Army Client Account Director at AECOM — Arlington, VA

• Strategic Plan Development & Management- Follow the money.
• ID external drivers influencing the marketplace.
• Determine where to put resources and invest 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/maintain a pipeline of opportunities and develop growth targets in coordination with the BLs
• Flow down goals to Regional Engagement Teams.
• Monitor and support Program/Project 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 aligned.

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 Mgmt 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 under performing 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

• Talk with major PgMs at least monthly.

Communicate / Coordinate

• Maintain an Account level Focus Group communication strategy to provide YTD status against goals & other relevant account metrics.
• Communicate progress up the NG chain.
• Work positively across Divisional boundaries.
• Lead business line reviews of the Army account to maintain the pipeline.

Lead and Motivate

• Promote the AECOM/NG brand; inspire participation in professional activities & paper development.
• Be a prime mover in building the federal team of teams.
• Spread the vision and team accolades.

Staff Reviews

• Spread the vision and team accolades.

Minimum Requirements:

• Bachelor's degree in architecture, engineering or other related disciplines that aligns with AECOM’s Business Lines.
• 15+ years of experience working with US Federal government agencies on Architect-Engineering programs to include 6+ years in a leadership role
• Travel required throughout CONUS and some OCONUS Travel driven by project and opportunity needs
• Due to the nature of the role, US citizenship is required

Knowledge and Skills:

• In-depth knowledge of consultative selling approaches.
• Outstanding communication skills.
• Expert negotiation skills.
• Expertise in project management for complex, multi-country, multi-business unit deals.
• Knowledge and/or willingness to quickly learn and adapt to AECOM's entire portfolio.
• CRM (Salesforce) experience is a plus.

About AECOM

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