Strategic Business Development Alternative Delivery Director
Strategic Business Development Alternative Delivery Director
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Job Description
AECOM we are united by a common purpose of delivering a better world.
Our Transportation Business Line (TBL) business provides the structure tools techniques and process to deliver on this vision. By connecting our expertise across services markets and geographies we manage outcomedriven projects that deliver social economic and environmental value. These include programs of critical national importance in transportation including transit aviation surface transportation and goods movement shaping many of the worlds major cities.
In line with our growth strategy we are currently seeking an Alternative Delivery Strategic Business Development Director Vice President to support capturing major new business in our TBL.
Due to the nature of this role preference will be given to Ontario Canada based professionals. AECOM has a hybrid work environment and individuals in leadership roles are expected to have a regular presence in office settings. Regular travel is part of the role focused on Central and Eastern Canada.
The successful candidate will direct and support strategic capture management efforts within the Alternative Delivery market for the TBL in partnership with our Global and Regional Business Lines. This candidate will develop and maintain business relationships while identifying client needs to advance AECOMs growth and profitability in the market. Key requirements of this role include the following:
- Understand the several types of Alternative Delivery procurement models developing within the Canadian transportation market
- Develop communication strategies between both agencies contractor clients and internal resources around the models.
- Understand firmwide capabilities and bring regional and global expertise to pursuits.
- Win major strategic pursuits contributing strategy business development best practices and sales leadership to drive an integrated growth strategy.
- Partner with Client Account Managers (CAMs) Marketing and Capture Managers to close new business drive our sales process prepare and facilitate presentations including contributing input to commercial proposals.
- Aid in developing and implementing the TBL Growth Plan. Work with Global and Business Line Leaders Regional Business Line Leaders and Client Account Managers (CAMs) to define growth targets and prioritize pursuits.
- Coordinate with the overall TBL Strategy and Growth Leadership
- Support building and keeping a deep and diversified qualified opportunity pipeline.
- Direct discovery prepositioning differentiation and delivery strategies for major transformative programs with current/prospective clients and internal partners.
- Bring discipline and rigor to the Go/No Go process and capture management planning phase.
- Lead commercial negotiations for Alternative Delivery pursuits ensuring competitive yet financially responsible proposals that meet client needs and align with AECOMs profitability goals.
- Drive contract negotiations collaborating with internal legal and financial teams to balance risk management compliance and the achievement of strategic goals.
- Develop risk management strategies for major Alternative Delivery projects ensuring that risk allocation mitigation plans and contractual terms are effectively addressed in pursuit strategies.
- Monitor and adapt to industry trends including changes in procurement methodologies competitive landscapes and regulatory requirements affecting Alternative Delivery projects.
Key attributes include:
- External Presence Has strong market marketing and technical knowledge which is relevant to the opportunity pursued.
- Internal Presence Ability to communicate pursuit priorities clearly across market sectors to executive regional and business line leadership fostering a collaborative environment to ensure alignment resource availability and unified support for win strategies.
- Partnering with Technical and Marketing Staff Guides technical writers to develop dynamic and compelling content that is both compliant and compelling/persuasive. Ensures partnership between technical and marketing staff for proposal best practices.
- Client Relationships Partners with the Client Account Manager and other business line representatives (including geopolitical positioning).
- Growth Drives growth through the ability to position for and capture key opportunities including both new business opportunities and the renewal/extension of existing opportunities within the account.
- Impact on AECOM Reputation Champion for ethical and safe working practices while focusing on ED&I endeavors striving to align AECOMs initiatives with those of the client.
- Innovation Understanding clients innovation agenda acts as a conduit to position AECOMs innovative solutions within the specific opportunity while encouraging adoption of key AECOM initiatives such as ESG and digitalization.
- Delivery focus Demonstrated ability to set a schedule and milestones for the opportunity short medium and longterm goals including reviews deliverables and ultimate delivery of the bid/proposal while managing the opportunity budget.
- Commercial Demonstrated good understanding of commercial contract elements (financial/pricing legal/risk and governance).
- Development of people/ mentoring Coaches and supports other team members in building strong relationships within the capture team and trains others in AECOM to enhance their capture management skills.
- Displays aspirational leadership behaviours People/Team Developer Encourages diverse accountable and inclusive teams while leveraging AECOMs global footprint to enable individual growth and collective success through trust autonomy accountability and alignment.
Qualifications :
Minimum Requirements
- Bachelors degree plus 12 years of extensive relevant experience including at a Director / Vice President Level or proven equivalency of experience and/or education and at least 4 years of leadership experience.
Preferred Qualifications
- Experience must show sales production metrics proven skills in business development strategy team leadership client discovery and development of compelling value propositions that meet clients needs.
- The candidate should show a proven record of accomplishment of sales production specifically the winning of major enterprise level pursuits.
- They should also be high energy outgoing and selfmotivated with a record of winning major pursuits capturing new business and driving integrated multidiscipline teams through a consultative sales process with Major and/or Global clients.
Remote Work :
No
Employment Type :
Fulltime
Employment Type
Full-time
