AECOM Global Strategic Account Executive (Houston, TX) in Houston, Texas

Business Line AECOM Corporate

Position Title Global Strategic Account Executive (Houston, TX)

United States of America - Texas

Houston

Job Summary

The Strategic Account Management (SAM) Program supports the management of key client relationships and accounts at the enterprise-level.

Under the SAM Program, Strategic Account Managers are assigned to large, strategically important AECOM clients. The SAM is responsible for building a broad business relationship with clients like Shell. Given the size and diversity of this account, this is accomplished by collaboratively developing and guiding a comprehensive strategy with members of the AECOM Shell account team and operational stakeholders.

The SAM provides Shell with a single point of contact and serves as a conduit to the broad range of services and people AECOM has to offer. The Shell SAM has accountability for client satisfaction, effective project delivery, and the coordination of key pursuits. Coordination across Operating Groups, in AECOM and Shell, in order to streamline business activities for mutual commercial benefits.

Principal Objectives and Responsibilities:

Client Relationship Management:

  • Fully understand AECOM and Shell safety cultures and walk the talk with demonstrated leadership and active participation

  • Build, maintain, and facilitate trusting relationships with key contacts across the depth and breadth of Shell’s organization

  • Nurture the relationship between the AECOM executive sponsor appointed to Shell, and the Shell executive sponsor appointed to AECOM. Direct interface with Exec Sponsors.

  • Understand and evaluate Shell’s long-term strategies and operational and growth plans; determine ways AECOM can support Shell’s plans and business objectives with well-developed value propositions

  • Seek opportunities to present the full range of AECOM expertise to Shell and engage multi-level contacts, vertically and horizontally

  • Coordinate relationships with external suppliers and partners to bring best value to Shell

  • Facilitate introduction of AECOM executives to top-levels of Shell’s organization

Strategic Account Management:

  • Develop and implement strategic and tactical plans for the Shell account, including keeping the client informed of new service offerings.

  • Serve as the Shell guardian within AECOM to assure quality, and responsive services across the Shell account. Escalate issues when needed for timely resolution

  • Continuously learn and remain abreast of evolving AECOM services/capabilities with an eye towards connecting our services to Shell’s needs. Cross BU integration.

  • Maintain key customer contacts and seek opportunities to broaden relationships

  • Conduct periodic and systematic account analysis to thoroughly understand Shell’s business - products or services, supply chain, critical success factors, competitors, market dynamics, macroeconomic drivers, as well as internal infrastructure, culture and decision-making dynamics.

  • Provide leadership to make sure that the AECOM team is fully engaged with respect to safety expectations and goals.

  • Ensure processes and systems are in place to manage the Shell account, proactively address obstacles to ensure Shell’s satisfaction

  • Serve as a focal point for major issue resolution, and provide rapid follow-up to address concerns

Team Development and Management:

  • Clearly define roles and responsibilities of Shell account team. It is critical to work closely with Framework Managers and other leaders with effective and transparent two-way communication

  • Manage an elite, enterprise-wide SAM team to meet Shell’s global needs by engaging and collaborating with resources across the AECOM organization

  • Support the career development of SAM team members

  • Provide input on performance reviews of SAM team members

  • Develop and implement a succession plan for the SAM function

  • Develops and grows relationship with business lines and operations leadership

Sales Process Management and Leadership:

  • Find and develop new business opportunities building a sustainable pipeline

  • Oversee and/or prepare capture plan(s), including short- and long-term goals, which increase year-over-year revenue generation, working with the AECOM team.

  • Oversee and/or prepare sales proposals and tender responses (including costing), working with operations.

  • Partner with Operations’ staff to ensure proposals or tenders are accurate and profitable

  • Participate in key pursuit decisions and activities including risk analysis and review, “go/no-go processes”, contract negotiations, staff selection, and Operating Group work allocation.

Project Delivery Management, Health and Safety, Working with Operations:

  • Ensure appropriate selection of delivery methods to meet Shell’s needs

  • Ensure appropriate selection of key personnel for client assignments

  • Health and safety is one of, if not the, top priority for Shell as well as AECOM. SAM will ensure the culture of “all incidents are preventable” and the goal of achieving zero safety incidents.

  • Monitor and collaboratively resolve project issues (escalating when necessary)

  • Advise on the recruiting of key people to serve client needs

  • Participate in project and business performance reviews

Communications Management:

  • Coordinate communications with Shell contact(s) – leverage the size and geographic locations of the account team

  • Ensure internal team provides clear and consistent communications with the appropriate Shell contacts

  • Coordinate across internal team members and provide guidance and advice on projects and managing the Shell relationship based on experience and direct Shell feedback

  • Communicate relevant information (i.e. pursuits, client contact list, etc.) about the client to key contacts across AECOM

  • Provide briefings to End Market Group leadership and the AECOM Executive Leadership Team, as requested

  • Deliver professional presentations, both internally and to Shell

KPIs

  • Working collaboratively with the Market Sector Leaders, Shell team and Operations, each year KPIs for bookings, revenue, gross market, and pipeline of future opportunities will be established to be part of the annual incentive plan.

Minimum Requirements

  • 10-15 years experience in the oil/gas industry.

  • Bachelors Degree required.

  • Global and domestic travel 30% - 50%.

  • Strong team player.

Preferred Qualifications

  • Located in Houston TX preferably or any major Oil and Gas business HQ City.

  • Account and/or Sales Experience within Oil and Gas industry.

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.

At AECOM, employee's safety and security are our top Safeguarding core value. All employees are expected to set the highest level of safety expectation in their work, display the highest level of safe behavior, and actively participate in AECOM's Safety For Life Program. SH&E is a part of our company culture and participation is required for all employees.

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 Management

Business Group Corporate

Country United States of America

Position Status Full-Time

Requisition/Vacancy No. 184404BR

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.