VP, Client Account Manager – Army

Overview

AECOM seeks an experienced Executive for our Army Account Team. This VP Client Account Manager Army will function as part of our growth-focused National Governments DOD program. The VP Client Account Manager Army is a high-visibility role that provides opportunities to influence AECOM's internal strategy through client development leadership while building long-term relationships with internal and external stakeholders. The VP Client Account Manager Army will be part of AECOM's National Governments Team and report to the Army Account Director.

Specifically the VP Client Account Manager Army will drive sustainable and reproducible account growth for the DOD Army Team within National Governments. This will be accomplished by delivering on the requirements described below.

Qualifications :

Minimum Requirements

• Bachelors degree in architecture, engineering, or other related disciplines that aligns with AECOM's Business Lines.
• 12 years of experience working with US Federal government agencies on Architect-Engineering programs, including 4 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.

Preferred Qualifications

• 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.

Function and Products

• Strategic Plan Development & Management - Follow the money.
• 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).

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.
• Monitor and support Program/Project opportunities.
• Continually seek to improve overall Portfolio Quality and optimize across Regions/BLs.

Account Performance

• On a monthly basis or more frequently as requested, maintain situational awareness of performance across the account.
• Ensure bookings and pipeline align with monthly projections and, if not, develop a brief situational report on why projections are not aligned.

Pursuit Support & Sales Force Management

• Weekly review and update of the SF pipeline. Ensure capture plans for all major pursuits. Assist with teaming and negotiating.
• Coordinate with FBS & Marketing for max-conflict issues (perceived/real) among BLs.
• Facilitate Risk Management sign-offs, pricing, proposal review, and other unique federal requirements. Own the big proposals!

Contract Fill-up

• Monitor Program Manager performance monthly for achieving bookings against contract capacity.
• Monitor sub positions and non-productive relationships.
• Develop a strategy with BLs to help underperforming contracts.

Client Relationships

• Lead/manage key relationships at all major clients.
• Optimize cross-sell opportunities. Closely oversee corrective actions and monitor recoveries to ensure client satisfaction.
• Develop plan to lead client engagements in coordination with BLs.

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 and 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

• Promote the AECOM/NG brand; inspire participation in professional activities and paper development.
• Be a prime mover in building the federal team of teams.
• Spread the vision and team accolades.

Staff Reviews

• Spread the vision and team accolades.

The VP Client Account Manager Army 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 VP Client Account Manager Army is the advocate for their assigned Account providing a host of professional technical services including but not limited to FMS, MILCON and SRM design;
Master Planning; other AE Services;
Environmental Services…