AECOM Major Pursuits Associate Bid Director in London, United Kingdom
United Kingdom - London, London
The Bid Director works on the most strategic and complex major bids using their experience and expertise to guide and support senior business leaders, technical teams, bid teams and capture managers in the End Markets to efficiently deliver winning bids. The Bid Director has a target win rate of 50%, working selectively from the qualified pipeline on those opportunities that will make the greatest difference to NSR and EBITA growth. This position can be based in any UKI Location.
The Bid Director is responsible for leading bid teams in the creation of bid win strategy and driving that strategy throughout all stages of the bid from facilitation of kick off, delivery method creation, commercial challenge, through the bid submission to interview / presentation preparation and debrief. The Bid Director is responsible for escalating risks to winning with the Head of the Major Pursuits Team and mitigating these risks. They are responsible for sharing lessons learnt and enabling continuous improvement in our bidding efforts.
The Bid Director role is “front-of-house” and involves direct interaction with clients as well as creating impact with internal colleagues to drive positive change in the way in which they approach their major pursuits strategy and delivery.
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 End Market capture managers on key pursuits, challenging and supporting in equal measure
Works with SAM/CAM teams and capture managers to gather client and scope intelligence and gain an understanding of positioning activities to date
Meets the client key decision makers with the SAM/CAM/capture manager to gather intelligence around the key decision makers thinking/project scope
Directly leads and supports the creation and execution of win strategies, using the Four Rules method, working with capture managers, CAM, and marketing to establish what the client really wants, who the key decision-makers are, how we will deliver better than the competition and how to express this clearly and well
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, visual communications and marketing resources and skills required to ensure they are available when needed
Engages early with the marketing teams on thought leadership, marketing and PR campaigns to position AECOM with the client key decision makers for the opportunity
Facilitates delivery strategy workshops with bid teams to make sure the delivery method architecture is in place, prior to bid document release
Leads the delivery of the bid in conjunction with the capture manager and support services
Leads a holistic approach to bidding from win strategy creation, to running, in parallel, both the commercial/pricing and technical/quality workstreams, through to bid debrief, such as facilitating:
o answer plan and review workshops giving a clear brief of the task ahead to the bid writers and contributors
o pricing lessons learnt and commercial challenge team reviews for the pricing/commercial element of the bid
Ensures the effective use of the WW process and tools, for all bids, to optimize the opportunity of winning
Coaches and trains bid teams in the creation of win strategies, bid writing and pricing bids
Provides effective facilitation of all workshops and meetings throughout the positioning and bid timeline
Manages and reports on the bid budget
Oversees the communication of the daily progress updates and identified risks to delivering a winning bid
Effectively uses senior level connections / networks to support a winning bid and enlists the help of senior leaders to emphasis the importance of the bid
Works with Head of MPT to develop the MPT into an industry leading team
Provides support to the Head of Major Pursuits Team, 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
Consistently raises and exceeds expectations, does more than asked
Solves big problems, or finds new opportunities without needing direction
Is known as an expert by other employees
Helps others be more productive by improving the work environment
Demonstrates the ability to continually develop their skills and learn
Proactively shares their knowledge with others and are open to change
Personally invested in helping the whole team perform better
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 with UK+I pursuit and bid teams to facilitate the creation of win strategies and positioning activities on major opportunities across all End Markets.
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 delivering major strategically important winning bids.
Other key competencies include a good knowledge of the Architect-Engineer business and a strong track record in the implementation of Work Winning methods and a strong track record of winning in a multi-geography, multi-market, multi-discipline enterprise.
Degree level (preferable)
Master’s degree (desirable)
APMP Professional qualification (desirable)
What We Offer
When you join AECOM, you become part of a company that is pioneering the future. Our teams around the world are involved in some of the most cutting-edge and innovative projects and programs of our time, addressing the big challenges of today and shaping the built environment for generations to come. We ensure a workplace that encourages growth, flexibility and creativity, as well as a company culture that champions inclusion, diversity and overall employee well-being through programs supported by company leadership. Our core values define who we are, how we act and what we aspire to, which comes down to not only delivering a better world, but working to “make amazing happen” in each neighborhood, community and city we touch. As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.
Job Category Business Development
Business Line Geography OH
Business Group Design and Consulting Services Group (DCS)
Country United Kingdom
Position Status Full-Time
Requisition/Vacancy No. 240076BR
Additional Locations UK - Belfast, UK - Birmingham - Colmore Plaza, UK - Manchester - 1 New York Street
Clearance Required No
Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.