ExecutiveContractEN
Role Purpose
The CE Director for Contractors & T&I Large Projects is a senior growth leader accountable for building, shaping and converting the regional pipeline into secured backlog across Central Europe.
The role’s primary mandate is to drive opportunity identification, positioning, capture and win conversion on large, complex and strategic projects for contractors and major infrastructure clients.
Acting as the regional owner of the opportunity funnel for the Contractors and T&I Large Projects sector, the Director ensures disciplined pipeline management, strong client positioning, competitive win strategies and effective mobilization of WSP’s global capabilities to secure high‑value work.
Strategic leadership, market positioning and capability development are enablers of this core commercial responsibility.
YOUR NEW ROLE, WHATS INVOLVED?
Business Development, Pipeline & Conversion (Primary Priority)
Own and drive the end-to-end opportunity lifecycle for Contractors and T&I Large Projects, from early identification to contract award.
Develop and maintain a robust, transparent and prioritized regional pipeline, ensuring adequate coverage versus sales and backlog targets.
Act as CRM Opportunity Owner for key sector pursuits, including must‑win and strategic opportunities.
Lead or oversee capture management for major pursuits (typically >€5M), ensuring:
Early client positioning and intelligence
Clear value propositions and win themes
Strategic teaming and partner selection
Competitive pricing and risk positioning
Chair and influence Go / No-Go decisions, ensuring selectivity, focus on high‑probability opportunities and optimal ROI of BD resources.
Ensure disciplined pipeline governance, including:
Funnel health reviews
Conversion ratios
Bid costs versus return
Win / loss feedback loops
Personally contribute to Gross Revenue / Funding targets through direct involvement in winning work.
Client Development & Market Expansion
Act as a senior client-facing leader for key contractor and infrastructure clients at executive level.
Develop and execute account-based growth strategies in partnership with Account Leaders and Country Management.
Identify cross-selling and cross-border opportunities, ensuring clients access the full WSP value proposition (Digital, Advisory, PMO, Project Delivery, Sustainability, etc.).
Build long-term client relationships that secure repeat business, frameworks and preferred supplier status.
Strategy, Sector Positioning & Brand
Translate global and regional growth strategies into concrete sector-level pursuit roadmaps.
Identify priority markets, clients and project types where WSP can win and scale profitably.
Act as sector ambassador across Central Europe, strengthening WSP’s brand with contractors and infrastructure owners.
Support Communications and Marketing teams in promoting flagship wins, strategic projects and thought leadership relevant to the sector.
Proposal & Pursuit Excellence
Ensure best‑in‑class pursuit execution by:
Driving clear win strategies and differentiation
Aligning technical, commercial and delivery narratives
Ensuring early input to risk, governance and delivery planning
Act as conduit for Authority Risk Matrix (ARM) and Project Risk Committee approvals on major pursuits.
Promote reuse and continuous improvement of proposal content, credentials and CVs across the region.
Delivery Enablement & Capability Building
Work with Operations and Country Leaders to ensure delivery readiness for secured work.
Influence strategic capacity and capability building aligned with the growth roadmap.
Support recruitment of key talent required to convert and deliver future pipeline.
Mentor and develop:
Capture managers
Client leaders
Successor candidates for future growth roles
Success Metrics
Primary success in the role will be measured by:
Sales, backlog and conversion performance versus targets
Pipeline quality and coverage, including stage maturity and probability-weighted value
Win rate on strategic and large pursuits
Client penetration and account growth
Effectiveness of cross-border and cross-sector collaboration
Disciplined use of CRM and capture planning tools
WHAT IF IT WAS YOU?
Critical Success Factors
Strong deal-shaping, capture and negotiation capability
Ability to lead complex, multinational pursuits across matrix organizations
Proven track record in winning large, competitive infrastructure projects
Commercial mindset combined with credibility at executive client level
Ability to convert strategy into actionable pursuit plans
Natural collaborator, able to mobilize WSP’s global expertise around must‑win opportunities
WHAT YOU’LL LIKE ABOUT US:
A working environment inspired by diversity, driven by inclusion.
Our flexible working policy - We recognise the importance of work-life balance and encourage you to find yours.
WSP is about making the world around us a better place, including the environment, transport infrastructure, buildings and land use.
Excellent career prospects. We're growing fast, and every day we strive to outdo ourselves. We are open to your ideas and want to try new things. We have a supportive environment that invests in your development and training.
WSP is about embracing a culture of collaboration with colleagues who stand out for their skills. Come and discover our fantastic team!
ABOUT US:
We are one of the world's leading engineering and professional services firms. Our trusted employees share a common goal of making a positive and lasting impact on the communities we serve through a culture of innovation, integrity and inclusion.
Are you hesitating to apply? Go for it! We are proud to promote diversity, equal opportunities and professional integration within our teams, and we are convinced that our differences and an inclusive working environment contribute to our development. All applications will be carefully considered.
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