Associate Director - Proposal Manager

AECOM; Glasgow; On-site; GBP 90,000 - 130,000; Full time

Job summary

AECOM is seeking an Associate Director – Proposal Manager to lead strategic UK & Ireland transportation pursuits, advising senior leaders and coordinating technical, capture and proposal specialists to develop differentiated, client-focused bids.

Reporting to the Pursuits Team Director, you will shape win strategies across the full lifecycle—qualification, capture, proposal, interview, debrief—and embed best practices to improve work-winning capability.

Qualifications

• Substantial experience in a senior proposals or pursuits role.
• Proven track record leading high-value, complex pursuits (£20M+) in construction or infrastructure.
• Ability to advise, influence and challenge senior stakeholders.

Responsibilities

• Lead large, complex pursuits across regions with external partners.
• Develop win strategies translating client insight into proposals.
• Direct capture activity and advise on priorities and investments.
• Mobilise multidisciplinary teams and manage governance and quality.
• Lead proposal planning, content development, and interview prep.
• Ensure compliant, persuasive submissions aligned with processes and branding.
• Analyse debriefs to drive continuous improvement across clients and markets.
• Coach capture and proposal teams in bid writing and strategy development.

Skills

Senior proposals experience

Stakeholder management

Team leadership

Proposal management

Capture strategy

Education

APMP Certification

Job description

Company Description

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 Description

Lead the strategic pursuits that will shape the growth of AECOM’s Transportation business across the UK and Ireland.

As Associate Director – Proposal Manager, you will lead AECOM’s most strategic and complex transportation pursuits. You will advise senior leaders and bring together technical, capture and proposal specialists to develop differentiated, client-focused bids that support our growth strategy.

Reporting to the Pursuits Team Director, you will influence investment and pursuit decisions, shape winning strategies and lead teams through the full business development lifecycle—from qualification and capture to proposal, interview, debrief and continuous improvement. You will also strengthen work-winning capability across the business by embedding best practice, coaching teams and turning client feedback into practical improvements.

Here’s what you’ll do:

• Lead large and complex pursuits involving multiple disciplines, regions and external partners, from early capture through proposal, interview and debrief.
• Develop and execute differentiated win strategies that translate client insight, competitor analysis, and technical expertise into compelling, client-focused proposals.
• Direct positioning and capture activity, facilitate win-strategy workshops, and advise senior stakeholders on pursuit priorities, investment and decision-making.
• Mobilise multidisciplinary teams, establish clear governance, and maintain momentum, accountability and quality throughout each pursuit.
• Lead proposal planning and delivery, including kick‑off, answer planning, content development, reviews, document production, and interview preparation.
• Ensure submissions are compliant, persuasive and consistent with AECOM processes, templates, branding, and quality standards.
• Analyse internal debriefs and client feedback to identify trends, share lessons learned, and embed continuous improvement across clients and markets.
• Act as a visible role model for collaborative, client-focused work winning, constructively challenging teams to achieve the strongest possible outcome.
• Coach and mentor capture and proposal teams in capture planning, strategy development, answer planning, proposal management and bid writing.
• APMP Practitioner or Professional certification, or an equivalent recognised proposal‑management qualification.

Qualifications

• Substantial experience in a senior proposals or pursuits role, with the confidence to advise, influence and constructively challenge senior stakeholders.
• A strong track record of leading high‑value, complex pursuits – typically with a total contract value above £20M – across the construction, engineering, or infrastructure sectors.
• Demonstrable