Army Client Account Director

About the role

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.

Responsibilities

• 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
• Coooperation 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.
• Develop/maintain a pipeline of opportunities and develop growth targets in coordination with the BLs
• Flow down goals to Regional Engagement Teams.
• Maintain situational awareness of performance across the account.
• Monitor and support Program/Project opportunities.
• Continually seek to improve overall Portfolio Quality and optimize across Regions/BLs.
• Account Performance
• Maintain situational awareness of contract performance. Personally, review all CPAR reports and rebuttals. Talk with major PgMs at least monthly.
• Own the big proposals!
• Contract Fill-up
• Maintain situational awareness of contract performance. Personally, review all CPAR reports and rebuttals. Talk with major PgMs at least monthly.
• 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!
• Client Relationships
• Lead/manage key relationships at all major clients Optimize X-sell opportunities.
• 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
• Talk with major PgMs at least monthly. 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 business line reviews of the Army account to maintain the pipeline. Lead and Motivate
• Staff Reviews
• Spread the vision and team accolades. Staff Reviews

Qualifications

• 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.
• Knowledge and Skills:
• 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.