AECOM Client Account Management (CAM) Manager in London, United Kingdom
Requisition/Vacancy No. 145937BR
Position Title Client Account Management (CAM) Manager
Job Category Business Development
Business Line Support/Cross Services
Country United Kingdom
State/Province/Region GBR - London
Why Choose AECOM? AECOM is a premier, fully integrated professional and technical services firm positioned to design, build, finance and operate infrastructure assets around the world for public- and private-sector clients. With nearly 100,000 employees — including architects, engineers, designers, planners, scientists and management and construction services professionals — serving clients in over 150 countries around the world, AECOM is ranked as the #1 engineering design firm by revenue in Engineering News-Record magazine’s annual industry rankings, and has been recognized by Fortune magazine as a World’s Most Admired Company. The firm is a leader in all of the key markets that it serves, including transportation, facilities, environmental, energy, oil and gas, water, high-rise buildings and government. AECOM provides a blend of global reach, local knowledge, innovation and technical excellence in delivering customized and creative solutions that meet the needs of clients’ projects. A Fortune 500 firm, AECOM companies, including URS Corporation and Hunt Construction Group, have annual revenue of approximately $19 billion. More information on AECOM and its services can be found at www.aecom.com.
About the Business Line
AECOM Shared Services
We support our employees globally by coordinating and managing the day-to-day operations of General Accounting, Human Resources, Administration, Marketing and Information Technology. We pride ourselves on ensuring we deliver the best customer service possible to our people while building trust and relationships with all of our constituents.
This management role is responsible for driving best practice client account management across key clients within the EMIA Client Account Management (CAM) Programme. This will also include supporting and embedding client account initiatives, processes and systems across the programme.
The role is about supporting and equipping CAM Leads and CAM teams (and all managers interacting with clients) with the behaviours and skills necessary to create impact with our clients. An important part of the role is about transferring skills and showing CAM teams how to make great client conversations happen. This includes empathy, rapport and charm.
The purpose of CAM is about creating relationships, and out of those relationships will come sales in the form of successful major bids. The CAM Manager will work closely with the CAM Programme Director and the Strategy and Growth team. CAM is strongly linked to the pipeline – we prioritise those clients with the strongest and most aligned pipelines; and the information from CAM is essential to develop our “win strategies” for the major bids that we are pursuing.
An important part of the role is to work with the EMIA CAM Programme Director to implement successfully the collaborative selling and Salesforce initiatives being developed globally.
The role is “front of house” and involves direct interaction with clients as well as creating impact with internal colleagues to change the way in which they approach their bids.
Outside the EMIA Strategy and Growth Group, this role interfaces with Geography Leaders, End Market Leaders, Marketing and Communications, and CAM personnel, as well as potentially our joint venture partners.
Candidate responsibilities will include the following:
Facilitates and coaches CAM leads, CAM team and relevant stakeholders in best practice client account management principles to drive strategic client activity with key clients.
Educates CAM leads and teams on an integrated delivery approach to clients and drives a cross selling approach.
Co-ordinates training to key CAM stakeholders on best practice CAM principles where required.
Co-ordinates the use of the systems and tools that support CAM best practice for capturing and sharing information and plans about clients in an optimal, efficient and secure way.
Develops client contacts and networks within the client’s business and meets client contacts regularly in conjunction with the CAM leads and team.
Develops a network across the AECOM business in order to learn and share the best practice client account management approach.
Works with the Executive Leadership End Market and Regional teams to undertake quarterly reviews of the CAMs, measuring success through relevant qualitative and quantitative KPIs.
Works with the Strategic Planning Lead, Work Winning Leads and EMIA CAM Programme Director and relevant stakeholders to understand and feed in to the CAM strategic planning for the EMIA business.
Works with the CAM Leads and relevant stakeholders to identify the pipeline for the relevant CAMs and works with these stakeholders to pre-position for these opportunities, targeting those opportunities that have the most impact on profit and growth.
Engages thoughtfully and respectfully with all relevant EMIA business leaders, including End Market, CAM and Geography leaders and teams; gaining their support and taking their input.
Works effectively with colleagues in the EMIA Strategy and Growth Group and Marketing and Communications teams to maximise the end to end approach to client development and work winning.
Performs and promotes the leadership behaviours enshrined in the AECOM core values- Safeguards, Inspires, Anticipates, Collaborates, Dreams and Delivers.
Finds opportunities to assist, encourage and advise junior and mid-career staff with their own career development, as well as looking for self-development in the conduct of the role.
Experience of client management programmes in other companies and/or sectors will be strongly beneficial.
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.