Company Description
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Job Description
Reports to: Head of the Major Pursuits Team, Director Work Winning
Function: The Associate 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 Associate 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.
The Associate 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 Associate 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 Associate 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.
Responsibilities:
- 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 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 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:
- answer plan and review workshops giving a clear brief of the task ahead to the bid writers and contributors.
- 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
Business goals (Performance): This position has the following primary business goals:
- Achievement of a target win rate of 50% prioritized to those opportunities that will make the greatest difference towards the agreed UK+I NSR and GSR sales targets, and an increase in backlog in line with these targets
- The use of the Four Rules strategy development approach to drive a client focused cultural change across the business which results in a target beating win rate
- The MPT UK+I and CE is seen by all in AECOM as a centre of excellence
Qualifications
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.
Additional Information
About AECOM
AECOM is the world’s trusted infrastructure consulting firm, delivering professional services throughout the project lifecycle – from advisory, planning, design and engineering to program and construction management. On projects spanning transportation, buildings, water, new energy and the environment, our public- and private-sector clients trust us to solve their most complex challenges. Our teams are driven by a common purpose to deliver a better world through our unrivaled technical and digital expertise, a culture of equity, diversity and inclusion, and a commitment to environmental, social and governance priorities. AECOM is a Fortune 500 firm and its Professional Services business had revenue of $14.4 billion in fiscal year 2023. See how we are delivering sustainable legacies for generations to come at aecom.com and @AECOM.
Freedom to Grow in a World of Opportunity
You will have the flexibility you need to do your best work with hybrid work options. Whether you’re working from an AECOM office, remote location or at a client site, you will be working in a dynamic environment where your integrity, entrepreneurial spirit and pioneering mindset are championed.
You will help us foster a culture of equity, diversity and inclusion – a safe and respectful workplace, where we invite everyone to bring their whole selves to work using their unique talents, backgrounds and expertise to create transformational outcomes for our clients.
AECOM provides a wide array of compensation and benefits programs to meet the diverse needs of our employees and their families. We also provide a robust global well-being program. We’re the world’s trusted global infrastructure firm, and we’re in this together – your growth and success are ours too.
Join us, and you’ll get all the benefits of being a part of a global, publicly traded firm – access to industry-leading technology and thinking and transformational work with big impact and work flexibility. As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.
All your information will be kept confidential according to EEO guidelines.
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