Capture Management Lead Water

Start here. Grow here.

With unprecedented opportunity across the UK and Ireland Water industry AECOMs Water business is seeking a Capture Management Lead to join the Water Strategy & Growth team.

In this pivotal leadership role you will be responsible for driving strategic growth and securing major enterprise-level critical pursuits (typically 25m revenue) in the Water sector. This position requires visionary leadership strategic thinking and the ability to lead and take full ownership of capture & positioning strategies. Reporting to the Strategy & Growth Director for Water the role will require developing and implementing winning capture and client positioning 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.

Key Responsibilities:

Strategic Leadership & Business Development

• 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 both 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 through to debrief & lessons learnt.
• Establish and nurture client relationships to identifying 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 AECOMs strategic priorities.
• Partner with Client Account Managers Market Sector Leaders and other business line representatives to leverage Our Client Promise in delivering capture outcomes that align with client expectations.

Team Collaboration & Mentorship

• 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 AECOMs 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 (all channels not just RFP) that is both compliant and compelling / persuasive.
• Ensure partnership between technical marketing and bidding staff for proposal best practices.

Operational Excellence

• Drive integrated strategies to improve capture and win rates and secure transformative programs.
• 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 supports 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.

Innovation & Impact

• Position AECOMs innovative solutions including sustainability & ESG digitalisation and equity-focused initiatives to meet client transformation agendas.
• Leverage AECOMs 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.

Influence & Relationship Management

• 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…