Navy Client Account Manager

AECOM•Arlington, VA

15h•Remote

About The Position

AECOM's Governments Business Line is seeking a highly motivated and experienced professional to serve as the NAVY/NAVFAC Client Account Manager (CAM) for AECOM DCS. This role involves collaboration with the overall Navy/NAVFAC CAM and the Department of War (DOW) team. The DOW Program for DCS-A generates significant annual sales and supports all of DCS' Global Business Lines. The specific focus for this NAVY/NAVFAC CAM will be to drive sustainable and reproducible account growth within the Navy/NAVFAC account, with a particular emphasis on the Navy’s Pacific and West Regions. This position offers flexibility for primarily remote work schedules and can be based from various US locations.

Requirements

Bachelor's degree in architecture, engineering, or other related discipline aligning with AECOM’s Business Lines and the NAVY/NAVFAC client's needs.
At least 12 years of experience working with US Federal government agencies on Architect-Engineering programs.
At least 4 years of leadership experience or demonstrated equivalency of experience and/or education.
Willingness to travel throughout CONUS and some OCONUS, driven by project and opportunity needs.
US citizenship is required due to the nature of the role.

Nice To Haves

Master’s or PhD degree in architecture, engineering, or other related discipline that aligns with AECOM’s Business Lines and the needs of the NAVY/NAVFAC client.
Engineer/Architect Professional Registration (PE or AIA).
Achieved the rank of Navy Civil Engineer Corps Captain or higher.
PFAS knowledge.
Brooks Act procurement experience.
Energy Performance Services Experience.
Waterfront design and construction experience.
Airfield design and construction experience.

Responsibilities

Develop and manage strategic plans, including identifying external market drivers, resource allocation for growth, competitor analysis, and collaboration with AECOM's Regional Business Lines and Business Line Leaders (BLLs).
Develop account plans with opportunity targets based on market conditions and client acquisition strategies, establish growth goals with BLLs, and flow down goals to Regional Engagement Teams.
Monitor and support sales opportunities, keep Regional Executives informed, and continually seek to improve overall portfolio quality and optimize across Regions/BLs.
Maintain situational awareness of account performance on a monthly basis or more frequently, ensuring bookings and pipeline align with projections and developing reports on any discrepancies.
Conduct weekly reviews and updates of the Salesforce pipeline, ensure capture plans for major pursuits, assist with teaming and negotiations, and coordinate with FBS & Marketing for maximum support.
De-conflict issues among Business Lines (BLs), facilitate Risk Management sign-offs, pricing, proposal reviews, and other unique federal requirements, and own major proposals.
Monitor Program Manager performance monthly for achieving bookings against contract capacity, closely oversee sub-positions, and manage non-productive relationships.
Lead and manage key relationships at major clients such as NAVY/NAVFAC Regions, Engineering Commands, and Research & Development Centers.
Coordinate with Army and Air Force CAMs for cross-agency opportunities and oversee corrective actions and recoveries to ensure client satisfaction.
Maintain situational awareness of compliance, serve on JV Boards for larger programs, and work closely with FBS to ensure FAR compliance.
Maintain situational awareness of contract performance, personally review all CPAR reports and rebuttals, and communicate with major Program Managers (PgMs) at least monthly.
Serve as Ombudsman for spotting and de-conflicting Organizational Conflict of Interest (OCI) issues, preferably at the Go/No Go stage.
Implement an Account level Focus Group communication strategy to provide year-to-date status against goals and other relevant account metrics, communicate progress up the chain, and work positively across Business Line and Regional boundaries.
Promote the AECOM brand, inspire participation in professional activities and paper development, and be a prime mover in building the DOW team of teams.
Maintain HR requirements for assigned staff and develop and negotiate goals for each.
Be responsible for client relations, market analysis, strategy development, positioning, capture, and management of NAVY/NAVFAC contracts primarily within the NAVFAC Pacific Area of Operations.
Develop and execute strategic and client account plans to achieve annual targets and grow the program year over year.
Serve as the advocate for AECOM’s Navy programs, which provide professional technical services including FMS, MILCON, and SRM design; Master Planning; AE Services; Environmental Services; Energy Performance Services; Construction Management; and Construction Quality Assurance.