Pursuit Director

vor 2 Monaten

Berlin, Deutschland Arcadis Vollzeit

**Stellenbezeichnung**: Pursuit Director - Mobility Germany (w/m/d)
Referenznummer: xxxx

**Standorte**: Berlin, Germany

Als Arcadianer*in hilfst du schon jetzt, global führende und nachhaltige Planungs
- und Beratungslösungen für die natürliche und vom Menschen gestaltete Umwelt anzubieten. Du bist einer von 36.000 Menschen in über 70 Ländern, die sich für die Verbesserung der Lebensqualität einsetzen. Jede*r spielt dabei eine wichtige Rolle. Gemeinsam können wir mit unserer Energie und unserem Teamgeist die komplexesten Herausforderungen der Welt lösen und zusammen mehr bewirken.

**Rollenbeschreibung**:
This role will be responsible for:

- Implementing strategic governance across all pursuits and bids across the country to ensure a consistently high quality and robust process is followed, leading to excellence in pursuits and bids, with a high win rate.
- To undertake pursuits and establish and maintain proposal systems and processes to enable the delivery of budgeted sales each year
- Ensure the production of proposals matches Arcadis’ strategies
- Differentiate Arcadis from the competition by upgrading tools, reworking documentation, and seeking out innovative approaches
- Ensure submissions are compelling and professionally presented
- Ensure the bid management process is effective by implementing best practice methodology to efficiently achieve submission deadlines
- Ensure GEC is built the fee build-up to increase the certainty of delivery through resource flexibility and profitability
- Ensure Mobility (Global) strategy is part of the bid

Reports to the Pursuit Director role reports directly to the Country Sales Director.

**Rollenverantwortung**:
The main responsibilities of this role include, but are not limited to:

- Reviewing and approving all pursuits and bids through the formal GATE process to ensure they strike the balance between competitiveness and profitability, ensuring a consistent approach across the country.
- Able to respectfully challenge experienced Pursuit and Bid levels and their respective Business Leaders to give us the best possible chance at winning.
- To produce highly effective targeted proposal/bid documents, meticulously capturing requirements of the Client’s EOI / RFT / RFP / RFQ, and incorporating the intelligence gathered through the pursuit process (i.e. silver bullets)
- To lead and develop the Bid Management process
- To have exposure with Clients in pursuit (in concert with the Pursuit Managers), bidding, and post-submission debriefs to be able to continuously improve our proposal and bidding strategies
- Lead the implementation of the CX survey in Germany and ensure results truly reflect client feedback.
- Review and provide feedback on price and non-price elements of bids and proposals
- Review the pricing of proposals, using proposed designed spreadsheets
- Oversee the legal review process
- To seek out, advise, and ameliorate potential risks within proposals
- Recognize Go/No Go positions and advise such that efforts are directed to profitable and winnable jobs
- Bring additional insight into a specific area/s of expertise to further increase sales in this area and increase the current strike rate. New growth areas an advantages e.g. New Mobility, Project and Program Management, and Technical Advisory Services.
- To impact on the pricing of proposals to ensure that we implement Market Back Pricing or alternate methods at sufficient margin parameters
- To contribute to increasing positive proposal strike rates
- Oversee the prospects pipeline, ensuring that pursuits are being diligently undertaken by Pursuit Managers, pursuit material is being captured continuously, and that the content of the Pursuit & Bidding Reports are maintained and are as accurate as possible
- Drive client meetings/relationships with Pursuit Managers / participate in client meetings whenever and as appropriate
- Actively participate and contribute to the growth of the German market opportunity in new and existing business (solutions and services) and the Arcadis German market strategy
- Engage in Continuing Professional Development (CPD)
- Performing other duties and responsibilities as required from time to time by your manager or Arcadis
- Ensuring you are familiar and compliant with Health and Safety regulations and guidelines

**Qualifikationen & Erfahrung**:

- Professional services background
- 15+ years of relevant experience
- Bachelor's or Master's degree in Engineering (would include Business and/or other related professional backgrounds as long as he/she has the required experience in the industry), or related Project Management experience/accreditation.
- Well-organized with a high level of attention to detail
- Strong commercial acumen and knowledge of market back pricing
- Professional approach and presentation to clients (internal/external)
- Excellent written and verbal communication skills
- Excellent influencing and relationship-building skills, both in

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