Air Force Client Account Manager - Military veterans preferred

2019-11-06
AECOM (www.aecom.com)
Other

/yr

  full-time   employee


Chicago
Illinois
United States

United States of America - Texas, San Antonio

Job Summary

AECOM National Governments Business Line is seeking a highly motivated and experienced professional to be the Air Force Client Account Manager (AF CAM) for AECOM Design & Consulting Services, Americas (DCS-A). This is one of 3 key DoD business development programs. The others being Army and Navy. The DoD Program for DCS-A supports all of DCS-A’s business lines: B+P (A/E Design), Water, Environmental, PMCM, Energy/Power, and Transportation. The AF CAM collaborates considerably with his/her peers for the Army and Navy Accounts. This person can be based out of any major US city with access to a major airport.

Specifically, the AF CAM will drive sustainable and reproducible account growth for the Air Force. This will be readily accomplished by successfully delivering on the following requirements:

Strategic Direction, Intelligence, and Positioning

  • Strategic Plan Development & Management

  • 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

  • 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, maintain 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 SalesForce 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

Client Relationships

  • Lead/manage key relationships at all major clients: ie FECs, Districts, AFCEC, etc.

  • Optimize X-sell opportunities

  • Closely oversee corrective actions and personally monitor recoveries to ensure client satisfaction

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 Program Managers at least monthly

OCI Resolution

  • Serve as Ombudsman in spotting/de-conflicting OCI issues, preferably at Go/ No Go stage

Communicate / Coordinate

  • Maintain an Account level Focus Group communication strategy to provide YTD status against goals & other relevant account metrics

  • Communicate progress up the National Governments chain

  • Work positively across divisional boundaries

Lead and Motivate

  • Promote the AECOM National Governments 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

  • Maintain HR requirements for assigned staff. Develop and negotiate goals for each.

The Air Force CAM will be responsible for client relations, market analysis, strategy development, positioning, capture and management of Air Force contracts worldwide. This includes developing and executing strategic and client account plans that will achieve annual targets and grow the program year over year. The Air Force CAM is the advocate for AECOM’s Air Force programs that provide a host of professional technical services, to include but not limited to FMS, MILCON, and SRM design; Master Planning; other AE Services; Environmental Services (restoration, planning/NEPA, compliance); Energy Performance Services, Construction Management and Construction Quality Assurance. The Air Force Civil Engineer Center (AFCEC) is the main client for the Air Force CAM; however, other client targets are AFSAC, Key Air Force Bases, and USACE Districts focused on serving the AF Customer: CENWO, CESWT, and CESAM.

The Air Force CAM must be a strong leader, able to inspire, motivate and build teams, and communicate effectively. They will collaborate with AECOM members across all Business Lines and Operating geographies. They will lead and manage their programs, establishing strategies and driving growth for the Air Force program. They lead and coordinate engagement with the client, identifying new opportunities and work with others to win task orders and new contracts.The Air Force CAM monitors the performance of AECOM team members executing professional technical services and leads discussions to resolve any issues or concerns with the client.The Air Force CAM will act as an ombudsman to spot and de-conflict any organizational conflict of interest issues.This position will report to the DoD Account lead for the National Government’s Business Lines in DCS Americas.

Minimum Requirements

  • Bachelor’s degree plus twelve (12) years of related experience working with US Federal Government agencies, including 4 years of Account Management experience.

  • Ability to travel throughout CONUS, and some OCONUS travel driven by project and opportunity needs

  • Due to the nature of the role, US citizenship is required

Preferred Qualifications

  • Master’s or PhD degree in architecture, engineering or other related discipline that aligns not only with AECOM’s Business Lines but with the needs of the Air Force client

  • Achieved the rank of COL or higher within the AF

  • Experience dealing with FMS cases, the whole process centered around FMS case and the design support services required

  • Missile Defense Experience

  • PFAS knowledge

  • Energy Performance Services Experience

  • Space Force familiarity

  • Working history and relationships at Tyndall AFB, AF Academy

What We Offer

When you join AECOM, you become part of a company that is

pioneering the future . Our teams around the world are involved in some of the most cutting-edge and innovative projects and programs of our time, addressing the big challenges of today and shaping the built environment for generations to come. We ensure a workplace that encourages growth, flexibility and creativity, as well as a company culture that champions

inclusion, diversity and overall

employee well-being through programs supported by company leadership. Our

core values define who we are, how we act and what we aspire to, which comes down to not only

delivering a better world , but working to “make amazing happen” in each neighborhood, community and city we touch. As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.

Job Category Business Development

Business Line Geography OH

Business Group Design and Consulting Services Group (DCS)

Country United States of America

Position Status Full-Time

Requisition/Vacancy No. 223985BR

Additional Locations US - Chicago, IL - 1 S Wacker Dr, US - Denver, CO - 717 17th St, US - Los Angeles, CA - 300 S Grand Ave, US - Miami, FL - 1001 NW 111th Ave, US - New York, NY - 100 Park Ave, US - Phoenix, AZ - 3400 E Sky Harbor Blvd, US - San Francisco, CA - 300 California Street

Clearance Required No

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.