MCBD (Marketing, Communications and Business Development)
Europe Region
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MUN00000D Requisition #
At Arup we’re dedicated to shaping a better world. Our purpose, shared values and collaborative approach has set us apart for over 75 years. We solve the world’s most complex problems and deliver what seems impossible, with curiosity and creativity. We’re a thriving and growing organisation which offers you many possibilities to shape a better world, and your future.
In an increasingly competitive marketplace, our Marketing, Communications, and Business Development (MCBD) team enables Arup to build and protect our reputation, deepen client Relationships, win quality work, and attract top talent. This role will be key in achieving our strategic market and client ambitions. We are seeking to appoint a Region Priority Pursuits Lead to join our MCBD function.

QUALIFICATIONS

• Bachelor’s degree in a relevant field such as Marketing
• 8+ years’ experience and proven success in work winning of high-value new business for large organisations that plan, design and deliver major projects procured by public and private entities.
• Significant experience and success in planning, completing and winning strategic pursuits relating to large complex infrastructure projects. Extensive knowledge of the prepositioning and bidding lifecycle.
• Demonstrated experience in leading and inspiring high-performing pursuit teams, spanning multiple markets, locations and specialisms
• Proven ability to build influential relationships with senior leaders at large and complex client organisations.
• Knowledge of current procurement processes, practices and norms employed by national governments, multilateral funding bodies, and global businesses in key infrastructure markets, across Europe.
• Experience in leading change, innovation and operational excellence in priority pursuit and business development teams.
• AMPM Certification preferred

WHAT THIS ROLE INVOLVES

• The Region Priority Pursuits Leader will play a crucial role in strengthening the focus, quality and outcomes of our Regional Priority Pursuits Programme. In addition to making a pivotal contribution to our win rate, the Leader will play a central role in supporting us in achieving a lasting step-change in our approach to priority pursuits and our engagement with clients and contractors and collaborators.
• The postholder will influence key decisions taken by bid directors and regional work winning teams, ensuring we improve pipeline and conversion outcomes. The Region Priority Pursuits Leader will also model and showcase best practice, influencing colleagues across the full work winning cycle.

KEY RESPONSIBILITIES

• Strategic Pursuit Planning: Collaborates with business leadership to define and embed regional priority pursuits into annual business planning, aligning efforts with broader business goals.
• Pursuit Execution & Coaching: Develops and implements strategies for high-priority pursuits, while coaching bid directors and pursuit teams to ensure alignment with regional strategies.
• Process & Governance Development: Designs and maintains tools, processes, and governance frameworks to optimize pursuit efforts and ensure consistent global standards.
• Client & Market Insight: Maintains up-to-date knowledge of clients, collaborators, and contractors to inform pursuit strategies and enhance programme success.
• Capture & Proposal Leadership: Leads strategic opportunity development from qualification to contract, influencing early-stage strategy and reviewing key capture and proposal documents.
• Cross-Functional Collaboration: Partners with regional teams, marketing, and business development to support pursuits through all stages of the work-winning cycle.
• Performance Tracking & Reporting: Tracks and analyzes pursuit outcomes, conducts post-proposal reviews, and recommends improvements based on data and CRM insights.
• Continuous Improvement: Identifies recurring barriers and proposes practical enhancements to pursuit practices using data-driven tools and performance insights.