VP, Client Account Manager – Defense

AECOM seeks an experienced Business and Sales Executive to join our Defense Account team and function as an “at large” VP, Client Account Manager (Defense). The CAM is a high-visibility role that provides selected candidates with an opportunity to influence AECOM’s internal strategy through sales and business development leadership while building long-term relationships with key corporate accounts. The Defense CAM will report to the Global Government’s USDOD Account Director.

This is a high-visibility role that provides selected candidates with an opportunity to influence AECOM’s internal strategy through sales and business development leadership while building long-term relationships with key corporate accounts. This position is a senior leader within our Global Governments group with significant influence in shaping strategy in the Defense market.

Specifically, the CAM will drive sustainable and reproducible Account growth for the USDOD Team within Global 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 investment 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 the annual pipeline opportunities and develop growth targets in coordination with the BLs
• Flow down goals to Regional Engagement Teams.
• Monitor and support Sales 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 in alignment.

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 Management 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 underperforming 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

• 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 NG chain. · Work positively across Divisional boundaries.
•  Lead business line reviews of the OEM 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

• As applicable, maintain HR requirements for assigned staff. Develop and negotiate goals for each.

The CAM will be responsible for client relations, market analysis, strategy development, positioning, capture and management of client contracts/opportunities 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 to provide a host of professional technical services, to include but not limited to Foreign Military Sales (FMS), Direct Commercial Sales (DCS) support, Host Nation assistance, weapon system beddowns, MILCON in support of OEM systems, Master Planning; other AE Services; Environmental Services (restoration, planning/NEPA, compliance); Energy Performance Services, Consulting 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 other Defense Account CAMs as well as AECOM members across all Business Lines and Operating geographies. They will lead and manage their programs, establishing strategies and driving growth for the Defense Account. This position supports the Defense Account CAMS and assist them with client engagement, 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.

Additionally, the CAM will be asked to oversee performance of multiple large-scale remediation projects under the Navy CLEAN and possibly other programs being executed in the Southwestern US. The successful candidate will have demonstrated experience directing environmental remediation projects and programs of $10M or greater, including remedial investigations, feasibility studies, and remedial actions for the US Department of Defense. Other responsibilities of this position include, but are not limited, to:

• Familiar with project invoicing and cash flow management
• Interprets and records data, conducts analyses, compares findings to relevant studies and local, state, and federal regulations to ensure compliance
• Analyzes financial statements and completes budget tracking
• Performs work with minimal direction with periodic reporting to internal regional and environmental management
• Oversees the preparation of work plans and organizes project studies
• Performs complex assignments often requiring the development of unique solutions to problems with the support of the project team
• Conducts reviews and provides staff feedback for continued improvement
• Oversee and develop technical approaches and cost estimates for proposals