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Army Client Account Director
AECOMNew York, USASenior15+ years
Apply Company Description Work with Us. Change the World. At AECOM, we're delivering a better world. Whether improving your commute, keeping the lights on, providing access to clean water, or transforming skylines, our work helps people and communities thrive. We are the world's trusted infrastructure consulting firm, partnering with clients to solve the world’s most complex challenges and build legacies for future generations. There has never been a better time to be at AECOM. With accelerating infrastructure investment worldwide, our services are in great demand. We invite you to bring your bold ideas and big dreams and become part of a global team of over 50,000 planners, designers, engineers, scientists, digital innovators, program and construction managers and other professionals delivering projects that create a positive and tangible impact around the world. We're one global team driven by our common purpose to deliver a better world. Join us. Job Description AECOM seeks an experienced Executive for our Army Account Team. This position will be a Client Account Manager (CAM) role as part of our growth-focused National Government’s DOD program. The CAM is a high-visibility role that provides selected candidates with an opportunity to influence AECOM’s internal strategy through client development leadership while building long-term relationships with internal and external stakeholders. The Army CAM will be part of AECOM’s National Governments Team and report to the US Defense Director. Specifically, the CAM will drive sustainable and reproducible Account growth for the DOD Army Team within 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 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.
- 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
- 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.
- 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.