Associate Bid Director - Major Pursuits Team

at  AECOM

WORK WITH US. CHANGE THE WORLD.

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Job Description

READY TO PUSH THE LIMITS OF WHAT’S POSSIBLE?

Here’s what we’re looking for:

This is a leadership position that requires clear thinking, strong strategic skills, the ability to create empathy and rapport with internal colleagues and external clients, and a cooperative ability to constructively engage and lead the business in winning work.

• Must have proven depth and breadth of experience in working on Europe major pursuits, across relevant markets and bid teams.
• This position requires experience of managing both the commercial/pricing and quality/technical works streams on major bids.
• This leadership position demands a high-level of depth and breadth of experience in delivering major strategically important winning bids of circa $100m.
• Other key competencies include experience in an Architect-Engineer business across Programme Management, Defence, National Security, Energy Transition, Aviation and Water.
• Must have a strong track record of winning major bids in a multi-geography, multi-market, multi-discipline enterprise.

• Acts as an exemplar for work winning. Balancing entrepreneurism and discipline to achieve a target beating win rate
• Is seen as a strategic partner to capture managers on key pursuits, challenging and supporting in equal measure
• Works with the CAM and capture manager to gather client and scope intelligence and gain an understanding of positioning activities to date
• Meets the client key decision makers with the CAM/capture manager to gather intelligence around the key decision makers’ thinking (hopes, needs, wants and fears) and project scope
• Directly leads and supports the creation and execution of win strategies, using the Four Rules method, working with capture managers, CAM, technical teams, leadership and marketing to establish who the key decision-makers are, what the client really wants, how we will deliver better than the competition, with supporting evidence, and how we express this clearly to the client in our communications and bid
• Works with the capture manager and team on the development of winning solutions, such as partnering and bringing in key expertise or specialists from across the business
• Works with the capture manager to identify all technical, work winning and marketing resources and skills required to ensure they are available when needed for the opportunity, bid and delivery
• Engages early with the marketing teams on thought leadership, marketing and campaigns to position AECOM with the client key decision makers for the opportunity
• Leads the delivery of the bid in conjunction with the capture manager, bid coordinator and support services
• Works with the capture manager to prepare for Gate reviews, Go/Get, Exec Boards and Risk Committees
• Leads a holistic approach to bidding from win strategy creation, to running the commercial/pricing and technical/quality workstreams, through to bid debrief
• Highly skilled facilitator with the experience and expertise to run workshops, as listed below::
• win strategy, workshops working with the capture manager, CAM, leadership and technical teams to identify how we’re going to win this
• Delivery strategy workshops with bid teams to make sure the overarching delivery method is in place, prior to bid document release
• Answer plan and review workshops giving a clear brief of the task ahead to the bid writers and contributors
• Lessons learned and challenge team reviews for the pricing/commercial element of the bid
• Bid debrief sessions to understand what went well and what needs improvement to gather lessons learned and drive continuous improvement
• Ensures the effective use of the MPTE WW process and tools, for all bids, to optimize the opportunity of winning
• Coaches and trains bid teams in the creation of win strategy, bid management and answer planning
• Manages and reports on the bid budget
• Oversees the communication of the daily progress updates and identified risks to delivering a winning bid
• Works with Head of MPTE to further develop the MPTE into an industry leading team
• Provides support to the Head of Major Pursuits Team Europe, as required
• Visibly leads by example and is seen as a highly effective bid leader
• Ensures awareness of the latest developments and thinking across AECOM
• Is seen as a Work Winning thought leader in AECOM and externally