Director - Business Development and Capture Management
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Key skills for this role
About the Role
AECOM seeks a Director of Business Development and Capture Management in Dubai to drive business growth through identification, pursuit, and capture of high-value opportunities.
Key Skills for This Role
Responsibilities
- Drive business growth through identification, pursuit, and successful capture of high value opportunities
- Lead cross functional teams to develop compelling proposals and manage complex sales pipelines
- Build lasting relationships with key stakeholders in the region
- Accountable for AECOM's ECP success in partnership with regional leadership
- Implement best pursuit practices to ensure high quality, technical excellence, and consistent client service
- Identify areas of high risk and proactively take actions to positively impact outcomes
- Set short and medium term goals and strategies for pursuit teams
- Lead preparation for Price, Risk and Contract Reviews
- Drive growth in potential project pipeline and capture significant new business opportunities
- Liaise with Market Sector and Regional teams to identify growth opportunities
Requirements
- 20+ years of progressive business development experience
- At least 10 years in a leadership or management capacity
- Proven expertise in capture management and proposal development for complex, enterprise level opportunities
- Demonstrated success in building and managing high performing teams
- Strong understanding of sales methodologies, pipeline management, and forecasting
- Excellent strategic thinking and analytical skills
- Exceptional communication, presentation, and negotiation skills
- Proficiency with CRM systems and business development tools
- Experience managing P&L and driving revenue growth
- Experience in government technology sectors
- Knowledge of Middle East market dynamics and business practices
Full Job Posting
Job Description
- We are seeking a Director of Business Development and Capture Management to join our organization in Dubai, United Arab Emirates. In this strategic leadership role, you will drive business growth through the identification, pursuit, and successful capture of high value opportunities.
- You will lead cross functional teams to develop compelling proposals, manage complex sales pipelines, and build lasting relationships with key stakeholders in the region.
Talent Developer
- Builds a pursuit team and succession plan for capture management at AECOM.
- Connects the pursuit team to AECOM bid strategies and ensures clients get the best AECOM experience.
- Coaches and supports other team members in building strong relationships across the organization.
- Actively supports the attraction and retention of capture management talent.
- Facilitates growth and success of next generation of leaders by providing development opportunities.
Highly Accountable
- Accountable for AECOM's ECP success in partnership with regional leadership.
- Implements best pursuit practices to ensure high quality, technical excellence and consistent client service.
- Identifies areas of high risk and proactively takes actions to positively impact outcomes.
- Sets short and medium term goals and strategies for pursuit teams.
- Understands AECOM risk profile and leads preparation for Price, Risk and Contract Reviews.
- Has extensive knowledge of AECOM’s capabilities and global connections.
Industry Standout
- Recognized by clients as a leader within AECOM able to drive change.
- Has in depth market and technical knowledge.
- Demonstrates external presence in the market.
- May be an active participant in industry groups.
- Demonstrates ability to influence leadership to ensure bid opportunities are prioritized.
- Works with Regional Business Line and Market Sector Leaders to identify new business opportunities.
- Identifies long term and disruptive trends in area of expertise.
- Drives client adoption of key AECOM initiatives such as ESG and digitalization.
Client Builder
- Is AECOM’s pursuit lead for ECPs.
- Has developed strong relationships with critical stakeholders.
- Able to build consensus to change client expectations in challenging situations.
- Champions ethical and safe working practices.
- Integrates AECOM and client values to positively impact AECOM’s reputation.
- Drives growth in potential project pipeline.
- Leads capture of significant new business opportunities and renewal/extension of existing agreements.
- Has relationship with key client suppliers and partner organizations.
- Liaises with Market Sector and Regional teams to identify growth opportunities.
- Demonstrates strong commercial acumen and collaborates across Regions and business lines.
Qualifications
- 20+ years of progressive business development experience, with at least 10 years in a leadership or management capacity.
- Proven expertise in capture management and proposal development for complex, enterprise level opportunities.
- Demonstrated success in building and managing high performing teams.
- Strong understanding of sales methodologies, pipeline management, and forecasting.
- Excellent strategic thinking and analytical skills with ability to assess market opportunities.
- Exceptional communication, presentation, and negotiation skills.
- Proficiency with CRM systems and business development tools.
- Experience managing P&L and driving revenue growth.
- Ability to work effectively in a fast paced, dynamic environment.
- Experience in government technology sectors.
- Knowledge of Middle East market dynamics and business practices.
- Familiarity with bid management software and proposal automation tools.
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