VP, Client Account Manager – Army

Description

• Develop/maintain a pipeline of opportunities and develop growth targets in coordination with the BLs
• Develop opportunity targets based on market conditions and client acquisition strategies; negotiate goals with BLLs; keep Regional Execs informed.
• Promote the AECOM/NG brand; inspire participation in professional activities & paper development.
• Lead/manage key relationships at all major clients
• Keep a close eye on sub positions, and non-productive relationships.
• Communicate progress up the NG chain.
• Maintain situational awareness of contract performance.
• Work closely with FBS to ensure FAR compliance.
• Make sure bookings and pipeline align with monthly projections and if not, develop a brief situational report on why projections are not aligned.
• Facilitate Risk Mgmt sign-offs/ pricing/ proposal review/ and all other unique federal requirements. Own the big proposals!
• Monitor Program Manager performance monthly for achieving bookings against contract capacity.
• On a monthly basis or more frequently as requested maintaining situational awareness of performance across the account.
• Weekly review and update of the SF pipeline. Make sure that there are capture plans for all major pursuits. Assist with teaming and negotiating.
• Optimize X-sell opportunities. Closely oversee corrective actions and personally monitor recoveries to ensure client satisfaction.
• Lead business line reviews of the Army account to maintain the pipeline.
• Coordination and collaboration with the Regional Business Line and Business Line Leaders (BLL).
• Maintain situational awareness. Serve on JV Boards for larger programs to stay abreast.
• Determine where to put resources and invest dollars for growth.
• Develop a strategy with BLs to help under performing contracts.
• Be a prime mover in building the federal team of teams.
• Monitor and support Program/Project opportunities.
• Ensure coordination with FBS & Marketing for max support. De-conflict issues (perceived/real) among BLs.
• Develop plan to lead client engagements in coordination with BLs
• Maintain an Account level Focus Group communication strategy to provide YTD status against goals & other relevant account metrics.
• Flow down goals to Regional Engagement Teams.
• Personally, review all CPAR reports and rebuttals.
• Talk with major PgMs at least monthly.
• ID external drivers influencing the marketplace.
• Competitor and SB analyses.

Requirements

• Knowledge and/or willingness to quickly learn and adapt to AECOM's entire portfolio.
• Expertise in project management for complex, multi-country, multi-business unit deals.
• 12+ years of experience working with US Federal government agencies on Architect-Engineering programs to include 4+ years in a leadership role
• Due to the nature of the role, US citizenship is required
• Expert negotiation skills.
• Outstanding communication skills.
• Bachelor's degree in architecture, engineering or other related disciplines that aligns with AECOM’s Business Lines.
• CRM (Salesforce) experience is a plus.
• In-depth knowledge of consultative selling approaches.
• Travel required throughout CONUS and some OCONUS Travel driven by project and opportunity needs

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance