Aviation Client Account Manager

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 over 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

AECOM seeks an experienced Business and Sales Executive for key Client Account Management (CAM) role as part of its growth-focused program. 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 airport market sector clients.  The CAMs will report to the Regional Market Sector Leader. 

Job Responsibilities

Account Management

• Establishes and proactively maintains strong professional relationships and credibility with airport accounts.
• Acts as a business partner and "extension" of the customer's executive management team.
• Builds short-term and long-term growth and engagement plans (three years or more) for the customer using Account Business Planning processes that will be developed within Salesforce.
• Provides the business rationale and risk assessment for making AECOM investments in each customer account by building strong business cases that crystallize value propositions.
• Employs a consultative selling approach to develop compelling business cases to differentiate and highlight the value of AECOM's solutions and win targeted business.

Business Development

• Positions and maps AECOM capabilities to customer business objectives and key initiatives.
• Leverages existing relationships and engagements to spawn new business with key airlines that results in on-going profitable revenue growth for AECOM.
• Works to identify AECOM executives and other company resources with whom to build and nurture client relationships across business lines and geographies.
• Builds, monitors, and orchestrates sales pipeline activities across a key airline portfolio to advance, invest in or divest of opportunities. 
• Demonstrates a high level of motivation and entrepreneurial ability in supporting pursuits and closing of deals.
• Plans, manages and supervises proposal efforts in concert with the capture managers, the marketing and sales operations teams, and with resources from within the AECOM operation organization.
• Keeps abreast of the industry and business challenges and leverages this knowledge to focus on direct sales activities.

People and Relationship Management

• Coordinates all AECOM activities for the account (e.g. sales activity, marketing programs, executive forums, alliances, partnerships, delivery of on-going engagements and client satisfaction surveys).
• Actively engages the Executive Sponsor and selectively leverages other senior AECOM executives to build strategic relationships which favorably position long-term business opportunities for AECOM and are complementary to overall account activities.
• Motivates and supports sales teams in selling; counsels and supports individuals through selling challenges.
• Mentors’ junior sales and operation staff in business development and proposal development.

Project Management

• Performing a wide array of aviation-related civil design, planning, construction support, and client management services for Airports
• Plan, direct, and monitor small and large multi-discipline projects involving design of airport engineering projects including runways, taxiways, aprons, vehicle service roads, airfield lighting and signage installation, navigational aids, drainage improvements, utility relocation and protection, and pavement rehabilitation.
• Mentor and develop staff, provide leadership and an environment which encourages teamwork, initiative and growth.
• Guide project teams on complex technical issues. 
• Supervision, coordination, and production of several projects concurrently. 
• Builds and maintains positive c