Navy Client Account Manager

About the role

This position will collaborate with the overall Navy/NAVFAC CAM as well as the rest of the Department of War team. The DOW Program for DCS-A generates nearly $800M in annual sales and supports all of DCS' Global Business Lines: B+P (AE Design); Water; Environmental, PGM, Energy/Power, Advisory, and Transportation.

Responsibilities

• Drive sustainable and reproducible Account growth for the NAVY/NAVFAC Account with specific emphasis on the Navy’s Pacific and West Regions.
• Strategic Direction- Intelligence- and Positioning
  - Intelligence
  - Positioning
• Strategic Plan Development & Management
  - ID external drivers influencing the marketplace.
  - Determine where to allocate resources and investment dollars for growth.
  - Competitor and SB/SDB analyses.
• Cohort and collaboration with AECOM's Regional Business Lines and Business Line Leaders (BLL).
• Account Plan Development
  - 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.
• 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 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.
• 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: 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.
• 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 chain.
  - Work positively across Business Line and Regional boundaries.
• Staff Reviews
  - Maintain HR requirements for assigned staff.
  - Develop and negotiate goals for each.

Requirements

• 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 6 years of leadership experience role 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