum RequirementsBachelor's degree plus 8+ years of extensive relevant experience, or demonstrated equivalency of experience and/or education, and at least 5 years of leadership experience. Experience must demonstrate sales production metrics, demonstrated skills in business development strategy, team leadership, client discovery and development of compelling value propositions that meet client’s needs. Preferred QualificationsDemonstrate a proven track record of sales production, specifically the winning of major enterprise level (ECP / Tier 2, +$20m) pursuits. Track record of winning major pursuits, capturing new business, and driving integrated multidiscipline teams through a consultative sales process with Major and/or Global clients. Additional InformationRelocation assistance is not available. Sponsorship is not available now or in the future.#LI-SG1About AECOMAECOM is proud to offer a comprehensive benefits program to meet the diverse needs of our employees
Depending on your employment status, AECOM benefits may include medical, dental, vision, life, AD&D, disability benefits, paid time off, leaves of absence, voluntary benefits, perks, U.S
and global well-being programs, employee assistance program, business travel insurance, service recognition awards, retirement savings plan, and employee stock purchase plan.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 culture of equity, diversity and inclusion – 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 and benefits programs to meet the diverse needs of our employees and their families
We also provide a robust global well-being program
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.All your information will be kept confidential according to EEO guidelines.SummaryType: Full-timeFunction: Business DevelopmentExperience level: Mid-Senior LevelIndustry: Construction
Change the World.At AECOM, we're delivering a better world
Whether improving your commute, keeping the lights on, providing access to clean water, or transforming skylines, our work helps people and communities thrive
We are the world's trusted infrastructure consulting firm, partnering with clients to solve the world’s most complex challenges and build legacies for future generations.There has never been a better time to be at AECOM
With accelerating infrastructure investment worldwide, our services are in great demand
We invite you to bring your bold ideas and big dreams and become part of a global team of over 50,000 planners, designers, engineers, scientists, digital innovators, program and construction managers and other professionals delivering projects that create a positive and tangible impact around the world.We're one global team driven by our common purpose to deliver a better world
Join us.Job DescriptionReporting 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. QualificationsMinimum RequirementsBachelor's degree plus 8+ years of extensive relevant experience, or demonstrated equivalency of experience and/or education, and at least 5 years of leadership experience. Experience must demonstrate sales production metrics, demonstrated skills in business development strategy, team leadership, client discovery and development of compelling value propositions that meet client’s needs. Preferred QualificationsDemonstrate a proven track record of sales production, specifically the winning of major enterprise level (ECP / Tier 2, +$20m) pursuits. Track record of winning major pursuits, capturing new business, and driving integrated multidiscipline teams through a consultative sales process with Major and/or Global clients. Additional InformationRelocation assistance is not available. Sponsorship is not available now or in the future.#LI-SG1About AECOMAECOM is proud to offer a comprehensive benefits program to meet the diverse needs of our employees
Depending on your employment status, AECOM benefits may include medical, dental, vision, life, AD&D, disability benefits, paid time off, leaves of absence, voluntary benefits, perks, U.S
and global well-being programs, employee assistance program, business travel insurance, service recognition awards, retirement savings plan, and employee stock purchase plan.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 culture of equity, diversity and inclusion – 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 and benefits programs to meet the diverse needs of our employees and their families
We also provide a robust global well-being program
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.All your information will be kept confidential according to EEO guidelines.SummaryType: Full-timeFunction: Business DevelopmentExperience level: Mid-Senior LevelIndustry: Construction
Source : AECOM