Requirements
- experienced Business and Sales Executive for the Federal Intelligence Community (IC) Client Account Management (CAM) role
- 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 corporate accounts
- focus on planning, architecture and engineering projects
- report to the Managing Principal in the Washington DC Office
- working and attending client meetings in the Washington DC metro area
- drive sustainable and reproducible growth with the Intelligence Community
- responsible for client relations, market analysis, strategy development, positioning, capture and management of client contracts in the Washington DC region
- develop and execute strategic and client account plans that will achieve annual targets and grow the program year over year
- advocate for their assigned Account that provide a host of professional technical services focused on planning and vertical structures
- strong leader, able to inspire, motivate and communicate effectively
- collaborate with AECOM members across all Business Lines
- help lead and manage programs, establishing strategies and driving growth for their assigned Account
- lead and coordinate engagement with the client, identifying new opportunities and work with others to win task orders and new contracts
- monitor the performance of AECOM team members executing professional technical services and leads discussions to resolve any issues or concerns with the client
- Strategic Direction, Intelligence, and Positioning
- Strategic Plan Development & Management
- Identify external drivers influencing the marketplace
- Determine where to put resources and investment dollars for growth
- Competitor analyses
- Coordination and collaboration with the Regional and National AECOM leadership
- Account Plan Development
- Execute the strategic direction and plan for individual clients
- Develop relationships and identify opportunities with agencies
- Monitor and support Sales opportunities in other Business Lines
- Account Performance
- Establish growth targets and coordinate with Regional Market Sector Leads, Managing Principals, Program Managers and Subject Matter Experts to execute the strategy
- Year over year bookings growth with Intelligence Community clients
- Pursuit Support & SalesForce Management
- Weekly review and update of the salesforce pipeline
- Develop the strategy and along with the capture team, identify the course of action to strategic contracts
- Assist Program Managers with teaming and negotiating
- Facilitate Risk Mgmt sign-offs/ pricing/ proposal review/ and all other unique federal requirements
- Contract Fill-up
- Monitor Program Manager performance monthly for achieving bookings against contract capacity
- Lead/manage key relationships
- Closely oversee corrective actions and monitor recoveries
- Lead and Motivate
- Promote the AECOM brand; inspire participation in professional activities & white paper development
- Be a prime mover in building the federal team
- Spread the vision, and team accolades
Work Arrangement
Hybrid
Additional Information
- This role will offer flexibility for primarily remote work schedules.
