At a Glance
- Tasks: Lead major enterprise pursuits and drive strategic growth in the Transportation sector.
- Company: Join AECOM, a global leader in infrastructure consulting.
- Benefits: Enjoy hybrid work options, competitive pay, and comprehensive benefits.
- Other info: Be part of a diverse team committed to delivering a better world.
- Why this job: Make a real impact on transformative projects that shape communities.
- Qualifications: Proven experience in capture strategy and strong leadership skills required.
The predicted salary is between 54000 - 66000 £ per year.
The Capture Director is a pivotal leadership role responsible for driving strategic growth in the Transportation business through securing major enterprise-level critical pursuits (NSR >$20M). Reporting to the Strategy & Growth Director for Transportation, the role will foster collaboration across regional business lines, ensuring operational excellence throughout the pursuit lifecycle. This is a hybrid role with travel as required.
Capture Leadership & Impact
- Lead enterprise critical pursuits (>$20M) as the Capture Director formulating clear and compelling winning capture and client positioning strategies.
- Drive integrated strategies to improve capture and win rates and secure transformative programs.
- Analyse competitive landscapes, leveraging insights from recent wins and losses to refine strategies.
- Build trust with client decision-makers, delivery partners and internal stakeholders, including Client Account Managers, Market Sector Leaders, and Regional Business Line Leaders.
- Innovative thinker, problem solver and willing to challenge teams to stretch beyond the norm.
Business Development
- Drives growth through the ability to position for and capture key opportunities including both new business opportunities and the renewal/extension of existing opportunities within key accounts.
- Lead a holistic approach to capture strategy development, including client listening, win strategy creation, solution development, marcomms planning, answer planning, review through to debrief and lessons learnt.
- Partner with proposal, marketing, technical, operations and commercial teams to prepare Capture Plans for complex proposals.
- Establish and nurture client relationships, identifying needs and delivering tailored solutions.
- Develop opportunity pipelines based on client intelligence.
- Position AECOM's innovative solutions, including ESG, digitalisation, and equity-focused initiatives, to meet client transformation agendas.
- Partner with business line representatives to have the right conversations with the client at the right time, to leverage Our Client Promise in delivering capture outcomes that align with client expectations.
Team Collaboration & Mentorship
- Drive cultural change in approach to capture, facilitating the adoption of AECOM's positioning and pursuit playbooks and roll out of supportive training across the region.
- Support the growth in strategic capture capability enabling teams to become self-reliant - coach and train regional capture and work-winning teams, including CAMs, capture, bidding and Marcomms professionals.
- 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 that is both compliant, compelling and persuasive.
- Ensure partnership between technical, marketing and proposal staff for proposal best practices.
Operational Excellence
- Champion the complete lifecycle of the sales process, ensuring quality assurance and adherence to Green Light Analysis and Go/No-Go rigor.
- Maximise the value from growth enabler functions (e.g. Major Pursuits Team, Client Listening, Digital AECOM, AI, Strategic Marcomms and HR); take the lead in coordinating strategy development with these functions on enterprise critical pursuits identified for their support.
- 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.
Experience and Qualifications
- Experience in critical pursuit capture strategy development and alignment with business targets and growth strategy, recognised as an industry expert.
- Proven track record of successfully leading strategic and complex pursuit strategies (NSR > £20m) across multi-disciplinary and multi-locational teams, including working alongside clients, delivery partners and supply chain.
- Demonstrated ability to collaborate at all organisational levels - strong leadership skills with experience of managing large and diverse pursuit/capture teams.
- Expert communicator - experienced in facilitating collaborative workshops with diverse teams, ensuring an inclusive approach to stakeholder engagement.
- 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.
- Degree level relevant qualification (preferable).
- Member of recognised professional body and/or professional qualifications relative to core markets.
- Sector experience across our transportation markets to including rail, transit, highways, streets, ports and aviation.
