AECOM VP, Client Account Manager - Amtrak in WASHINGTON, District Of Columbia
United States of America - Pennsylvania, Philadelphia
AECOM is a place where you can put your innovative thinking and business skills into high gear and work alongside other highly skilled 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 seeks an experienced Business and Sales Executive for the Amtrak Client Account Management (CAM) role as part of its growth-focused Governments program. The CAM is a high-visibility role that provides selected candidates with an opportunity to influence AECOM’s internal strategy through sales and business development leadership while building long-term relationships with Amtrak and other key rail market sector clients. The CAM will report to the Governments Federal Civilian Accounts group.
Establishes and proactively maintains strong professional relationships and credibility with planning and business executives across Amtrak and other rail market sector accounts.
Acts as a business partner and "extension" of the customer's executive management team.
Builds short-term and long-term growth and engagement plans (three years or more) for each customer using Account Business Planning processes that will be developed within Salesforce.
Provides the business rationale and risk assessment for making AECOM investments in each customer account by building strong business cases that crystallize value propositions.
Employs a consultative selling approach to develop compelling business cases to differentiate and highlight the value of AECOM's solutions, and win targeted business.
Positions and maps AECOM capabilities to customer business objectives and Amtrak initiatives.
Leverages existing engagements to spawn new business with Amtrak that results in on-going profitable revenue growth for AECOM.
Works to identify AECOM executives and other company resources with whom to build and nurture Amtrak client relationships across business lines (BLs) and geographies.
Builds, monitors and orchestrates sales pipeline activities across an Amtrak portfolio to advance, invest in or divest of opportunities.
Demonstrates a high level of motivation and entrepreneurial ability in supporting pursuits and closing of deals.
Plans, manages and supervises proposal efforts in concert with the capture managers, the marketing and sales operations teams, and with resources from within the AECOM operation organization.
Keeps abreast of the Amtrak account's industry and business challenges and leverages this knowledge to focus on direct sales activities.
People and Relationship Management
Coordinates all AECOM activities for the account (e.g. sales activity, marketing programs, executive forums, alliances, partnerships, delivery of on-going engagements and client satisfaction surveys).
Actively engages the Executive Sponsor and selectively leverages other senior AECOM executives to build strategic relationships which favorably position long-term business opportunities for AECOM and are complementary to overall Amtrak account activities.
Motivates and supports sales teams in selling; counsels and supports individuals through selling challenges.
Mentors junior sales and operation staff in business development and proposal development.
Bachelor's degree in an engineering field of study.
Ten or more years of business management experience within the rail market sector.
Experience in leading teams associated with the rail market sector.
Two or more years of working knowledge of Amtrak’s infrastructure programs
Fifteen or more years of business management experience within the rail market sector.
Well-known and highly regarded within the Amtrak organization.
Demonstrated ability to work in a highly collaborative environment.
Experience in professional services sales.
In-depth knowledge of consultative selling approaches.
Outstanding communication skills.
Expert negotiation skills.
Knowledge and/or willingness to quickly learn and adapt to AECOM's entire portfolio.
CRM (Salesforce) experience is a plus.
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. 245473BR
Additional Locations US - New York, NY - 100 Park Ave, US - WASHINGTON, DC - 2000 K Street, NW
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.