AECOM Capture Manager in Chicago, Illinois
United States of America - Virginia, Arlington - VA
The Capture Manager (CM), which will report to the Practice Sales Director, is predominately responsible for (1) strategy development and (2) capture planning and win strategies for business opportunities within the Environment Business Line (EBL) Practice (e.g. IAP, Remediation, or EHS/Air).
There are multiple roles available and this position can be based anywhere in U.S. or Canada.
The CM will be responsible for identifying the resources needed to pursue a business opportunity; proposal capture strategies, building value propositions, overseeing bid strategies, commercial strategy development, proposal response, interview preparation, supporting negotiations, and teaming.
Additionally, the CM will manage the transition from business opportunity to proposal development to award. The CM will work with the sales team to develop capture strategies and manage timelines to meet and exceed yearly sales targets for the Practice. The CM will manage the capture process to grow sales across the respective Practice in cooperation with the EBL/DCSA when opportunities cross Practices or Business Lines. The CM would also support client account managers, EBL leadership, and the Strategic Growth Initiatives (SGI).
Primary KPIs include meeting established Practice Line Gross Revenue and Gross Margin Bookings, capture rates including improvement on large pursuits to established criteria, and diversifying services line portfolio.
Duties and Responsibilities:
Oversee bid strategies, pricing, teaming, and proposal strategies; and manage the transition from business opportunity to proposal development to award.
Ensure that the pursuit is getting the proper attention, priority, and funding as well as identify the pursuit team with defined roles.
Provide insight on practice and market conditions for pursuit strategy development.
Support legal, risk and contract reviews.
Oversee Readiness to Win process including presentations with the senior EBL leadership and Office of Growth, as required.
Lead the creation, management and distribution of targeted in-depth information and analysis of assigned opportunities (i.e. prepositioning, capture planning, green light analysis, etc.).
Develop, in cooperation with the team, proposal themes and messages, including differentiators and innovation.
Assist in setting proposal pricing based on scope, duration, and skills required.
Serve as the customer advocate during reviews to bring the voice of the customer into planning and strategy sessions.
Strategy development including potential team member selection and roles.
Assist in identifying relevant and qualified team members and/or subcontractors; coordinating development and execution of teaming/subcontract agreements.
Establish timed gates for go/no-go reviews and bid decision reviews (pink, red, green review teams).
Establish and maintain price to win including supporting analysis.
Plan scheduled execution with appropriate milestones, monitor and report to Practice management as required.
Collaborate with the account and technical team to understand how to price and compile a winning / competitive proposal.
Work in partnership with marketing on “AECOM” branded proposals, interview presentations and other marketing materials.
Support the Sales Director with strategic planning and execution.
Support proposal reviews.
Support lessons learned and debrief of customer feedback.
Lead client listening efforts to understand client needs and business objectives.
For pursuits supporting; maintain accuracy of the opportunity data within Salesforce CRM
BA/BS in Environmental Related field (geology, biology, chemistry, environmental science, or engineering) with 10 Years of relevant experience or demonstrated equivalency of experience and/or education.
10 years of successful capture experience in the public or private sectors, demonstrating ability to win new business opportunities.
Experience driving diversified accounts; proposal development, strategic pricing and execution under various business models.
Excellent interpersonal and negotiation skills with a proven ability to build and maintain long-term partner and customer relationships.
Excellent written and verbal communication skills.
Demonstrated analytical, reasoning, planning and problem-solving abilities.
A high level of self-motivation and flexibility.
Excellent time-management, organizational and record-keeping skills.
Energy, enthusiasm and a team-focused mentality with proven abilities to work collaboratively and think strategically.
Ability to perform and deliver under tight deadlines.
Demonstrated skills in communicating technical information to non-technical and technical customers, as well as how core technologies translate into customers’ critical capabilities.
Strong interpersonal relationship skills to support new customer relationship development.
A drive to win, but the ability to learn from loss to influence the next pursuit.
What We Offer
When you join AECOM, you become part of a company that is pioneering the future. Our teams around the world are involved in some of the most cutting-edge and innovative projects and programs of our time, addressing the big challenges of today and shaping the built environment for generations to come. We ensure a workplace that encourages growth, flexibility and creativity, as well as a company culture that champions inclusion, diversity and overall employee well-being through programs supported by company leadership. Our core values define who we are, how we act and what we aspire to, which comes down to not only delivering a better world, but working to “make amazing happen” in each neighborhood, community and city we touch. As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.
Job Category Management
Business Line Environment
Business Group Design and Consulting Services Group (DCS)
Country United States of America
Position Status Full-Time
Requisition/Vacancy No. 239261BR
Additional Locations CA - Markham, ON - 105 Commerce Valley Dr W, US - Atlanta, GA - 1360 Peachtree St NE, US - Chelmsford, MA - 250 Apollo Drive, US - Chicago, IL - 303 E Wacker Drive, US - Houston, TX - 19219 Katy Freeway, US - Los Angeles, CA - 300 S Grand Ave
Clearance Required No
Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.