at AECOM in Chicago, Illinois, United States
Job Description
Company Description
Work with Us. Change the World.
At AECOM, we’re delivering a better world. Whether improving your commute, keeping the lights on, providing access to clean water, or transforming skylines, our work helps people and communities thrive. We are the world’s trusted infrastructure consulting firm, partnering with clients to solve the world’s most complex challenges and build legacies for future generations.
There has never been a better time to be at AECOM. With accelerating infrastructure investment worldwide, our services are in great demand. We invite you to bring your bold ideas and big dreams and become part of a global team of over 50,000 planners, designers, engineers, scientists, digital innovators, program and construction managers and other professionals delivering projects that create a positive and tangible impact around the world.
We’re one global team driven by our common purpose to deliver a better world. Join us.
Job Description
Our Transportation Global Business Line (TGBL) business provides the structure, tools, techniques and process to deliver on this vision. By connecting our expertise across services, markets, and geographies, we manage outcome-driven projects that deliver social, economic and environmental value. These include programs of critical national importance in transportation including transit, aviation, surface transportation and goods movement shaping many of the world’s major cities.
In line with our growth strategy, we are currently seeking a Strategic Business Development and Enterprise Pursuits Director , Vice President, to support capturing major new business in our TGBL.
Due to the nature of this role, the location is flexible, however preference will be given to US based professionals, and can be remote / virtual with travel as and when required.
Reporting to the Vice President (VP), Director of Strategic Business Development (Major Programs) TGBL, the successful candidate will direct and support enterprise pursuits and strategic capture management efforts for the TGBL in partnership with our Global and Regional Business Lines. This candidate will develop and maintain business relationships while identifying client needs to advance AECOM’s growth and profitability in the market.
Key requirements of this role include the following:
+ Win major strategic pursuits as the consultative sales process leader, contributing strategy, business development best practices and sales leadership to drive an integrated growth strategy. Will lead as Enterprise Pursuits Director/Capture Manager on Enterprise level pursuits.
+ Understand firm-wide capabilities and bring regional and global expertise to pursuits.
Key attributes include:
+ External Presence – Has strong market, marketing, and technical knowledge, which is relevant to the opportunity being pursued.
+ Internal Presence – Ability to communicate pursuit priorities clearly across market sectors to executive, regional and business line leadership, to ensure resources are made available and win strategies are supported.
+ Partnering with Technical and Marketing Staff - Guides technical writers to develop dynamic and compelling content, that is both compliant and compelling/persuasive. Ensures partnership between technical and marketing staff for proposal best practices.
+ Client Relationships - Partners with the Client Account Manager and other business line representatives (including geo-political positioning).
+ Growth - 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 the account.
+ Impact on AECOM Reputation - Champion for ethical and safe working practices while focusing on ED&I endeavors, striving to align AECOM’s initiatives with those of the client.
+ Innovation - Understanding client’s innovation agenda, acts as a conduit to position AECOM’s innovative solutions within the specific opportunity while encouraging adoption of key AECOM initiatives such as ESG and digitalization.
+ Delivery focus - Demonstrated ability to set a schedule and milestones for the opportunity short-, medium- and long-term goals, including reviews, deliverables, and ultimate delivery of the bid/proposal while managing the opportunity budget.
+ Commercial - Demonstrates good understand of commercial elements of contracts (financial/pricing, legal/risk and governance).
+ Development of people/ mentoring - Coaches and supports other team members in building strong relationships within the capture team and trains others in AECOM to enhance their capture management skills.
+ Displays aspirational leadership behaviours - People/Team Developer – Encourages diverse, accountable, and inclusive teams leveraging AECOM’s global footprint to enable individual growth and collective success through trust, autonomy, accountability, and alignment.
+ Partner with Client Account Managers (CAMs), Marketing and Capture Managers to close new business, drive our sales process, prepare and facilitate presentations, RFQ, RFP, and highly complex proposal responses, including contributing input to commercial proposals.
+ Assist developing and implementing the TGBL Growth Plan. Work with Global and Business Line Leaders, Regional Business Line Leaders and Client Account Managers (CAMs) to define growth targets and prioritize pursuits.
+ Coordinate with the overall TGBL Strategy and Growth Leadership
+ QA/QC, champion and drive the complete life cycle of the sales process.
+ Support building and maintaining a deep and diversified qualified opportunity pipeline.
+ Direct discovery, pre-positioning, differentiation, and delivery strategies for major transformative programs with current/prospective clients and internal partners.
+ Bring discipline and rigor to the Go/No Go process and capture management planning phase.
+ Work in collaboration with Marketing to develop and execute strategic marketing campaigns that position AECOM around key opportunities.
+ Lead pursuit team strategy meetings and coach presentation/interview teams in coordination with Marketing.
Qualifications
Minimum Requirements
+ Bachelor’s degree plus 12+ years of extensive transportation pursuits experience, including at a Director / Vice President Level, or demonstrated equivalency of experience and/or education, and at least 5 years of leadership experience.
+ Experience must demonstrate sales production metrics, demonstrated skills in business development strategy, team leadership, client discovery and development of compelling value propositions that meet client’s needs.
Preferred Qualifications
+ The candidate should demonstrate a proven track record of sales production, specifically the winning of major enterprise level pursuits.
+ They should also be high energy, outgoing and self-motivated with a track record of winning major pursuits, capturing new business, and driving integrated multidiscipline teams through a consultative sales process with Major and/or Global clients.
Additional Information
+ Due to the partial remote/virtual nature of this position, relocation assistance is not available.
+ Ability to travel 50% to 70%.
Offered compensation will be based on location and individual qualifications. The expected range is $230,000.00 – $250,000.00.
About AECOM
AECOM is proud to offer a comprehensive benefits program to meet the diverse needs of our employees. Depending on your employment status, AECOM benefits may include medical, dental, vision, life, AD&D, disability benefits, paid time off, leaves of absence, voluntary benefits, perks, U.S. and global well-being programs, employee assistance program, business travel insurance, service recognition awards, retire
