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Job Information

AECOM Sr. Capture Manager, Federal Construction Services in Norfolk, Virginia

United States of America - Virginia, Arlington - VA

Job Summary

The Sr. Capture Manager is responsible for new business development including opportunity identification and qualification, capture management, proposal development and preparation for new business and current programs in the Federal Construction Services business unit. The ideal candidate is responsible for developing, implementing and managing a capture strategy to achieve planned revenue growth in the federal construction marketplace with an emphasis in NAVFAC and USACE.

Additionally, the Senior Capture Manager is responsible for managing cross-functional teams to win assigned business opportunities, from the point when the opportunity is selected for pursuit until the contract is awarded. The Sr. Capture Manager plans, directs, and controls all activities related to the Capture effort, including accountability of all phases of Capture Management. The Candidate must be able to manage large, complex capture efforts and lead a team comprised of multiple functional experts supporting the effort. Interface regularly with the client to establish and maintain a lasting client account relationship are major factors in the success of this role. This position reports to the Director of Business Development.


  • Develops and implements marketing plans, including identifying, screening and qualifying viable business opportunities within the Federal Construction Services business unit.

  • Develops capture plans and coordination of opportunities, including preparation and management of B&P Requests.

  • Develops win strategies for programs to be bid, including price, technical and business considerations.

  • Prepares marketing materials and briefings for customer calls.

  • Conducts training and education of Project Executives, Project/Program Managers and other supporting personnel concerning federal government acquisition process and AECOM proposal development processes.

  • Participates in solutions development strategy sessions providing input based on customer trends and requirements.

  • Develops Gate Reviews and presents Pursuit and Bid Decisions (Gate Review) briefings to management in accordance with, AECOM’s Business Development process continuum.

  • Interface weekly to create and build lasting relationships with customers to include NAVFAC and USACE, partners, and suppliers that enhance new business opportunities, and comply with company policies and standards.

  • Represents AECOM to potential customers in the federal government arena.

  • Builds and maintains the opportunity Capture Plan for Federal Construction Services.

  • Qualifies all opportunity targets as assigned.

  • Builds and manages the Capture Team organization as a task organized entity comprised of all AECOM functional departments and coordinate with staff Executive Leaderships for resource inclusion.

  • Develops Win Strategies, including Capture Plans and communications campaigns (call plans).

  • Leads solutions development strategy sessions providing input based on pursuit customer trends and requirements.

  • Executes a comprehensive Call Plan/Office Visit Plan for key customer individuals.

  • Develops and manages the Capture Budget, including the sales and marketing and the bid and proposal budgets, updating as required.

  • Identifies project key personnel as necessary.

  • Conducts competitive assessments.

  • Selects relevant Past Performance contracts.

  • Prepares and provides information and decision briefings for senior management.

  • Works with the Proposal Manager in development and execution of a Proposal Management Plan, including technical, management, pricing, and past performance/corporate experience.

  • Attends scheduled site visits as required, participates in job fairs, and attends industry day events.

  • Develops appropriate teaming strategies, including negotiation of teaming agreements and work scope.

  • Oversees development and oral presentations as required.

  • Ensures all information relevant to target capture is updated on a regular basis in SalesForce.

  • Maintains a current prioritized pipeline of opportunities as assigned and under Capture.

  • Contributes to the strategic vision for AECOM’s BD.

  • Shares in the responsibility for ensuring AECOM’s culture reflects collaboration, teamwork, and commitment to the overall success of the organization.

  • Prepares White Papers and Statement of Work (SOW) packages as necessary.

  • Works closely with Director of Business Development and to support and assist the Executive Team.

  • Attends and participates in all staff meetings, trainings, workshops, conferences, and any other staff related activities required by the position.

Minimum Requirements

  • BA/BS + 10 years of related experience or demonstrated equivalency of experience and/or education, including 2 years of leadership

  • Education should include a concentration in business administration or marketing and 10+ years of federal construction capture management/business development and sales experience.

  • Able to positively increase the current client account relationship experience with clients such as NAVFAC and USACE, as well as build relationships with new clients within the Federal Construction Services business unit.

  • Development of successful capture management plans for large procurements.

  • Proven development of proposals in response to federal government RFPs.

  • Experience with developing strategic pricing and conducting Price-to-Win analysis.

  • Demonstrated and proven skills in management of large capture and/or business development opportunities.

  • Experience working with senior and executive management to align sales strategies and solutions.

  • Demonstrated success in interfacing with customers and building trusting relationships.

  • Excellent sales and communication skills and ability to manage appropriate responses to the federal government acquisition process.

  • Demonstrated completion of Capture Management and Proposal Management training courses.

  • Complete understanding of general indirect and direct cost structuring.

  • Demonstrated experience developing win strategies to include Technical and Management approach and Price-to-Win.

  • Frequent Domestic travel up to 50% of the time.

  • Due to the nature of the business, US citizenship is required.

  • Relocation package available.

Preferred Qualifications

  • Master’s degree in business management or related field.

  • Currently hold or the ability to obtain and maintain a security clearance as dictated by contract initiatives (i.e. DOD Secret, etc.).

  • Advanced project management skills.

  • Experience capturing large and complex contracts exceeding $100 million in dollar value.

  • Advanced experience with SalesForce.

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 Business Development

Business Line Construction Services

Business Group Construction Services Group (CS)

Country United States of America

Position Status Full-Time

Requisition/Vacancy No. 225201BR

Additional Locations US - Charleston, SC - 6355 Fain Street, US - Norfolk, VA - 440 Monticello Ave, US - Raleigh, NC - 701 Corporate Center Dr, US - Savannah, GA - 22 Barnard Street, US - Wilmington, NC - 201 North Front 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.


Take the next step. Our professional lives are constantly evolving as we build on experience and take on new challenges. Find the opportunities and flexibility to keep you satisfied for the long term.


Craft / Trade

What you specialize in sets you apart. Your trade or craft can take you anywhere, and when you join a company with operations in 150 countries, you have unlimited opportunity to grow and excel.


Military / Veteran

Expand your career. We’re looking for passionate people ready to make an impact with the training, experience and perspective gained through military service.


Early Careers / Graduates

Meet the career of your dreams. Do you have your eye on the future and want to make a difference? We can help you turn knowledge gained through your education into limitless career potential.

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.

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