Arlington - Va
United States of America - Virginia, Arlington - VA
AECOM seeks an experienced Business and Sales Executive for the Department of Energy (DOE) Client Account Management (CAM) role as part of its growth-focused National Governments 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 DOE and other key corporate accounts. The CAM will report to the National Governments group.
Establishes and proactively maintains strong professional relationships and credibility with planning and business executives across DOE and other assigned 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 each 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.
Positions and maps AECOM capabilities to customer business objectives and DOE initiatives.
Leverages existing engagements to spawn new business with DOE 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 DOE client relationships across business lines (BLs), Business Units (BUs) and geographies.
Builds, monitors and orchestrates sales pipeline activities across a DOE 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 DOE account's 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 DOE 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.
Minimum 15 years of major Federal account management or business management experience.
Experience in environmental health physics, environmental remediation, radiological engineering, radioactive waste transportation and disposal, and nuclear power industry initiatives.
Experience in leading DOE and other Federal teams.
Strong track record of selling to major federal accounts.
Demonstrated ability to work in a highly collaborative environment.
Experience in professional services sales.
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. 237678BR
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.