Associate Director - Business Development and Capture Management

Associate Director - Business Development and Capture Management

• Contract
• State/Province:
  Dubai
• Business Group: DCS
• Legal Entity: AECOM MIDDLE EAST LIMITED DUBAI BRANCH
• Business Line:
  Transportation
• Work Location Model:
  Hybrid
• Operating Group:
  International
• Primary
  
  Location:
  
  AE - Dubai, UAE - UBora Tower

We are seeking an Associate Director of Business Development and Capture Management to join our organization in Dubai, United Arab Emirates. In this strategic leadership role, you will drive business growth through the identification, pursuit, and successful capture of high-value opportunities. You will lead cross-functional teams to develop compelling proposals, manage complex sales pipelines, and build lasting relationships with key stakeholders in the region.

Encourages diverse and inclusive collaboration leveraging AECOM’s global footprint to enable individual growth and collective success through trust, autonomy, accountability, and alignment.

When developing others:

• Builds a pursuit team and succession plan for capture management at AECOM.
• Connects the pursuit team to AECOM bid strategies and ensures our current and potential clients get the best AECOM experience for every pursuit.
• Coaches and supports other team members in building strong relationships across the organization.
• Actively supports the attraction and retention of capture management talent.
• Facilitates the growth and success of AECOM’s next generation of leaders by providing opportunities to develop, such as cross border/business line experiences.
• Has experience with building internal AECOM teams combined with external teams to position us to win.

Delivers results and leads others to do the same; effectively managing risk to lead through change and ambiguity advancing AECOM’s vision, purpose and strategies.

When focused on delivery:

• Accountable for AECOMs ECP success in partnership with regional leadership.
• Implements best pursuit practices in partnership with business line leadership to ensure high quality, technical excellence and a consistent client service experience.
• Identifies areas of high risk and pro-actively takes actions to positively impact outcomes and remediate risk.
• Demonstrated ability to set short and medium-term goals and strategies for the pursuit teams to align with the AECOM and client needs.
• Proposes skill development approaches and workforce planning to deliver capabilities for the future.
• Understands AECOM risk profile and leads preparation for Price, Risk and Contract Reviews. Demonstrates good understanding of commercial elements of contracts and how to price for strategy to win (financial/pricing, legal/risk and governance).
• Has extensive knowledge of AECOM’s capabilities and who to connect with globally within the Business Line.

Establishes self as a strategic, collaborative leader and in areas of expertise in field, market or with clients.

• Is recognized by clients as a leader within AECOM able to drive change.
• Has in depth market and technical knowledge.
• Demonstrates an external presence in the market.
• May be an active participant in industry groups.

• Demonstrates the ability to influence leadership to ensure bid opportunities are prioritized.
• Works with Regional Business Line and Market Sector Leaders to identify new business opportunities and propose solutions to address them.

• Identifies long-term and disruptive trends in their area of expertise.
• Drives client adoption of key AECOM initiatives such as ESG and digitalization.
• Partners with clients to respond to their innovation agenda.

Has a deep understanding of client priorities and is client-focused, connects team to their vision, ensuring they provide the best AECOM experience every time.

• Is AECOM’s pursuit lead for ECPs.
• Has developed strong relationships with critical stakeholders.
• Able to build consensus to change client expectations in challenging situations.

• Champions for ethical and safe working practices.
• Integrates AECOM and client…