Army Client Account Director

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).

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 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.

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!

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.

• Develop a strategy with BLs to help under performing contracts.

Client Relationships

• 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

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

• 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.

Staff Reviews

• Spread the vision and team accolades.

The CAM 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 CAM is the advocate for their assigned Account 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. 

The CAM must be a strong leader, able to inspire, motivate and build teams, and communicate effectively. They will collaborate with AECOM members across all Business Lines and Operating geographies. They will lead and manage their programs, establishing strategies and driving growth for their assigned Account.  They lead and coordinate engagement with the client, identifying new opportunities and work with others to win task orders and new contracts.  The CAM monitors the performance of AECOM team members executing professional technical services and leads discussions to resolve any issues or concerns with the client.  The CAM will act as an ombudsman to spot and de-conflict any organizational conflict of interest issues.  The CAM will report to one of the Account Directors (DOD/Fed Civ/Canada) for the National Government’s Business Lines in DCS Americas.