Head of Regional Work Winning -EIMEA
Joining Arup
Arup’s purpose, shared values and collaborative approach has set us apart for over 75 years, guiding how we shape a better world.
Arup is the creative force at the heart of many of the world’s most prominent projects in the built and natural environment. Working in more than 140 countries, the firm’s designers, engineers, architects, planners, consultants, and technical specialists work with our clients on innovative projects of the highest quality and impact. As a wholly independent organisation, we are owned in trust for the benefit of our employees and their dependants: with no shareholders or external investors we determine our own business priorities and direction.
We welcome applications from candidates across EIMEA, with the role able to be based in any of our EIMEA locations.
The Opportunity
In an increasingly competitive marketplace, our Marketing, Communications, and Business Development (MCBD) team enables Arup to build and protect our reputation, deepen client relationships, win quality work, and attract top talent. This role will be key in achieving our strategic market and client ambitions. We are seeking to hire a Head of Regional Work Winning to strengthen our MCBD function.
What the role involves
The Head of Regional Work Winning, EIMEA is the senior regional leader responsible for driving excellence in pursuits, bids, and broader work-winning activities across the region. The role provides strategic leadership to ensure a consistent and effective approach to work winning throughout the region, promoting best practice, governance, and continuous improvement.
Working closely with Business and Practice/Service leaders, the role champions collaboration and positive work sharing across teams, ensuring resources are deployed efficiently and effectively to maximise win rates and optimise business performance. The role leads the Business Development Work Winning Team (circa. 30 people) across Business and Practice/Service areas based in the UK.
Operating within a matrix structure, the Head of Regional Work Winning, EIMEA works in close partnership with the Head of Geography Work Winning to align regional and geographical priorities, strategies, and delivery approaches, ensuring seamless collaboration and a unified work-winning function across the organisation. Providing linkage with global initiatives and perspectives within the firm will be key.
Within EIMEA, the Business Work Winning leadership role, is pivotal in supporting clientcentric relationship building and business development activities that provide Arup with the strategic foundation to win. This supports our pursuits and bids for higher revenue work across this diverse region.
The role supports the EIMEA Business Leadership team, working closely with the Practice and Service Leaders, Operations Directors and (Regional) Business Leaders to align and leverage work winning activities that support regional business plans.
Key responsibilities:
Regional Work Winning
• Leads the regional Work Winning function across Business and Practice/Service areas, providing strategic direction, mentoring and leadership to the Work Winning leadership community.
• Drives knowledge sharing to support best practice and learning across pursuits and bids. This enables a consistency in MCBD delivery throughout the region and geographies, which supports the use of tools and processes to drive effective regional work winning outcomes.
• Fosters a collaborative, inclusive and innovative culture, championing connectivity across the regional and geography work winning teams, enabling joint working and resource flexibility. Works closely with the Head of Geography Work Winning at a country specific level
• Works closely with the Business Growth Enablement Lead, to support talent development and career paths with a specific focus on Regional Work Winning team needs and professional development.
• Drives work sharing and professional growth opportunities for team members to ensure high performance and alignment with business priorities.
• Provides strategic insight and recommendations to the regional leadership on market trends, competitor positioning and client needs to inform investment and pursuit decisions.
• Collaborates with the Regional Marketing and Pursuit Centre of Excellence Lead to ensure alignment in activities with prepositioning bid and pursuit work.
• Accountable for the performance and continuous improvement of the regional work winning capability, Ensuring consistent standards, governance, and integration across businesses, practices and services.
• Advises on local client engagement initiatives within the Region, that supports pursuit activity
• Support the development of BD and winning work training materials and activities for technical members to enhance client engagement and work winning activity.
Client Systems
• Supports the Business Growth Enablement Lead providing a Regional lens and ensures the regional team works in alignment with Client Systems (CRM) processes
• Responsible for ensuring the Regional data quality meets global and regional standards.
• Advisor to the development of Regional knowledge management requirements defining the needs of the Regional Work Winning team.
Is this role right for you?
Qualifications and experience:
• Degree, professional qualification or equivalent experience in business development, marketing, communications or a related discipline.
• Evidence of continuing professional development; membership or accreditation from a recognised professional body would be advantageous i.e. APMP
Experience
• 10+ years proven experience in a senior marketing, communications, and/or business development role with complex procurement and long sales cycles (focusing on pursuits and bids)
• Demonstrated experience in building trusted, influential relationships with senior internal and external stakeholders.
• Demonstrated experience in building, managing and reporting on Work Winning activities and budgets.
• Significant experience of people management across multiple offices and/or countries, including resource management.
Skills and attributes:
• Strong skills in strategic thinking, analysis and problem-solving.
• Commercial acumen
• Excellent communication, negotiation, and interpersonal skills
• Ability to work in a fast-paced, dynamic environment and adaptable to changing requirements. Ability to work under pressure and manage multiple priorities.
• Comfortable working within a matrix organisation structure.
• Able to build strong and highly collaborative working relationships with peers, leaders and other stakeholders.
• High level of personal integrity, professionalism, and inclusive leadership.
• Commitment to exemplifying Arup’s aims, particularly those of being a ‘humane organisation’, maintaining ‘quality of work’, and ‘straight and honourable dealings’.
You Should Apply If:
• You enjoy leading teams of people in a fast-paced setting
• You are good at mentoring and developing talent
• Have a passion for winning work and delivering continuous improvement
What we offer you
At Arup, we care about each member’s success, so we can grow together.
Guided by our values, we provide an attractive total reward package that recognises the contribution of each of our members to our shared success. As well as competitive, fair and equitable pay, we offer a career in which all of our members can belong, grow and thrive – through benefits that support health and wellbeing, a wide range of learning opportunities and many possibilities to have an impact through the work they do.
We are owned in trust on behalf of our members, giving us the freedom, with personal responsibility, to set our own direction and choose work that aligns with our purpose and adds to Arup’s legacy. Our members collaborate on ambitious projects to deliver remarkable outcomes for our clients and communities. Profit Share is a key part of our reward, enabling members to share in the results of our collective efforts.
Different people, shared values
Arup is an equal opportunity employer that actively promotes and nurtures a diverse and inclusive workforce. We welcome applications from individuals of all backgrounds, regardless of age (within legal limits), gender identity or expression, marital status, disability, neurotype or mental health, race or ethnicity, faith or belief, sexual orientation, socioeconomic background, and whether you’re pregnant or on family leave. We are an open environment that embraces diverse experiences, perspectives, and ideas – this drives our excellence.
Guided by our values and alignment with the UN Sustainable Development Goals, we create and contribute to equitable spaces and systems, while cultivating a sense of belonging for all. Our internal employee networks support our inclusive culture: from race, ethnicity and cross-cultural working to gender equity and LGBTQ+ and disability inclusion – we aim to create a space for you to express yourself and make a positive difference. Discover more about life at Arup at www.arup.com/careers/your-life-at-arup.
We are committed to making our recruitment process and workplaces accessible to all candidates. Please contact lia.wiltsher@arup.com to let us know if you need any assistance or reasonable adjustments throughout your application or interview process, and/or to perform the essential functions of the role. We will do everything we can to support you.
Our Application Process
To understand what to expect next, please visit https://www.arup.com/careers/recruitment-process/
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