AECOM USACE Client Account Manager in Raleigh, North Carolina
United States of America - Washington, D.C., Washington, DC
AECOM National Governments Business Line is seeking a highly motivated and experienced professional to be the USACE Client Account Manager for AECOM DCS. This position can be based out of any AECOM office within the United States or can telecommute. This is one of 3 key DoD Business development programs. The others being Air Force and Navy. The DOD Program for DCS-A generates nearly $800M in annual sales and the USACE Account is the largest at roughly $350 - $400M/annually. The USACE Account supports all of DCS-A’s Business Lines: Building + Places (AE Design); Water; Environmental, Program + Project Management (PPM), Energy/Power, and Transportation. The USACE CAM collaborates considerably with his/her peers for the Air Force and Navy Accounts.
At AECOM, we believe infrastructure creates opportunity for everyone. Whether it’s improving your commute, keeping the lights on, providing access to clean water or transforming skylines, our work helps people and communities thrive.
We take on the most complex challenges and pioneer innovative, iconic solutions that push the limits of what’s possible – the world’s longest cable-stayed bridge, record-breaking sports events, the largest greenfield port development mega project, life-sustaining and disaster recovery programs, and the tallest tower in the Western Hemisphere.
On projects spanning transportation, buildings, water, governments, energy and the environment, we deliver professional services throughout the project lifecycle.
We are proud to be recognized for excellence:
Fortune’s World’s Most Admired Companies – 2014-2020
#1 in Transportation and General Building in Engineering-News Record's 2019 “Top 500 Design Firms” and #1 2019 “Top 200 Environmental Firms”
VIQTORY 2020 Military Friendly® Gold Employer
Perfect score on the Human Rights Campaign Foundation's Corporate Equality Index for 2017-2019
Specifically, the USACE CAM will drive sustainable and reproducible Account growth for the USACE Account. This will be readily accomplished by successfully delivering on the following requirements:
Strategic Direction- Intelligence- and Positioning: Strategic Plan Development & Management- Follow the money. ID external drivers influencing the marketplace. Determine where to put resources and investment dollars for growth. Competitor and SB analyses. Coordination and collaboration with the Regional Business Lines and Business Line Leaders (BLL).
Client Relationships: Lead/ manage key relationships at all major clients: ie: USACE Districts, Engineering Commands, Research & Development Centers, etc. The USACE CAM also works closely with the AF CAM as a significant amount of AF work is funneled through the Corps. It is imperative to coordinate these cross opportunities. Closely oversee corrective actions and personally monitor recoveries to ensure client satisfaction.
Account Plan Development: Develop opportunity targets based on market conditions and client acquisition strategies; negotiate goals with BLLs; keep Regional Execs informed. Flow down goals to Regional Engagement Teams. Monitor and support Sales opportunities. Continually seek to improve overall Portfolio Quality and optimize across Regions/BLs.
Account Performance: On a monthly basis or more frequently as requested maintaining situational awareness of performance across the account. Make sure bookings and pipeline align with monthly projections and if not, develop a brief situational report on why projections are not in alignment.
Pursuit Support & SalesForce Management: Weekly review and update of the Sales Force pipeline. Make sure that there are capture plans for all major pursuits. Assist with teaming and negotiating. Ensure coordination with FBS & Marketing for max support. De-conflict issues (perceived/real) among BLs. Facilitate Risk Mgmt sign-offs/ pricing/ proposal review/ and all other unique federal requirements. Own the big proposals
Contract Fill-up: Monitor Program Manager performance monthly for achieving bookings against contract capacity. Keep a close eye on sub positions, and non-productive relationships.
Compliance: Maintain situational awareness. Serve on JV Boards for larger programs to stay abreast. Work closely with FBS to ensure FAR compliance.
Performance/ Risk Assessment: Maintain situational awareness of contract performance. Personally review all CPAR reports and rebuttals. Talk with major PgMs at least monthly.
OCI Resolution: Serve as Ombudsman in spotting/ de-conflicting OCI issues, preferably at Go/ No Go stage.
