AECOM Director, Client Account Management in Los Angeles, California
Requisition/Vacancy No. 149727BR
Position Title Director, Client Account Management
Job Category Business Development
Business Line AECOM Corporate
Country United States of America
State/Province/Region USA - California
City Los Angeles
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
Our teams provide the strategic guidance that shapes the vision and direction for AECOM. We enable the success of our employees and our operations by ensuring they have the tools, information, resources and support they need to do their jobs.
AECOM seeks an experienced sales manager for our Director, Client Account Management (CAM) as part of its growth-focused Client Account Management program. This person can be based in Los Angeles, New York or Austin. The Director, CAM works closely with global leaders to implement strategies for organic growth and provide leadership to an Enterprise-wide team of Client Account Managers. This is an exciting opportunity for the successful candidate to drive and influence organic growth across existing clients through leadership of a team of Client Account Managers. The Director, CAM will report to the Global Collaborative Selling Leader.
Partner with the Global Client Account Management leadership team to develop and execute a sales strategy for the CAM program.
Act as a strategic partner to the geography or business unit executive management team in strategies to identify and win business within a defined group of existing clients.
Manage a team of Client Account Managers to include identification and selection of talent, performance management and development, and ongoing coaching.
Work with CAMs and collaborates with business leaders to build short-term and long-term growth and engagement plans (three years or more) for customers across all business lines using defined processes.
Monitor trends in key performance indicators including CAM performance, client care scores, pipeline activities, and client account opportunities/wins/losses to develop growth strategies and action plans. Establish bookings goals for CAMs.
Provide the business rationale and risk assessment for making AECOM investments in each customer account by building strong business cases that crystallize value propositions.
Support the development of proposals in concert with the CAM, marketing and sales operations teams, and with resources from within the AECOM operation organization. Participate in preparation for client meetings and coach CAMs/pitch teams in delivery of proposals.
Identify AECOM executives and other company resources with whom to build and nurture client relationships across business lines (BLs), Business Units (BUs) and geographies.
Knowledge and Skills:
In-depth knowledge of consultative selling approaches.
Outstanding communication and leadership skills.
Knowledge and/or willingness to quickly learn and adapt to AECOM's entire portfolio.
Salesforce CRM experience is a plus.
Education and Experience:
Bachelor’s Degree required.
Minimum 15 years of experience to include sales, business development, account management, and/or sales/business development management.
Strong track record of leading a team of business development or sales professionals, with experience in professional service sales.
Demonstrated ability to work in a highly collaborative environment.
- Experience in professional services sales required, related industry 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.