AECOM Capture Management Specialist - Water/Wastewater/Water Resources in Arlington, Virginia
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Capture Manager – Business Development – East Region
AECOM is seeking a dynamic Capture Manager (CM) to support the East Region Water Business Line (WBL) in our DC/Maryland/Virginia and Florida Operations. The successful candidate will lead pursuit capture and proposal development throughout AECOM's East Region.
The Capture Manager (CM) is predominately responsible for (1) strategy development and (2) capture planning and win strategies for business opportunities within the Southeast Region for the WBL Practice. The CM will be responsible for identifying the resources needed to pursue a business opportunity, proposal capture strategies, building value propositions, strategy development, and interview preparation. Additionally, the CM will manage the transition from business opportunity through proposal development and interview. The CM will work with Client Account Managers to develop capture strategies and manage timelines to meet and exceed yearly sales targets for the Practice. The CM will be expected to have some familiarity with services provided in the Water sector and AECOM’s client types in order to be conversant in water industry terminology. The CM would also support WBL leadership and the Strategic Growth Initiatives (SGI).
Duties and Responsibilities:
Ensure that the pursuit is getting the proper attention, priority, and funding as well as identify the pursuit team with defined roles
Support legal, risk and contract reviews
Oversee Readiness to Win process including presentations with the senior WBL leadership and Office of Growth, as required
Promote teamwork, maintain positive morale and instill a creative culture within the team
Lead the creation, management and distribution of targeted in-depth information and analysis of assigned opportunities (i.e. prepositioning, capture planning, green light analysis, etc.)
Develop, in cooperation with the team, proposal themes and messages, including differentiators and innovation
Assist in setting proposal pricing based on scope, duration, and skills required
Serve as the customer advocate during reviews to bring the voice of the customer into planning and strategy sessions
Establish timed gates for go/no-go reviews and bid decision reviews (pink, red, gold review teams)
Work in partnership with marketing on “AECOM” branded proposals, interview presentations and other marketing materials
Support strategic planning and execution
Support proposal reviews
Support lessons learned and debrief of customer feedback
Lead client listening efforts to understand client needs and business objectives
Work with leadership team to advance visibility in the marketplace through social media
For pursuits supporting, maintain accuracy of the opportunity data within Salesforce
Qualifications Minimum Requirements:
BA/BS in Marketing, Communications, or related degree, plus 4 years of related experience
Minimum of 4 years' experience of working and understanding the water/wastewater market including clients, current and future agency/government issues and capital plans, and competitive landscape
Demonstrated and proven experience in water/wastewater treatment, pumping stations, collection and distribution systems, climate resiliency, and client/consultant relations for capture management and pursuits
Demonstrated experience with capture process in the water/wastewater market sector
Position may require travel on a monthly basis
8 years' experience of working and understanding the water/wastewater market including clients, current and future agency/government issues and capital plans, and competitive landscape
Effective communication skills, writing
Extensive knowledge of the company’s philosophy and policies
Demonstrates substantial expertise as a generalist or specialist
Demonstrated ability to develop and execute winning strategies for major projects and programs
Proven strong strategic writing, illustration, and communication skills
Possesses thorough job knowledge and is competent in all aspects of the job
Performs advanced assignments requiring independent decisions and resolves problems using an exceptional degree of ingenuity.
Ability and desire to work with and mentor key employees – helping them learn business development tools and processes.
All of your information will be kept confidential in accordance with EEO Guidelines
This position does not offer sponsorship
This position does not offer relocation assistance
Exempt Position: Offered rate of compensation will be based on individual education, qualifications, experience, and work location. The salary range for this position is $85,000 - $100,000
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 and disability benefits, paid time off, leaves of absence, voluntary benefits, perks, wellness and global well-being, and global EAP, Business Travel and Service
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 $13.1 billion in fiscal year 2022. 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.
Business Line: Water
Business Group: DCS
Strategic Business Unit: East
Career Area: Business Development
Work Location Model: Hybrid