Navy Client Account Manager

AECOM•Arlington, VA

18h•Remote

About The Position

AECOM's Governments Business Line 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 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. The NAVY/NAVFAC CAM will drive sustainable and reproducible account growth for the NAVY/NAVFAC Account, with a specific emphasis on the Navy’s Pacific and West Regions. This role offers flexibility for primarily remote work schedules and can be based from a variety of US locations. The CAM is responsible for client relations, market analysis, strategy development, positioning, capture, and management of NAVY/NAVFAC contracts primarily within the NAVFAC Pacific Area of Operations. This includes developing and executing strategic and client account plans to achieve annual targets and grow the program year over year. The CAM is the advocate for AECOM’s Navy programs, providing professional technical services such as FMS, MILCON, and SRM design; Master Planning; AE Services; Environmental Services; Energy Performance Services; Construction Management; and Construction Quality Assurance.

Requirements

Bachelor's degree in architecture, engineering, or other related discipline aligning with AECOM’s Business Lines and the NAVY/NAVFAC client 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.
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.
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 account plans to drive sustainable and reproducible account growth for the NAVY/NAVFAC Account, with emphasis on the Navy’s Pacific and West Regions.
Identify external drivers influencing the marketplace and determine 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 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 and keep Regional Executives informed.
Maintain situational awareness of account performance, ensuring bookings and pipeline align with projections.
Develop brief situational reports on any deviations from projections.
Review and update the Salesforce pipeline weekly, ensuring capture plans for major pursuits.
Assist with teaming and negotiations, and ensure coordination with FBS & Marketing for maximum support.
De-conflict issues among Business Lines and facilitate Risk Management sign-offs, pricing, proposal reviews, and other unique federal requirements.
Own major proposals and monitor Program Manager performance for contract fill-up against contract capacity.
Oversee sub-positions and non-productive relationships.
Lead and manage key relationships at major clients like NAVY/NAVFAC Regions, Engineering Commands, and Research & Development Centers.
Coordinate with other CAMs for cross-agency opportunities.
Oversee corrective actions and monitor recoveries to ensure client satisfaction.
Maintain situational awareness of contract performance, review CPAR reports and rebuttals, and communicate with major Program Managers monthly.
Serve as Ombudsman for spotting and de-conflicting OCI issues.
Implement 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, and be a prime mover in building the DOW team.
Maintain HR requirements for assigned staff and develop/negotiate goals for each.