Capture Management Director

Strategic Leadership

• Lead enterprise critical pursuits (ECP / Tier 2) as the Capture Director formulating clear and compelling winning capture and client positioning 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 and win rates and secure transformative programs.
• Analyse competitive landscapes, leveraging insights from recent wins and losses to refine strategies.

Business Development

• 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 key accounts.
• Lead a holistic approach to capture strategy development, including client listening, win strategy creation, solution development, marcomms planning, answer planning, review through to debrief and lessons learnt.
• Partner with bid, marketing, technical, operations and commercial teams to prepare Capture Plans for complex proposals.
• Help to build and maintain a diversified pipeline of qualified opportunities, ensuring alignment with business goals.

Team Collaboration & Mentorship

• Drive cultural change in approach to capture, facilitating the adoption of AECOM’s positioning and pursuit playbooks and roll out of supportive training across the region.
• Support the growth in strategic capture capability enabling teams to become self-reliant - coach and train regional capture and work-winning teams.
• Facilitate pursuit strategy meetings and provide guidance and coaching for client engagement/positioning, presentation and interview teams.
• Promote a collaborative approach, leveraging multidisciplinary teams from across the region and globe to achieve success.

Operational Excellence

• Champion the complete lifecycle of the sales process, ensuring quality assurance and adherence to Green Light Analysis and Go/No-Go rigor.
• Maximise the value from growth enabler functions (e.g. Major Pursuits Team, Client Listening, Digital AECOM, AI, Strategic Marcomms and HR) by influencing their activity focus and prioritising the capture and sales asks from these functions.
• Coordinate with strategic marketing to plan and execute effective pursuit-based positioning campaigns that supports client positioning/engagement and elevated brand awareness.
• Ensure compliance with commercial, financial, legal, and governance elements of opportunities and contracts.

This role drives strategic growth and secures major enterprise-level pursuits that align with AECOM's sustainability, resilience, and cutting-edge solutions, helping clients achieve their transformation agendas while positioning innovative solutions including ESG, digitalisation, and equity-focused initiatives.

• Visionary leadership and strategic thinking abilities
• Experience leading consultative sales processes and enterprise-level pursuits
• Ability to develop and implement winning strategies for major opportunities
• Strong collaboration skills to work across global and regional business lines
• Experience in business development and capture management
• Ability to analyze competitive landscapes and leverage insights
• Strong relationship management skills with client decision-makers and internal stakeholders
• Experience coaching and training teams in capture management
• Innovative thinking and problem-solving capabilities
• Resilience and adaptability in a dynamic environment

The role offers flexibility with remote/virtual work options and travel as required. No specific compensation, perks, or culture highlights are mentioned in the description.

AECOM is a global infrastructure consulting firm that delivers professional services across planning, design, engineering, and construction management, with a focus on sustainability, resilience, and innovative solutions including ESG, digitalisation, and equity-focused initiatives.