Major Pursuit Capture Lead

3 weeks ago

Toronto, Canada Mott MacDonald Full time

Major Pursuit Capture Lead - North America

**Country**:Canada**Position Location**:Toronto, ON**Contract Type**:Permanent**Work Pattern**:Full Time**Sector**:Corporate services**Discipline**:Business development**Job Ref**:2330**Recruiter Contact**:Adrienne Grego- Here at Mott MacDonald, we are experts in engineering, management, and development services supporting multisector project work in over 150 countries. One of the largest employee-owned companies in the world, we pride ourselves in our ability to deliver exceptional outcomes through the connected thinking of our 20,000+ talented consultants. Sustainability and innovation are at the heart of all of our sectors which, in North America include Advisory, Built Environment, Energy, Transportation, and Water.- The Major Pursuits Capture Lead is a senior leadership role in Mott MacDonald responsible for leading, managing, and overseeing the successful positioning, capture, and execution of selected major projects, including design-build, P3, and alternative delivery, throughout the North American Region. The role supports business growth in alignment with strategic targets set by the Region.- Working under the direct supervision of the NASA Regional Development Manager, this leadership position ensures we engage the right clients in a meaningful way and are competitive in the marketplace. A key aspect of this role is to closely coordinate and collaborate with Unit and Divisional General Managers, Development Managers, and Account Leaders throughout the Region in the pursuit of selected major projects.**Key Responsibilities**:

- Cultivate and maintain relationships with key clients, stakeholders, and industry partners, including serving as the primary point of contact for clients during the capture phase, building trust, understanding client needs, and addressing concerns.
- Ensure the development and implementation of strategic client engagement plans.
- In collaboration with Unit General Managers, Development Managers, Sector and Practice leaders, lead the identification and assessment of new business opportunities for major projects, including the evaluation of project feasibility, market demand, and competitive landscape to determine Mott MacDonald’s positioning and potential for success.
- For selected major project opportunities:

- Oversee the development and implementation of capture plans, including assembling cross-functional capture teams, defining win themes and strategies, and coordinating capture activities to maximize Mott MacDonald’s competitive advantage.
- In collaboration with operations, legal, and other internal stakeholders, lead contract and commercial negotiations with contractors, design JV partners, design subconsultants, and public sector clients. This includes engagement with the client during the procurement process, addressing any questions or concerns they may have, and participating in negotiations to finalize the terms of the contract.
- Lead the preparation and submission of winning proposals for major projects, in particular, the RFQ, RFP and Development Phase proposals. This includes close collaboration with internal teams, including bid managers, proposal coordinators, technical experts, estimators, schedulers, and proposal writers, to develop compelling and responsive proposals that meet client requirements and differentiate Mott MacDonald.
- Provide support to assess and mitigate risks associated with pursuing major projects, including technical, financial, and contractual risks. Develop risk management strategies and contingency plans to address potential challenges and ensure Mott MacDonald’s competitiveness and viability.
- In coordination with Unit General Managers, support major projects from inception to completion. This involves providing guidance and support to project teams, monitoring project progress, and addressing any issues or challenges that may arise during the execution phase.
- Be accountable for the use of the CRM for account and opportunity tracking, pipeline health, resource planning, etc.
- Support preparation of the annual business plan and strategies.
- 20+ years of experience successfully developing client relationships, account management, identifying pursuits, and winning projects, including design-build, P3, and alternative delivery, in the A/E/C industry.
- Bachelor’s Degree in engineering, science, business, or related field.
- Demonstrated track record of winning infrastructure work, including design-build, P3, and alternative delivery, with public sector agencies.
- Strong relationships with key contacts with contractor organizations and state and municipal agencies and the ability to leverage those relationship into a robust sales pipeline.
- Ability to detect key themes and trends in the marketplace, communicate them effectively across the business and drive appropriate action.
- Excellent interpersonal and written communication skills.
- Demonstrated experience in strategic

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