Job summary
AECOM is seeking a dynamic Capture Manager (CM) to support the East Region Water Business Line (WBL) in our DC/Maryland/Virginia and Florida Operations.The successful candidate will lead pursuit capture and proposal development throughout AECOM's East Region.The Capture Manager (CM) is predominately responsible for (1) strategy development and (2) capture planning and win strategies for business opportunities within the Southeast Region for the WBL Practice.
Job seniority: mid-to-senior level
Responsibilities
• Ensure that the pursuit is getting the proper attention, priority, and funding as well as identify the pursuit team with defined roles• Support legal, risk and contract reviews• Oversee Readiness to Win process including presentations with the senior WBL leadership and Office of Growth, as required• Promote teamwork, maintain positive morale and instill a creative culture within the team• 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• Establish timed gates for go/no-go reviews and bid decision reviews (pink, red, gold review teams)• Work in partnership with marketing on "AECOM" branded proposals, interview presentations and other marketing materials• Support 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• Work with leadership team to advance visibility in the marketplace through social media• For pursuits supporting, maintain accuracy of the opportunity data within Salesforce
Requirements
• BA/BS in Marketing, Communications, or related degree, plus 4 years of related experience• Minimum of 4 years' experience of working and understanding the water/wastewater market including clients, current and future agency/government issues and capital plans, and competitive landscape• Demonstrated and proven experience in water/wastewater treatment, pumping stations, collection and distribution systems, climate resiliency, and client/consultant relations for capture management and pursuits• Demonstrated experience with capture process in the water/wastewater market sector• Position may require travel on a monthly basis
Key Skills Needed
• Effective communication skills, writing• Extensive knowledge of the company's philosophy and policies• Demonstrates substantial expertise as a generalist or specialist• Demonstrated ability to develop and execute winning strategies for major projects and programs• Proven strong strategic writing, illustration, and communication skills• Possesses thorough job knowledge and is competent in all aspects of the job• Performs advanced assignments requiring independent decisions and resolves problems using an exceptional degree of ingenuity.• Ability and desire to work with and mentor key employees – helping them learn business development tools and processes.