Communicate/ Coordinate: Maintain an Account level Focus Group communication strategy to provide YTD status against goals & other relevant account metrics. Communicate progress up the NG chain. Work positively across Divisional boundaries.
Lead and Motivate: Promote the AECOM/NG brand; inspire participation in professional activities & paper development. Be a prime mover in building the federal team of teams. Spread the vision, and team accolades.
Staff Reviews: Maintain HR requirements for assigned staff. Develop and negotiate goals for each.
The USACE CAM will be responsible for client relations, market analysis, strategy development, positioning, capture and management of USACE contracts worldwide. This includes developing and executing strategic and client account plans that will achieve annual targets and grow the program year over year. The USACE CAM is the advocate for AECOM’s Army programs that provide a host of professional technical services, to include but not limited to FMS, MILCON, and SRM design; Master Planning; other AE Services; Environmental Services (restoration, planning/NEPA, compliance); Energy Performance Services, Construction Management and Construction Quality Assurance. There are 43 USACE Districts and 9 Centers/Labs. It is the responsibility of the USACE CAM to prioritize the USACE portfolio to maximize the growth of AECOM’s market share.
The USACE CAM must be a strong leader, able to inspire, motivate and build teams, and communicate effectively. The USACE CAM will collaborate with AECOM members across all Business Lines and Operating geographies. Will lead and manage their programs, establishing strategies and driving growth for the USACE program. Lead and coordinate engagement with the client, identifying new opportunities and work with others (Regions & BL’s) to win task orders and new contracts. The USACE CAM monitors the performance of AECOM team members executing professional technical services and leads discussions to resolve any issues or concerns with the client. The USACE CAM will act as an ombudsman to spot and de-conflict any organizational conflict of interest issues. This position will report to the DoD Account Director for the National Government’s Business Lines in DCS Americas.
Bachelor's degree plus twelve (12) years of relevant experience and/or education, including four (4) years of leadership.
Due to the nature of the role, US citizenship is required
Bachelor's degree in architecture, engineering or other related discipline that aligns not only with AECOM’s Business Lines but with the needs of the USACE client plus 15+ years of experience working with US Federal government agencies on Architect-Engineering programs to include 6+ years in a leadership role.
Master’s or PhD degree in architecture, engineering or other related discipline that aligns not only with AECOM’s Business Lines but with the needs of the USACE client.
Travel required throughout CONUS and some OCONUS Travel driven by project and opportunity needs
Achieved the rank of COL or higher within the USACE.
Have experience dealing with FMS Cases, the whole process centered around FMS Case and the design support services required.
Missile Defense Experience
Energy Performance Services Experience
Ammo Plant familiarity
Secret / Top Secret security clearance
Sponsorship is not available for this position.
What We Offer
When you join AECOM, you become part of a company that is pioneering the future. Our teams around the world are involved in some of the most cutting-edge and innovative projects and programs of our time, addressing the big challenges of today and shaping the built environment for generations to come. We ensure a workplace that encourages growth, flexibility and creativity, as well as a company culture that champions inclusion, diversity and overall employee well-being through programs supported by company leadership. Our core values define who we are, how we act and what we aspire to, which comes down to not only delivering a better world, but working to “make amazing happen” in each neighborhood, community and city we touch. As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.
Job Category Business Development
Business Line Geography OH
Business Group Design and Consulting Services Group (DCS)
Country United States of America
Position Status Full-Time
Requisition/Vacancy No. 241306BR
Additional Locations US - Arlington, VA - 3101 Wilson Blvd, US - Atlanta, GA - 1360 Peachtree St NE, US - Boston, MA - One Federal St, US - Charlotte, NC - 6000 Fairview Road, US - Chelmsford, MA - 250 Apollo Drive, US - Denver, CO - 7595 East Technology Way, US - Las Vegas, NV - 8985 S Eastern Ave, US - Los Angeles, CA - 300 S Grand Ave, US - Nashville, TN - 151 1st Avenue, US - New York, NY - 100 Park Ave, US - Norfolk, VA - 440 Monticello Ave, US - Orlando, FL - 150 N Orange Ave, US - Raleigh, NC - 701 Corporate Center Dr
Clearance Required No
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.