AECOM Director Business Development in Arlington, Virginia

Business Line Government

Position Title Director Business Development

United States of America - Virginia

Arlington

Job Summary

As an integral member of the Senior Leadership team, the Director of New Business Development will be responsible for identifying and developing programs for new business opportunities with a primary focus on leading major funding opportunities, including IQCs and IDIQs, to ensure continued success of AECOM’s program development. The incumbent will be responsible for leading program opportunities from initial concept through capture to the submission of proposals in collaboration with AECOM’s Practice Directors and program units. The successful candidate will provide direct leadership and support to strategic growth opportunities and the development and strengthening of AECOM’s major capture-related systems, processes, relationships, and staff capacities. This position offers the rare opportunity for a creative and motivated international development professional to have a direct impact on AECOM’s global operations.

Role and Responsibilities:

Strategic Planning and Marketing

  • Plans, oversees and operationalizes achievement of AECOM’s mission through capture of select opportunities in key markets

  • Develops plans and budgets with Practice Directors to meet program and financial targets

  • Oversees the entire life cycle of AECOM’s business development operations

  • Works with the Vice Presidents, Practice Directors, and staff to update and implement AECOM’s multi-donor business development strategy, across all components including marketing, communications, recruiting, proposal development and knowledge management

  • Identifies synergies and priorities across business development efforts

  • Refines and enhance AECOM’s business development processes and tools to improve efficiency

  • Facilitates understanding of program and financial risks in developing new business

  • Facilitates AECOM brand recognition

  • Initiates, facilitates, manages and builds new and existing client and partner relationships

  • Represents AECOM to clients, partners, and in industry events

  • Strengthens AECOM’s role as a thought leader in areas of emphasis

Business Development and Revenue Generation

  • Collaborates with AECOM Practice Directors to track, identify, develop, and pursue opportunities in keeping with AECOM’s areas of emphasis with new and current clients

  • Leads and supports negotiations with clients, partners, and consultants

  • Ensures systems to track upcoming RFPs, maintaining corporate new business tracker

  • Manages the bid/no-bid process

  • Leads capture activities

  • Serves as advisor on critical priority bids on strategy, teaming, recruitment, writing, and pricing

  • Supports Practice Leaders to manage strategic bids, IDIQs/IQCs, and full and open bids and leads corresponding proposal teams

  • Writes proposal sections (as needed); reviews draft proposals

  • Using networks, helps identify, recruit, and vet senior proposed staff

  • Participates and contributes to proposal budget and back of envelope development

  • Provides quality assurance services on bids

  • Ensures compliance with proposal requirements

  • Keeps abreast of trends in AECOM business environment and international development sector

Resource Planning and Management

  • Plans, manages, coordinates, strengthens and institutionalizes business development operations

  • Leads, promotes and provides quality control oversight in all business development functions and operations

  • Consistently assesses workloads, matching existing personnel resource needs to business development demands, and recommend needs for new staff or surge capacity

  • Works in partnership with HR / Recruitment to ensure winning proposal recruitment

  • Ensures that thorough and timely editing processes are in place for submitted proposals

  • Trains, coaches, and mentors in strategic planning, marketing, and business development functions

Knowledge Management

  • Analyzes new business lessons learned to integrate learning to strengthen efforts

  • Maintains corporate business development/bid templates and materials

  • Maintains bid and recruitment databases

  • Oversee business development reports and tracks win/loss record

  • Leads all post-award/loss debriefs and analysis for lessons learned and integrating them into future proposals and new business development practices

Abilities Sought – Success Factors

  • Current knowledge of policies, practices, and issues in international development

  • Thorough knowledge and experience with USAID and State bidding and contracting practices

  • Leadership capacity to provide advice and guidance in a timely fashion to operationalize strategic plans, manage complex bids, and coach staff simultaneously

  • Leadership capabilities to facilitate inter/intra company teamwork to achieve business goals while promoting a culture of common purpose

  • Demonstrated ability to establish and maintain effective working relationships with supervising personnel, co-workers, supervisees, business professionals, and clients

  • Demonstrated competence to assess priorities, and concurrently manage a variety of activities effectively to meet deadlines with attention to detail and quality

  • Demonstrated ability to understand and implement pertinent company and client policies and procedures clearly and accurately

  • Demonstrated ability to oversee and manage multiple complex bids and proposals

  • Strong business development networks with international development donors and service providers

  • Demonstrated ability to exercise good judgment and communicate effectively orally and in writing

  • Proven proposal writing and proposal management skills

  • Respect for and sensitivity towards cultural nuances and context

  • Familiarity with overseas development project operations and environments

  • Ability to work effectively in a fast-paced environment

Willingness to travel on assignment approximately 10% of the time

Minimum Requirements

  • Master's degree in international development/affairs, international business, marketing or other related field

  • Minimum of 10 years’ professional experience in international development:

  • Experience with management and supervisory experience related to managing complex business development teams and bids

  • Experience in marketing and business development with USAID, Department of State, internationally-focused USG Federal agencies, and international development and donor organizations

  • Demonstrated track record overseeing business development as evidenced by contributions to organization revenue and growth through bids led

  • Strong leadership, interpersonal, entrepreneurial, management, and writing skills required

Preferred Qualifications

  • Fluency in Arabic, Spanish, or French

  • Previous USAID experience

What We Offer

AECOM is a place where you can put your innovative thinking and business skills into high gear and work alongside other highly intelligent and motivated people. It's a place where you can apply your skills to some of the world's most challenging, interesting, and meaningful projects worldwide. It's a place that values the diversity of our areas of practice and our people. It's what makes AECOM a great place to work and grow. AECOM is an Equal Opportunity Employer.

At AECOM, employee's safety and security are our top Safeguarding core value. All employees are expected to set the highest level of safety expectation in their work, display the highest level of safe behavior, and actively participate in AECOM's Safety For Life Program. SH&E is a part of our company culture and participation is required for all employees.

NOTICE TO THIRD PARTY AGENCIES: Please note that AECOM does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Fee Agreement, AECOM will not consider or agree to payment of any referral compensation or recruiter fee. In the event a recruiter or agency submits a resume or candidate without a previously signed agreement, AECOM explicitly reserves the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency. Any unsolicited resumes, including those submitted to hiring managers, are deemed to be the property of AECOM.

Job Category International Development

Country United States of America

Position Status Full-Time

Requisition/Vacancy No. 169271BR