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 integral 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

📌 Ce Director (Santander)
🏢 Wsp Spain
📍 Santander