Note: The job is a remote job and is open to candidates in USA. AECOM is a global infrastructure consulting firm that delivers engineering, environmental, energy, transportation, buildings, program management, and construction services. The Army Client Account Manager will lead client relationships, market analysis, account strategy, positioning, capture, contract performance, and sustainable growth for AECOM’s U.S. Department of Defense Army account.
Responsibilities
- Strategic Plan Development & Management- Follow the money
- ID external drivers influencing the marketplace
- Determine where to put resources and invest dollars for growth
- Competitor and SB analyses
- Coordination and collaboration with the Regional Business Line and Business Line Leaders (BLL)
- Develop opportunity targets based on market conditions and client acquisition strategies; negotiate goals with BLLs; keep Regional Execs informed
- Develop/maintain a pipeline of opportunities and develop growth targets in coordination with the BLs
- Flow down goals to Regional Engagement Teams
- Monitor and support Program/Project opportunities
- Continually seek to improve overall Portfolio Quality and optimize across Regions/BLs
- 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 aligned
- 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!
- Monitor Program Manager performance monthly for achieving bookings against contract capacity
- Keep a close eye on sub positions, and non-productive relationships
- Develop a strategy with BLs to help under performing contracts
- Lead/manage key relationships at all major clients
- Optimize X-sell opportunities. Closely oversee corrective actions and personally monitor recoveries to ensure client satisfaction
- Develop plan to lead client engagements in coordination with BLs
- Maintain situational awareness. Serve on JV Boards for larger programs to stay abreast
- Work closely with FBS to ensure FAR compliance
- Maintain situational awareness of contract performance
- Personally, review all CPAR reports and rebuttals
- Talk with major PgMs at least monthly
- Talk with major PgMs at least monthly
- 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 business line reviews of the Army account to maintain the pipeline
- 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
- Spread the vision and team accolades
- 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 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 Account Directors (DOD/Fed Civ/Canada) for the National Government’s Business Lines in DCS Americas
Skills
- Bachelor's degree in architecture, engineering or other related disciplines that aligns with AECOM's Business Lines
- 15+ years of experience working with US Federal government agencies on Architect-Engineering programs to include 6+ years in a leadership role
- US citizenship is required
- In-depth knowledge of consultative selling approaches
- Outstanding communication skills
- Expert negotiation skills
- 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
- CRM (Salesforce) experience is a plus
Benefits
- Medical benefits
- Dental benefits
- Vision benefits
- Life benefits
- AD&D benefits
- Disability benefits
- Paid time off
- Leaves of absences
- Voluntary benefits
- Perks
- Flexible work options
- Well-being resources
- Employee assistance program
- Business travel insurance
- Service recognition awards
- Retirement savings plan
- Employee stock purchase plan
- Award-winning training and development programs designed to expand technical expertise and leadership skills
- Resources from cutting-edge technology and a network of experts
- A welcoming workplace built on respect, collaboration and community
- Freedom to grow in a world of opportunity
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