Capture Management Director in City of Westminster employer: AECOM
At AECOM, we pride ourselves on being an exceptional employer, offering a dynamic work culture that fosters innovation and collaboration. With a strong commitment to employee growth, we provide extensive career development opportunities, flexible hybrid working arrangements, and a supportive environment that values diversity and inclusion. Join us in our mission to deliver a better world while enjoying the benefits of working with a global leader in infrastructure consulting.
StudySmarter Expert Advice🤫
We think this is how you could land Capture Management Director in City of Westminster
✨Tip Number 1: Get Involved in Consulting Case Competitions
Look for case competitions hosted by universities and consulting firms. They’re a fab way to showcase your problem-solving skills and meet industry players. Plus, winning one can seriously boost your CV, which we know is key when applying for roles like Capture Management Director at AECOM!
✨Tip Number 2: Leverage Alumni Networks
Tap into your university’s alumni network; many consultants love to help out new talent. Reach out to alumni who are working in management consulting, they might have insider knowledge about openings at firms like AECOM or be willing to refer you for that Capture Management Director position!
✨Tip Number 3: Attend Industry Events and Conferences
Keep an eye on management consulting events, workshops, or panels. These are prime opportunities to network with top professionals and get your name out there. You might even bump into someone from AECOM who’s on the lookout for their next Capture Management Director star!
✨Tip Number 4: Polish Your Consulting Skills Online
Engage with online platforms that offer consulting simulations or courses. Prove your chops by completing relevant projects — this not only beefs up your experience but also gives you concrete examples to chat about during interviews for that full-time Capture Management Director role at AECOM!
We think you need these skills to ace Capture Management Director in City of Westminster
Some tips for your application 🫡
Show Your Problem-Solving Skills:In management consulting, it's all about problem-solving—so make sure your CV highlights your analytical and critical thinking skills. Include examples from your studies or previous roles where you tackled complex issues or came up with innovative solutions. Quantify your achievements whenever possible to demonstrate your impact!
Tailor Your Cover Letter:Your cover letter is your chance to explain why you're a perfect fit for the consulting world. Focus on your motivation for joining the industry and how your skills align with the requirements of the role at AECOM. Remember to mention any relevant coursework or projects that showcase your understanding of strategic frameworks or business models!
Highlight Team Experience:Consultants often work in teams, so it's vital to showcase your collaborative skills. Include experiences where you've worked effectively with others, whether in academic group projects or internships. Discuss your role in the team and how you helped achieve common goals, demonstrating you can thrive in a consultancy environment.
Professionalise Your Online Presence:Make sure your LinkedIn and any other professional profiles are up to date, reflecting your career aspirations in management consulting. Connect with industry professionals and follow relevant groups—show you’re serious about entering this field. Applying through our website is a great way to get noticed, so showcase your personality and enthusiasm there!
How to prepare for a job interview at AECOM
✨Master the Case Study Game
In management consulting, case study interviews are all the rage. Make sure to practice structuring your thoughts and analysing data on the fly. Use resources like example case studies to get comfortable with frameworks and solutions. Remember, it’s not just about getting the right answer but showcasing your thought process, so talk us through your reasoning!
✨Know Your Numbers
Be prepared for some numerical and analytical questions. Brush up on your mental math and be ready to interpret data from charts or graphs. We might throw some business scenarios at you that require a quick turnaround on numerical analysis, so practice these skills to feel confident and swift!
✨Show Your Leadership Flair
As this is a full-time role, we want to see your potential as a seasoned consultant. Be ready to discuss experiences where you've led a project or a team. Think about times you've influenced decisions or navigated challenges—this is your chance to show how you can thrive in a fast-paced, collaborative environment.
✨Be a Cultural Fit
We’re not just looking for brains; we want to see if you vibe with our company culture at AECOM. Prepare to share how your values align with ours. Have a think about what makes a great team environment for you and how you can contribute to that. A good cultural fit goes a long way in management consulting!
