VP, Strategic Business Development Alternative Delivery Director

Job title:

VP, Strategic Business Development Alternative Delivery Director

Company

AECOM

Job description

Company DescriptionWork with Us. Change the World.At AECOM, we’re delivering a better world. Whether improving your commute, keeping the lights on, providing access to clean water, or transforming skylines, our work helps people and communities thrive. We are the world’s trusted infrastructure consulting firm, partnering with clients to solve the world’s most complex challenges and build legacies for future generations.There has never been a better time to be at AECOM. With accelerating infrastructure investment worldwide, our services are in great demand. We invite you to bring your bold ideas and big dreams and become part of a global team of over 50,000 planners, designers, engineers, scientists, digital innovators, program and construction managers and other professionals delivering projects that create a positive and tangible impact around the world.We’re one global team driven by our common purpose to deliver a better world. Join us.Job DescriptionAECOM, 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 outcome-driven 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 world’s 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 AECOM’s 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 firm-wide 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, pre-positioning, 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 AECOM’s 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 geo-political 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 AECOM’s initiatives with those of the client.
• Innovation – Understanding client’s innovation agenda, acts as a conduit to position AECOM’s 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 long-term 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 AECOM’s global footprint to enable individual growth and collective success through trust, autonomy, accountability, and alignment.

QualificationsMinimum Requirements

• Bachelor’s 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 client’s 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 self-motivated 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.

Additional InformationAbout AECOMAECOM is the world’s trusted infrastructure consulting firm, delivering professional services throughout the project lifecycle – from advisory, planning, design and engineering to program and construction management. On projects spanning transportation, buildings, water, new energy and the environment, our public- and private-sector clients trust us to solve their most complex challenges. Our teams are driven by a common purpose to deliver a better world through our unrivaled technical and digital expertise, a culture of equity, diversity and inclusion, and a commitment to environmental, social and governance priorities. AECOM is a Fortune 500 firm and its Professional Services business had revenue of $14.4 billion in fiscal year 2023. See how we are delivering sustainable legacies for generations to come at aecom.com and @AECOM.Freedom to Grow in a World of OpportunityYou will have the flexibility you need to do your best work with hybrid work options. Whether you’re working from an AECOM office, remote location or at a client site, you will be working in a dynamic environment where your integrity, entrepreneurial spirit and pioneering mindset are championed.You will help us foster a safe and respectful workplace, where we invite everyone to bring their whole selves to work using their unique talents, backgrounds and expertise to create transformational outcomes for our clients.AECOM provides a wide array of compensation, benefits and well-being programs to meet the diverse needs of our employees and their families. We’re the world’s trusted global infrastructure firm, and we’re in this together – your growth and success are ours too.Join us, and you’ll get all the benefits of being a part of a global, publicly traded firm – access to industry-leading technology and thinking and transformational work with big impact and work flexibility. As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.All your information will be kept confidential according to EEO guidelines.

Expected salary

Location

Markham, ON

Job date

Sun, 22 Dec 2024 23:51:00 GMT

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