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 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.

Responsibilities

Lead enterprise critical pursuits (ECP / Tier 2) as the consultative sales process leader, formulating clear and compelling win strategies.

Collaborate with global and regional leaders to develop and execute growth plans aligned with AECOM''s strategic priorities.

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

Analyse competitive landscapes, leveraging insights from recent wins and losses to refine strategies.

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 the account.

Partner with bid, marketing and technical teams to prepare RFQs, RFPs, and complex proposals.

Help to build and maintain a diversified pipeline of qualified opportunities, ensuring alignment with business goals.

Establish and nurture client relationships, identifying needs and delivering tailored solutions.

Position AECOM''s innovative solutions, including ESG, digitalisation, and equity-focused initiatives, to meet client transformation agendas.

Partners with the Client Account Managers (CAM) and other business line representatives to have the right conversations with the client at the right time, thinking in a client-centric way to leverage Our client Promise in delivering outcomes that align with client expectations.

Coach and train regional work-winning teams, including CAMs, bidding and Marcomms professionals.

Facilitate pursuit strategy meetings and provide guidance and coaching for presentation and interview teams.

Promote a collaborative approach, leveraging multidisciplinary teams from across the region and globe to achieve success.

Guides technical writers to develop dynamic and compelling content, that is both compliant and compelling / persuasive.

Ensure partnership between technical, marketing and bidding staff for proposal best practices.

Coaches and supports other team member in building strong relationships within the capture team and trains others in AECOM to enhance their capture management skills.

Operational Excellence

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.

Innovation and Impact

Align AECOM''s initiatives with client priorities, focusing on sustainability, resilience, and cutting-edge solutions.

Leverage AECOM''s global expertise to deliver value-driven, client-focused outcomes.

Influence and Relationship Management

Build trust with client decision-makers and internal stakeholders, including CAMs, RBLLs, and the Executive Board.

Demonstrate resilience and adaptability, maintaining focus despite setbacks, rewrites, and shifting priorities.

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