Now Hiring - Air and Space Force Client Account Manager in Annapolis, MD

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AECOM seeks an experienced Business and Sales Executive for the Air and Space Force Client Account Management (CAM) role as part of its growth-focused National Governments program. The CAM is a high-visibility role that provides selected candidates with an opportunity to influence AECOM’s internal strategy through sales and business development leadership while building long-term relationships with key corporate accounts. The CAM will report to the National Governments group.

This role will offer flexibility for primarily remote work schedules.

Specifically, the CAM will drive sustainable and reproducible Account growth for National Governments. This will be readily accomplished by successfully delivering on the following requirements:

Strategic Direction, Intelligence, and Positioning

• Strategic Plan Development & Management- Follow the money.
• ID external drivers influencing the marketplace.
• Determine where to put resources and investment dollars for growth.
• Competitor and SB analyses.
• Coordination and collaboration with the Regional Business Line and Business Line Leaders (BLL).

Account Plan Development

• Develop opportunity targets based on market conditions and client acquisition strategies; negotiate goals with BLLs; keep Regional Execs informed.
• Flow down goals to Regional Engagement Teams.
• Monitor and support Sales opportunities.
• Continually seek to improve overall Portfolio Quality and optimize across Regions/BLs.

Account Performance

• On a monthly basis or more frequently as requested maintaining situational awareness of performance across the account.
• Make sure bookings and pipeline align with monthly projections and if not, develop a brief situational report on why projections are not in alignment.

Pursuit Support & SalesForce Management

• Weekly review and update of the SF pipeline. Make sure that there are capture plans for all major pursuits. Assist with teaming and negotiating.
• Ensure coordination with FBS & Marketing for max support. De-conflict issues (perceived/real) among BLs.
• Facilitate Risk Mgmt sign-offs/ pricing/ proposal review/ and all other unique federal requirements. Own the big proposals!

Contract Fill-up

• Monitor Program Manager performance monthly for achieving bookings against contract capacity.
• Keep a close eye on sub positions, and non-productive relationships.

Client Relationships

• Lead/manage key relationships at all major clients
• Optimize X-sell opportunities. Closely oversee corrective actions and personally monitor recoveries to ensure client satisfaction.

Compliance

• Maintain situational awareness. Serve on JV Boards for larger programs to stay abreast.
• Work closely with FBS to ensure FAR compliance.

Performance / Risk Assessment

• Maintain situational awareness of contract performance.
• Personally, review all CPAR reports and rebuttals.
• Talk with major PgMs at least monthly.

OCI Resolution

• Serve as Ombudsman in spotting / de-conflicting OCI issues, preferably at Go / No Go stage.

Communicate / Coordinate

• Maintain an Account level Focus Group communication strategy to provide YTD status against goals & other relevant account metrics.
• Communicate progress up the NG chain.
• Work positively across Divisional boundaries.

Lead and Motivate

• Promote the AECOM/NG brand; inspire participation in professional activities & paper development.
• Be a prime mover in building the federal team of teams.
• Spread the vision, and team accolades.

Staff Reviews

• As applicable, maintain HR requirements for assigned staff. Develop and negotiate goals for each.

The CAM will be responsible for client relations, market analysis, strategy development, positioning, capture and management of client contracts worldwide. This includes developing and executing strategic and client account plans that will achieve annual targets and grow the program year over year. The CAM is the advocate for their assigned Account that provide a host of professional technical services, to include but not limited to FMS, MILCON, and FSRM design; Master Planning; other AE Services; Environmental Services (restoration, planning/NEPA, compliance); Energy Performance Services, Construction Management and Construction Quality Assurance.

The CAM must be a strong leader, able to inspire, motivate and build teams, and communicate effectively. They will collaborate with AECOM members across all Business Lines and Operating geographies. They will lead and manage their programs, establishing strategies and driving growth for their assigned Account. They lead and coordinate engagement with the client, identifying new opportunities and work with others to win task orders and new contracts. The CAM monitors the performance of AECOM team members executing professional technical services and leads discussions to resolve any issues or concerns with the client. The CAM will act as an ombudsman to spot and de-conflict any organizational conflict of interest issues. The CAM will report to one of the DOD Account Director for the National Government’s Business Lines in DCS.

Minimum Requirements:

• Bachelor's degree in architecture, engineering or other related discipline that aligns with AECOM’s Business Lines plus at least 12 years of relevant experience working with US Federal government agencies on Architect-Engineering programs to include at least 4 years in a leadership role
• Travel required throughout CONUS and some OCONUS travel driven by project and opportunity needs
• Due to the nature of the role, US citizenship is required
• In-depth knowledge of consultative selling approaches.
• Expertise in project management for complex, multi-country, multi-business unit deals.
• Knowledge and/or willingness to quickly learn and adapt to AECOM's entire portfolio.

Preferred Qualifications:

• Outstanding communication skills.
• Expert negotiation skills.
• CRM (Salesforce) experience is a plus.

Additional Information:

• Due to the nature of the role, US Citizenship is required and sponsorship for US work authorization, now or in the future, is not available.
• Relocation assistance is not available for this position.

With infrastructure investment accelerating worldwide, our services are in great demand, and there’s never been a better time to be at AECOM! Join us, and you’ll get all the benefits of being a part of a global, publicly traded firm – access to industry-leading technology and thinking and transformational work with big impact and work flexibility.

AECOM provides a wide array of compensation and benefits programs to meet the diverse needs of our employees and their families. We also provide a robust global well-being program. We’re the world’s trusted global infrastructure firm, and we’re in this together – your growth and success are ours too.

As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.

Join us and let’s get started.