AECOM Region Business Line Leader, Transportation, Southeast Region in Atlanta, Georgia

Business Line Transportation

Position Title Region Business Line Leader, Transportation, Southeast Region

United States of America - Georgia

Atlanta

Job Summary

AECOM is seeking a Regional Business Line Leader, Transportation for the Southeast region. This position is located in Atlanta, GA but the location is flexible based on the appropriately qualified applicant. Responsible for driving the growth, strategy and sale of AECOM’s services along with the delivery of high quality margin from projects within the Transportation business line in the Southeast Region.

Works in conjunction with the Region Executive, Geography Business Line Executive, Geography Market Sector and Account Management Leaders to grow profitable business to ensure financial success of the Region by developing and implementing strategic growth plans. Provides industry leadership across all market sectors including - Mass Transit, Highways & Roads, Tunnels & Bridges, Freight Rail and Aviation - in the Transportation business line, and leads the sales planning process for the business line across the Region. Oversees development of capture strategies and direct pursuits of profitable business. May also represent the company in municipal, provincial, state, and federal group forums. Provides guidance and coaching to business development, market sector, account management and other Region sales support staff. Is a member of the Region Management Teams, focused on optimizing the overall performance of the Region. Leads and supports the AECOM HSE program to ensure our employees remain safe while performing their assignments.

Key Responsibilities:

Business Development

  • Customize the national Business Line strategy for the Region and Area with the Regional Executive and Area General Manager/Area Business Unit Leader inputs, taking into account unique local insights and variations;

  • Liaise with National Business Line Executive to apply the business line expertise & experience, and to bring national resources to local/regional projects;

  • Bring rigor and support to manage Go/No-Go decisions;

  • Develop and execute the strategic client development plan in coordination with Area Business Unit Leaders (i.e., prioritized list of key relationships and marketing plan to engage them);

  • Own, manage, and develop key clients/relationships while balancing those projects with local operational focus / Transportation priorities (i.e., regional or area priority clients);

  • Coordinate inputs and support from other functional teams (e.g., Marketing);

  • Apply rigorous business development portfolio management, tracking & optimizing business development budget to align with activities, projects, and time allocations;

  • Engage / intervene to address client satisfaction / quality issues;

  • Defines and mitigates risks and commercial terms during the pursuit process.

  • Cross Business Line / Business Unit coordination within geography;

  • Continuously interacts with clients assuring satisfaction with AECOM services and interacting with project delivery personnel to ensure any service issues are identified and addressed in a proactive manner;

  • Serves as an ambassador for AECOM.

Area Business Unit Enablement

  • Mentor Area Business Unit Leaders (ABULs) to focus on the key business development client relationships by providing BD portfolio management (i.e., BD budget allocation, ROI analysis, training ABULs on BD/sales);

  • Help prioritize / facilitate conversations with Area General Managers (AGMs) to balance ABUL work-load;

  • Actively manage & oversee strategic projects & milestones especially those that are BL priorities and could lead to additional work/upselling;

  • For our Latin America operations, establish strong supporting networks between the US & LAR operations for client development, technical support & transfer, and consistent delivery for global clients;

  • Share formal supervisory management of ABULs with AGMs.

People

  • Develop, mentor, grow and train the local business development resources and actively share in the people management responsibilities with ABULs and AGMs for these resources;

  • Load-share with ABULs to support the local Seller/Doer resources with direction, guidance, and mentorship to balance project delivery with a focus on the strategic client projects (to drive additional work & upselling);

  • Conduct monthly reviews with AGMs and ABULs;

  • Engage with Regional Executive and AGMs on a regular basis for regional business development management.

Consistently demonstrates AECOM Leadership competencies

  • Ensures Unflinching Customer Focus – demonstrates deep customer insight, ensures a client driven culture, spearheads and supports market-focused solutions.

  • Ensures industry leadership – cultivates best in class professional expertise, supports continuous professional development culture, champions differentiated, integrated client solutions, builds on global reputation as industry leader.

  • Global Strategic Thinker – demonstrates keen strategic market insight, shapes organizational strategy to achieve long-term enterprise goals, influences market dynamics to favorably position AECOM, skillfully navigates rapidly changing business climates.

  • Leverages global/geography reach – drives integrated solutions, effectively balances geography/local capabilities and resources, consistently optimizes enterprise synergies, serves as a guardian of AECOM.

  • Enterprise Business Acumen – deploys world-class business practices, exerts enterprise-level influence, and demonstrates cross-cultural business savvy.

  • Communicates Masterfully – builds broad and deep external networks, uses a full range of available communication mediums to inspire and engage others, demonstrates empathy, understanding and exceptional active listening skills, elicits feedback and encourages others to speak up.

  • Builds high performance organizations, is an architect of change, expands capability and capacity, drives flawless execution.

Key Performance Indicators

Gross Revenue Bookings, Gross Revenue Backlog, Gross Margin, Gross Revenue Wins, pipeline, book-to-burn, BD ROI, Net Promoter Score.

Reporting Line

Dual report to National Business Line Executive and Region Executive.

Direct Reports

Region Market Sector Leads, Region/Metro Account Managers, (with Geography Account Managers), Area Business Unit Leaders (teamed with Area General Managers).

Minimum Requirements

  • Bachelor's Degree

  • 15+ years related experience including 8+ years business development, operations management, Profit & Loss, and staff management

  • Extensive experience in driving growth, developing strategy, generating sales and building high performance teams

  • Proven record of developing new clients and major programs

  • Ability to discern new markets in the region

  • Due to the nature of the work, US Citizenship is required

Preferred Qualifications

  • Experience in Latin America is desirable, including supporting business development and delivery through a combination of dedicated local and shared global / cross regional resources

  • Master’s Degree in Engineering in relevant field

  • 20+ years' experience preferred

What We Offer

AECOM is a place where you can put your innovative thinking and business skills into high gear and work alongside other highly intelligent and motivated people. It's a place where you can apply your skills to some of the world's most challenging, interesting, and meaningful projects worldwide. It's a place that values the diversity of our areas of practice and our people. It's what makes AECOM a great place to work and grow.

AECOM is an equal opportunity employer and Minorities, Females, Veterans, and Disabled persons are encouraged to apply. For further information, please click here at http://www.aecom.com/content/wp-content/uploads/2016/01/EEO-is-the-Law-poster-supplement.pdf to view the EEO Is The Law poster.

NOTICE TO THIRD PARTY AGENCIES:

Please note that AECOM does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Fee Agreement, AECOM will not consider or agree to payment of any referral compensation or recruiter fee. In the event a recruiter or agency submits a resume or candidate without a previously signed agreement, AECOM explicitly reserves the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency. Any unsolicited resumes, including those submitted to hiring managers, are deemed to be the property of AECOM.

Job Category Business Development

Country United States of America

Position Status Full-Time

Requisition/Vacancy No. 157216BR