Navy Client Account Manager

AECOM•Los Angeles, CA

21h•$200,000 - $225,000•Hybrid

About The Position

AECOM Governments Business Line is seeking a highly motivated and experienced professional to be a NAVY/NAVFAC Client Account Manager for AECOM DCS. This position will collaborate with the overall Navy/NAVFAC CAM as well as the rest of the Department of War 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. Specifically, 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 NAVY/NAVFAC 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 strategic plans, identify external drivers influencing the marketplace, determine resource allocation for growth, and 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, monitor and support sales opportunities, and keep Regional Executives informed.
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 ensure coordination with FBS & Marketing.
De-conflict issues among Business Lines, 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, keep an eye on sub-positions, and non-productive relationships.
Lead/manage key relationships at major clients such as NAVY/NAVFAC Regions, Engineering Commands, and Research & Development Centers.
Work closely with AF and Army CAMs for cross-agency opportunities and oversee corrective actions and recoveries to ensure client satisfaction.
Maintain situational awareness, 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 talk with major Program Managers at least monthly.
Serve as Ombudsman in spotting/de-conflicting OCI issues, preferably at the 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, be a prime mover in building the DOW team of teams, and spread the vision and team accolades.
Maintain HR requirements for assigned staff and develop and negotiate goals for each.