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Work Winning Director in London, London, United Kingdom

An exciting opportunity has arisen in our Rail, Bridges, and Structures team (RB&S) 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 R, B&S growth strategy development and delivery

  • Ensure R, B&S 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 shape 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 R, B&S bidding performance (e.g. KPIs, reports, bid costs, bid collateral, lessons learned, 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 RB&S and other Sectors and progress in responding to them are 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 the 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, Legislation

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

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