Account Management Director

Company Description

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At AECOM, we're delivering a better world. Whether improving your commute, keeping the lights on, providing access to clean water, or transforming skylines, our work helps people and communities thrive. We are the world's trusted infrastructure consulting firm, partnering with clients to solve the world’s most complex challenges and build legacies for future generations.

There has never been a better time to be at AECOM. With accelerating infrastructure investment worldwide, our services are in great demand. We invite you to bring your bold ideas and big dreams and become part of a global team of nearly 50,000 planners, designers, engineers, scientists, digital innovators, program and construction managers and other professionals delivering projects that create a positive and tangible impact around the world.

We're one global team driven by our common purpose to deliver a better world. Join us.

Job Description

The O&G Client Account Manager (O&G CAM) is responsible for sales and growing the client account’s strategic relationship with AECOM’s Environment Business Line (EBL) and where appropriate, all West Business Lines. With a primary focus on sales/growth, will provide leadership for all aspects of the client relationship, from strategic planning and innovation to service delivery and execution for all practices, regardless of the practice they reside. This position will be an on-call and remote position.

The O&G CAM will report to the West Growth Lead with key interactions with other EBL leaders. This role will also work closely with the Executive Sponsor assigned to the account, legal, risk, and operations to effectively manage and grow the account.

Quantitative EBL KPIs for the O&G CAM will include Gross Revenue Net Service Revenue and Gross Margin Bookings and overall pipeline growth.

Main Responsibilities

• Maintain a deep understanding of how the client operates at all levels across the business.
• Build, maintain, and facilitate trusting relationships with key contacts across the depth and breadth of the client’s organization and support account team members in developing their contacts.
• Lead the development and maintenance of an account plan and client sales/growth strategy.
• Identify new work opportunities – focused both on current relationships and the development of new solutions.
• Coordinate across the account team to align strategy with AECOM groups, West EBL, and enterprise strategies as well as EBL Strategic Growth Initiatives (SGIs) and practice-led campaigns.
• Participate in key pursuit decisions and activities including risk analysis and review, “go/no-go processes”.
• Ensure appropriate capture managers are leading bids & proposals (and Readiness to Win positioning is used appropriately), that pursuit teams have access to necessary resources, and support capture activities to maximize win probability; act as Capture Manager, as required, and actively engage on Major Pursuits. Where appropriate, engage with the Major Pursuits Lead to support and develop major pursuits.
• Create solution plans to differentiate AECOM from competitors, including business solutions (compelling offers), management solutions (how we effectively deliver), and technical solutions (how we innovate to address problems). Anticipate opportunities and client needs, and proactively propose innovative solutions to address challenges.
• Develop and implement a succession plan for the Account team / advise on the recruiting of key people to serve client needs.
• Report account performance against plan to Practice Leadership. Maintain an accurate sales pipeline within Salesforce CRM that manages to a path to plan for all KPIs.
• Maintain knowledge of project performance, address problem areas, and monitor client satisfaction, escalating and engaging when necessary and participate in client project and business performance reviews.
• Keep up to date with current events, industry trends, competitor analysis, and proactively assess the implications for the client’s business, including opportunities for AECOM to provide support. As appropriate, significant changes (positive or negative) should be raised to the attention of the Growth Lead and Regional Practice Lead.
• Work across internal boundaries of AECOM to ensure AECOM’s best talent and resources are leveraged to safely deliver seamless, innovative, high-quality services.
• Mentor, support and drive growth with the members of the account team; enhance coordination, collaboration and diversification.

Qualifications

Minimum Requirements

• BA BS and 12 years of experience or demonstrated equivalency of experience and or education, including