Note: The job is a remote job and is open to candidates in USA. AECOM is a global infrastructure consulting firm partnering with clients to solve complex challenges across the project lifecycle. The NAVY/NAVFAC Client Account Manager will drive sustainable account growth, strategic positioning, client relationships, capture, and management of Navy/NAVFAC contracts, primarily across the Pacific and West Regions. The role also oversees account performance, compliance, risk, contract capacity, proposal activity, and cross-business-line coordination.
Responsibilities
- ID external drivers influencing the marketplace
- Determine where to allocate resources and investment dollars for growth
- Competitor and SB/SDB analyses
- Coordination and collaboration with AECOM's Regional Business Lines and Business Line Leaders (BLL)
- Develop opportunity targets based on market conditions and client acquisition strategies
- Establish growth goals with BLLs
- Flow down goals to Regional Engagement Teams
- Monitor and support Sales opportunities
- Keep Regional Execs informed
- 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 in alignment
- Weekly review and update of the SF pipeline. Make sure 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
- Lead/ manage key relationships at all major clients: ie: NAVY/NAVFAC Regions, Engineering Commands, Research & Development Centers, etc. The NAVY/NAVFAC CAM also works closely with the AF and Army CAMs as some opportunities are funneled to other agencies for execution. It is imperative to coordinate these cross opportunities. Closely oversee corrective actions and personally monitor recoveries to ensure client satisfaction
- 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
- Serve as Ombudsman in spotting/ de-conflicting OCI issues, preferably at Go/ No Go stage
- Maintain an Account level Focus Group communication strategy to provide YTD status against goals & other relevant account metrics. Communicate progress up the chain. Work positively across Business Line and Regional boundaries
- Promote the AECOM brand; inspire participation in professional activities & paper development. Be a prime mover in building the DOW team of teams. Spread the vision and team accolades
- Maintain HR requirements for assigned staff. Develop and negotiate goals for each
- The NAVY/NAVFAC CAM will be responsible for client relations, market analysis, strategy development, positioning, capture and management of NAVY/NAVFAC contracts primarily within the NAFAC Pacific Area of Operations (NAVFAC Pacific, NAVFAC Hawaii, NAVFAC Far East, NAVFAC Marianas, NAVFAC Southwest, NAVFAC Northwest, NAVFAC EXWC and other Systems Commands and, on occasion, support the Navy/NAVFAC Director with client visits and interface with NAVFAC HQ
- This includes developing and executing strategic and client account plans that will achieve annual targets and grow the program year over year
- The NAVY/NAVFAC CAM is the advocate for AECOM’s Navy programs that provide a host of professional technical services, to include but not limited to FMS, MILCON, and SRM design; Master Planning; other AE Services; Environmental Services (restoration, planning/NEPA, compliance); Energy Performance Services, Construction Management and Construction Quality Assurance
Skills
- Bachelor's degree in architecture, engineering or other related discipline that aligns not only with AECOM's Business Lines but with the needs of the NAVY/NAVFAC client
- At least 12 years of experience working with US Federal government agencies on Architect-Engineering programs to include at least 4 years of leadership experience or demonstrated equivalency of experience and/or education
- 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
- Master's or PhD degree in architecture, engineering or other related discipline that aligns not only with AECOM's Business Lines but with the needs of the NAVY/NAVFAC client
- Engineer/Architect Professional Registration (PE or AIA)
- Achieved the rank of Navy Civil Engineer Corps Captain or higher
- PFAS knowledge
- Brooks Act procurement experience
- Energy Performance Services Experience
- Waterfront design and construction experience
- Airfield design and construction experience
Benefits
- Depending on your employment status, AECOM benefits may include medical, dental, vision, life, AD&D, 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, and employee stock purchase plan.
- Primarily remote work schedules with flexibility to work from a variety of US locations.
- Cutting-edge technology and a network of experts to help make a real impact.
- Award-winning training and development programs designed to expand your technical expertise and leadership skills.
- A welcoming workplace built on respect, collaboration and community.
- Freedom to grow in a world of opportunity.
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