Capture Management Director

Company Description

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Job Description

Job Title: Capture Director, Transportation, Europe & India

Position Summary

The Capture Director is a pivotal leadership role responsible for driving strategic growth in the Transportation business through securing major enterprise-level critical pursuits (NSR >$20M). Reporting to the Strategy & Growth Director for Transportation, the role will foster collaboration across regional business lines, ensuring operational excellence throughout the pursuit lifecycle. This is a hybrid role with travel as required.

Key Responsibilities:

Capture Leadership & Impact

• Lead enterprise critical pursuits (>$20M) as the Capture Director formulating clear and compelling winning capture and client positioning strategies.
• 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.

Build trust with client decision-makers, delivery partners and internal stakeholders, including Client Account Managers, Market Sector Leaders, and Regional Business Line Leaders.

Innovative thinker, problem solver and willing to challenge teams to stretch beyond the norm.

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 proposal, marketing, technical, operations and commercial teams to prepare Capture Plans for complex proposals.
• Establish and nurture client relationships, identifying needs and delivering tailored solutions. Develop opportunity pipelines based on client intelligence.
• Position AECOM’s innovative solutions, including ESG, digitalisation, and equity-focused initiatives, to meet client transformation agendas.
• Partner with business line representatives to have the right conversations with the client at the right time, to leverage Our Client Promise in delivering capture outcomes that align with client expectations.

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, including CAMs, capture, bidding and Marcomms professionals.

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.

Guides technical writers to develop dynamic and compelling content that is both compliant, compelling and persuasive.

Ensure partnership between technical, marketing and proposal staff for proposal best practices.

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); take the lead in coordinating strategy development with these functions on enterprise critical pursuits identified for their support.
• Ensure compliance with commercial, financial, legal, and governance elements of opportunities and contracts.
• Drive accountability for delivering sales metrics and achieving high capture/win rates.

Qualifications

Minimum Requirements

• Experience in critical pursuit capture strategy development and alignment with business targets and growth strategy, recognised as an industry expert
• Proven track record of successfully leading strategic and complex pursuit strategies (NSR > £20m) across multi-disciplinary and multi-locational teams, including working alongside clients, delivery partners and supply chain
• Demonstrated ability to collaborate at all organisational levels – strong leadership skills with experience of managing large and diverse pursuit/capture teams
• Expert communicator - experienced in facilitating collaborative workshops with diverse teams, ensuring an inclusive approach to stakeholder engagement

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

• Degree level relevant qualification (preferable)
• Member of recognised professional body and/or professional qualifications relative to core markets
• Sector experience across our transportation markets to including rail, transit, highways, streets, ports and aviation

Additional Information

What We Offer

At AECOM, we provide the flexibility to work in hybrid environments, competitive pay, and comprehensive benefits tailored to support you and your family. We champion career growth through award-winning training programs and diverse opportunities. As an Equal Opportunity Employer, we believe in your potential and are committed to helping you achieve your career ambitions.

Location: Flexible/Hybrid with travel as required.

Status: Full-Time.

At AECOM, we are committed to maintaining a secure and trustworthy recruitment process and take any fraudulent hiring activity seriously. To support this commitment, all newly hired employees are required to attend an in-person Day 1 onboarding at an AECOM office location as a condition of employment.

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 $16.1 billion in fiscal year 2025. 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 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, benefits and well-being programs to meet the diverse needs of our employees and their families. 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.

We are a Disability Confident Employer and will offer an interview to applicants who have a disability or long-term condition, who meet the minimum/essential criteria for the role. Please let us know using this email address ReasonableAccommodationsUKI@aecom.com if you would like to apply through the Disability Confident Interview Scheme.

All your information will be kept confidential according to EEO guidelines.

ReqID: J10156326

Business Line: Transportation

Business Group: DCS

Strategic Business Unit: Europe & India

Career Area: Business Development

Work Location Model: Hybrid