Capture Management Director

Job Title

Capture Director Europe & India Region

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 the 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.

• 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.

• External Presence – Has strong market and technical knowledge relevant to the opportunity being pursued.
• Internal Presence – Ability to communicate pursuit priorities clearly across market sectors to executive, regional and business line leadership, ensuring 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 persuasive.
• Client Relationships – Partners with the Client Account Manager (CAM) and other business line representatives (including geopolitical positioning).
• Growth – Drives growth by positioning for and capturing key opportunities, including new business and the renewal/extension of existing opportunities within the account.
• Impact on AECOM Reputation – Champions ethical and safe working practices while focusing on ED&I endeavours, aligning AECOM’s initiatives with those of the client.
• Innovation – Understands 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 digitalisation.
• Delivery Focus – Demonstrated ability to set schedules and milestones for short‑, medium‑ and long‑term goals, including reviews, deliverables and ultimate delivery of the bid/proposal while managing the opportunity budget.
• Commercial – Demonstrates good understanding 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, inclusive teams leveraging AECOM’s global footprint to enable individual growth and collective success through trust, autonomy,…