Capture Management Specialist - Water/Wastewater/Water Resources

Company Description

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Job Description

AECOM is seeking a dynamic Capture Manager (CM) to support the East Region Water Business Line (WBL) in our South/Southeast Operations (NC/SC/GA/TN/FL). 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

Preferred Qualifications:

• 8 years' experience of working and understanding the water/wastewater market including clients, current and future agency/government issues