Sales Senior Director - Business Development (Environment)

Company Description

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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.

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Job Description

AECOM is seeking a Sales Senior Director - Business Development (Environment) to support our Environment business line. The Sales Director (SD), as part of an integrated Regional Business Line Leadership Team, will lead Environment Business Line (EBL) sales strategy and growth performance for the East Region, in concert with the East Region and EBL growth strategies. The Sales Director will work closely with Regional Practice Leaders (RPLs) and Regional Business Line Leader (RBLL) to achieve growth targets.

The ideal candidate must be a dynamic market leader in the environmental consulting industry, be results-oriented, value the scale and depth of a large integrated company, and be able to work collaboratively within a professional services culture.

This is a highly visible position to the external marketplace and internal AECOM stakeholders. The selected individual will lead all aspects of sales for East EBL, in conjunction with the EBL strategies and East Region strategies and operations/financial KPls.

The job responsibilities for the position include, but are not limited to:

• Directs, develops, and implements sales strategy and marketing plans in assigned area of responsibility to grow company revenue, with focus on net service revenue bookings, gross margin bookings, and profitability of the EBL to meet plan. Responsible for managing a sales budget and targeted return on investments.
• Leverage existing professional network of client relationships to provide new business opportunities. Ensure key accounts are managed for growth under the client account management (CAM) program. The SD will play a key leadership role in management of the CAM program.
• Confer with RBLL, RPLs, Global Business Line, East Region Growth Leader and other key leadership to determine sales strategies, objectives, tactical actions to achieve East EBL sales targets. Lead, coach, and mentor Capture Managers, CAMs and other sales resources to facilitate growth and supporting their professional development.
• Work closely with account and operational leadership on pricing and other mechanisms to maximize margin opportunities on pursuits and across the key client account portfolio.  Define current and new target markets/strategies and analyze current market share of the organization and its competitors.
• Identify and develop (with RBL and EBL leadership) technology solutions, innovations and innovative services to grow the business and support strategic Initiatives and campaigns. Direct, develop, motivate, and evaluate sales staff performance.
• Oversee and approve sales budget planning and forecasting, and prepare other reports for management as requested. Collaborate with RPLs to promote cross-selling of services, achieve successful capture of large-scale pursuits, and grow client accounts.
• Collaborate with other Business Lines to promote cross selling and insourcing of services. Serves as the leader of AECOM’s business development activities in a defined major metropolitan or geographic area, in coordination with the region executive, region business line leader, market sector leads, and district general manager(s). 
• Establishing AECOM as the leading provider of professional technical services across all AECOM business lines in the area. Executes the overall strategy for growth in a major metropolitan or geographic area. 

Qualifications

MINIMUM QUALIFICATIONS:

• BA/BS + EXTENSIVE or demonstrated equivalency of experience and/or education, including 6 years of leadership
• Valid US Driver’s License and must be able to pass AECOM’s Motor Vehicle Records review.

PREFERRED QUALIFICATIONS

• Bachelor’s Degree in Engineering, Environmental Science, Planning, or related discipline.
• 12+ years of proven experience as a professional consulting sales leader