Navy Client Account Manager

AECOM•Arlington, VA

1d•$200,000 - $225,000•Hybrid

About The Position

AECOM is seeking a highly motivated and experienced professional to be a NAVY/NAVFAC Client Account Manager (CAM) for AECOM DCS. This position will collaborate with the overall Navy/NAVFAC CAM and the rest of the Department of War (DOW) team. The DOW Program for DCS-A generates nearly $800M in annual sales and supports all of DCS' Global Business Lines: B+P (AE Design); Water; Environmental, PGM, Energy/Power, Advisory, and Transportation. The NAVY/NAVFAC CAM will drive sustainable and reproducible Account growth for the NAVY/NAVFAC Account with specific emphasis on the Navy’s Pacific and West Regions. This position will offer flexibility for primarily remote work schedules and can be based from a variety of US locations. The CAM will be responsible for client relations, market analysis, strategy development, positioning, capture and management of NAVY/NAVFAC contracts primarily within the NAFAC Pacific Area of Operations (NAVFAC Pacific, NAVFAC Hawaii, NAVFAC Far East, NAVFAC Marianas, NAVFAC Southwest, NAVFAC Northwest, NAVFAC EXWC and other Systems Commands and, on occasion, support the Navy/NAVFAC Director with client visits and interface with NAVFAC HQ. This includes developing and executing strategic and client account plans that will achieve annual targets and grow the program year over year. The NAVY/NAVFAC CAM is the advocate for AECOM’s Navy 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.

Requirements

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 NAVY/NAVFAC client.
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.
Travel required throughout CONUS and some OCONUS travel driven by project and opportunity needs.
US citizenship is required.

Nice To Haves

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 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, identifying external drivers influencing the marketplace and determining resource allocation for growth.
Conduct competitor and SB/SDB analyses.
Coordinate and collaborate with AECOM's Regional Business Lines and Business Line Leaders (BLLs).
Develop account plans, including opportunity targets based on market conditions and client acquisition strategies, and establish growth goals with BLLs.
Flow down goals to Regional Engagement Teams and monitor/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.
Review and update the SF pipeline weekly, ensuring capture plans for major pursuits.
Assist with teaming and negotiating, and ensure coordination with FBS & Marketing for maximum support.
De-conflict issues among BLs and facilitate Risk Mgmt sign-offs, pricing, proposal review, and other unique federal requirements.
Own major proposals.
Monitor Program Manager performance monthly for achieving bookings against contract capacity, keeping a close eye on sub-positions and non-productive relationships.
Lead/manage key relationships at major clients like NAVY/NAVFAC Regions, Engineering Commands, and Research & Development Centers.
Coordinate cross-opportunities with AF and Army CAMs.
Closely oversee corrective actions and monitor recoveries to ensure client satisfaction.
Maintain situational awareness and serve on JV Boards for larger programs.
Work closely with FBS to ensure FAR compliance.
Maintain situational awareness of contract performance, personally review all CPAR reports and rebuttals, and talk with major PgMs at least monthly.
Serve as Ombudsman in spotting/de-conflicting OCI issues, preferably at Go/No Go stage.
Maintain an Account level Focus Group communication strategy to provide YTD 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 & paper development, and be a prime mover in building the DOW team of teams.
Spread the vision and team accolades.
Maintain HR requirements for assigned staff and develop and negotiate goals for each.