VP, Client Account Manager – Defense

Company Description

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Job Description

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