2020-09-11
AECOM (www.aecom.com)
Other
/yr
full-time
employee
Los Angeles
California
United States
United States of America - Massachusetts, Boston
Job Summary
The Sales Director (SD), as part of an integrated strategy and sales team for the Environment Business Line (EBL), will lead sales strategy and growth performance for their assigned Practice Line, in concert with the EBL growth strategies. The Sales Director will work closely with Practice Line leadership and EBL growth leadership to achieve growth targets.
The ideal candidate must be a dynamic market leader in the environmental consulting industry, specifically environmental health and safety services, be results-oriented, value the scale and depth of a larger 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. Position can be based from any location in the US or Canada.
Primary Role : Leads all aspects of sales for assigned Practice in conjunction with the Business Line’s strategies and financial KPIs.
Reporting Line : Reports to the Chief Strategy and Growth Officer (CSGO) of the EBL and Practice Managing Director (PMD), including key interactions with the Environment Business Line Executive (BLE) and other Senior Executives.
Key Practice Sales Staff Support : Capture Managers, Client Account Managers, Technical Practice Directors, and Major Pursuit Leaders.
KPIs : Primary KPIs including meeting established key financial and growth metrics for both the assigned Practice and EBL.
Main Responsibilities
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 Practice Line to meet plan. Responsible for managing a sales budget and targeted return on investments.
Capitalize on own expertise and existing professional network to maintain and establish new key account relationships and ensure they 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.
Leverages existing professional network of client relationships to provide new business opportunities to the Practice.
Confers with the PMD, CSGO, and other key leadership to determine sales objectives and develop tactical actions to achieve Practice and EBL sales targets.
Leads, coaches, and mentors Capture Managers, CAMs and other sales resources to facilitate growth and supporting their professional development.
Works closely with account and operational leadership on pricing and other mechanisms to maximize margin opportunities on pursuits and across the key client account portfolio. Defines current and new target markets/strategies and analyzes current market share of the organization and its competitors.
Reviews business and market analyses to determine client needs, volume potential, pricing schedules and discount rates, and develops sales campaigns. Comprehensive understanding of Practice’s commercial risk and pricing of services, in accordance with AECOM governance and in consultation with the BLE, Director of Operations, DCSA Office of Growth, and Legal.
Identifies and develops (with practice line leadership) technology solutions, innovations and innovative services to grow the practice and support strategic initiatives and campaigns.
Develops, coordinates, and executes sales objectives, strategies, advertising and promotional programs to gain market share in collaboration with marketing resources.
Directs, develops, motivates, and evaluates sales staff performance.
Oversees and approves sales budget planning and forecasting, and prepares other reports for management as requested, working with sales and strategy analyst resources.
Collaboration with co-SDs and PMDs to promote cross-selling of services, achieve successful capture of large-scale pursuits, and grow client accounts.
Collaboration with other Business Lines to promote cross selling and insourcing of services.
Minimum Requirements
Collaborative and effective sales leader with a minimum 12 years of related experience as a professional consulting sales leader in the A/E/C industry, successfully generating new business within either Impact Assessment & Planning, Remediation, or EHS/Air practices that generate over $100M in net service revenue annually, including 4 years of leadership.
Bachelor’s Degree in Engineering, Environmental Science, Planning, or related discipline.
Demonstrated experience in sales and marketing, and financial/resource management.
Excellent leadership and interpersonal communication skills with the ability to effectively interact with clients across the following end markets: commercial/industrial, power, oil and gas, federal, and state/local markets.
Must have working knowledge of any applicable technical discipline(s).
Experience discerning new markets and develop business in those areas with developing the appropriate business case(s).
Experience in working collaboratively in a matrix organization.
Preferred Qualifications
Extensive background experience in environmental, health and safety services.
Strong organizational skills and results orientation with successfully achieving/exceeding sales and other financial KPIs in similarly sized organizations.
Consultative, service-oriented mindset and collaborative problem-solving skills.
Entrepreneurial spirit with drive to take on a leadership role and the accountability and responsibility that comes with it.
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 Engineering - Environmental
Business Line Environment
Business Group Design and Consulting Services Group (DCS)
Country United States of America
Position Status Full-Time
Requisition/Vacancy No. 238746BR
Additional Locations CA - Burnaby, BC - 3292 Production Way, CA - Calgary, AB - 48 Quarry Park Blvd, US - Atlanta, GA - 1 Philips Drive, US - Houston, TX - 19219 Katy Freeway, US - Los Angeles, CA - 300 S Grand Ave, US - Philadelphia, PA - 8 Penn Center, US - Washington, DC - 1331 Pennsylvania Ave NW
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.
