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Coralie Soudee

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Dr. Robin Sham, CBE

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Veronica Siranosian

Director, AECOM Ventures

f a company that is <a href="https://www.aecom.com/without-limits/" target="_blank">pioneering the future </a>. Our teams around t
ture that champions <a href="https://www.aecom.com/careers/diversity-inclusion/" target="_blank">inclusion, diversity </a> and overall <a href="https://wellbeingataecom.com/" target="_blank">employee well-being </a> through programs su
any leadership. Our <a href="https://www.aecom.com/about-aecom/core-values/" target="_blank">core values </a> define who we are,
es down to not only <a href="https://www.aecom.com/about-aecom/corporate-responsibility/" target="_blank">delivering a better world </a>, but working to “ma

Job Information

AECOM Work Winning Director, Rail, Bridges & Structures in Glasgow Citypoint, United Kingdom

United Kingdom - London, London - UK

Job Summary

Work Winning Director

Market: Rail, Bridges, Structures (RBS)

Location : London, Manchester, Birmingham, Glasgow

Summary:

An exciting opportunity has arisen in our Rail, Bridges and Structures (RBS) team where we are seeking a Working Winning Director to drive major infrastructure pursuits together with promoting a culture of success and a work winning strategy. This person will initiate and take ownership on: stakeholder engagement and client intelligence processes and plans, budget management, pipeline management, the preparation and review of the Quality and Commercial elements of Tenders and ensuring bid governance is used appropriately and effectively. The Work Winning Director will work collaboratively across the organisation with key leads and directors ensuring adherence to best practice and governance to ensure work winning strategies are fully implemented to achieve the best possible outcome.

Responsibilities:

  • Lead the RBS growth strategy development and delivery

  • Ensure RBS has an appropriate pipeline of contracts and opportunities to deliver against its key metrics including bookings, net service revenue, book-to-burn and gross margin

  • Responsible for driving business decisions which shapes key activity around recruitment and workforce planning

  • Active lead in bid coordination, bid management

  • Chair board meetings calls with regards to no go/go opportunities

  • Provide key information for robust business planning

  • Develop tools and processes to improve RBS bidding performance (e.g. KPIs, reports, bid costs, bid collateral, lessons learnt, etc.

  • Develop and manage a work winning team (utilising both direct reports and resources from across R, B&S teams)

  • Manage and motivate regional teams to grow effective client relationships and opportunity pipelines

  • Manage AECOM’s interface with key Client portals to ensure opportunities are captured and distributed across RBS and other Sectors and progress in responding to them is tracked.

  • Write and review inputs to Tender Quality Submissions and Tender Commercial Submissions

  • Review and support regional leads in bids specifically on technical areas and pricing

  • Facilitate Tender Workshops to identify Winning Strategies and Themes

  • Plan and facilitate training and development to improve bid leadership, bid governance, bid delivery and bid success

  • Drive pricing strategies on major pursuits

  • Manage the compliance and tender board processes

  • Work with key leaders across the business to identify and capitalize on opportunities

  • Engage with the wider AECOM business (i.e. other end markets, SAMs and CAMs) and the Major Pursuits Team (AECOM’s UK based centre of bidding excellence) to support strategy and growth targets and validate pipeline of business opportunities with our clients

  • Review and analyse data to create a work winning strategy

  • Calculate probability of win ratios to ensure correct investment into bids

Minimum Requirements

  • Experienced in leading Business Development resources and managing opportunity pipelines

  • Experienced in developing and using tools and processes to improve efficiency and effectiveness in Business Development

  • Experienced in preparing and managing bids and pre-qualification submissions, in a technical sector.

  • Experienced in managing, leading and motivating bid teams

  • The ability to write compelling responses for Quality Submissions

  • The ability to develop commercially competitive but profitable commercial offerings

  • Sound Engineering technical understanding

  • Strong commercial market sector knowledge in Civil Infrastructure specifically Rail, Bridges and Structures

  • Strong proven skill set in: Bidding, Pricing, Governance, Public Procurement

Preferred Qualifications

  • Chartered Engineer

  • Experience in an engineering bidding field ideally consultancy however rail or construction would also be considered

  • Experience in the engineering design of projects in both the railway and highway sectors

  • Confident and knowledgeable in using data to drive performance

  • Experience in promoting a culture of success and work winning strategy in the rail Industry

Key Skills:

  • Bid Management

  • Business Development

  • Sector Strategy Development

  • Key Performance Indicators

  • Strategic WIN Plan Development

  • Alternative Bidding Strategies

  • Budget Management

  • Stakeholder Management

  • Market & Customer Evaluation

#LI-TP1

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 Engineering - Transportation / Rail

Business Line Transportation

Business Group Design and Consulting Services Group (DCS)

Country United Kingdom

Position Status Full-Time

Requisition/Vacancy No. 235487BR

Additional Locations UK - Birmingham - Colmore Plaza, UK - Glasgow Citypoint, 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.

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