VP Strategy and Growth, East Water

AECOM•Atlanta, MA

24d

About The Position

AECOM Water is currently seeking to identify a highly qualified individual to lead the growth and strategy for the US East Region Water Business. The VP Strategy and Growth, East Water will be working closely and in concert with Water Global Business Line Chief Executive Water Global Director of Strategy and Growth Regional Chief Executive, East & LATAM US East Regional Business Line Leader, Water North America Strategy and Growth Team to plan, track, and implement the short/medium/long term strategy, client development, pipeline of opportunities and capture management to create sustained growth in terms of executed NSR, Wins, Bookings, and future pipeline for AECOM Water. This candidate will be Interfacing with the East Regional Business Line Leader Water and Corporate Growth team to; create and implement long-term and annual strategies for growth, grow and mature the Americas Client Account Manager (CAM) program (including mentoring and coaching CAMs and interfacing with specific, significant water clients, and developing, growing, and maturing the US East Region Water pipeline, including active participation in the positioning for and capturing major Water pursuits. This includes facilitating and managing cross Business Line collaboration where appropriate. The role will support sales, capture, and internal/external marketing through provision of market, client, and competitor intelligence gathered through strong relationships around the wider AECOM organization, and external relationships with our existing and potential clients and our competitors. This role requires the person to be a key connector, working with regional and Market Sector teams to build a cohesive strategy, with strong client and major pursuit focus. This person shall influence and collaborate with the regional water teams to achieve key KPIs in growth and execution: Growth-Net Service Revenue bookings, Execution-Net service revenue, Profit-Cash, EBIDTA, and Client Satisfaction. This role can be located in any part of our East Region.

Requirements

BA/BS plus 12+ years of relevant experience plus 4+ years experience at the Director / Vice President Level, including being able to demonstrate successfully collaborating within teams and operating at a leadership level.
Experience must demonstrate sales production metrics, demonstrated skills in business development strategy, team leadership, client discovery and development of compelling value propositions that meet client’s needs.
Well-connected in the Water industry with a proven track record of sales production, specifically the winning of major pursuits.
High energy, outgoing and self-motivated with a track record of winning major pursuits, capturing new business, and driving integrated multidiscipline teams through a consultative sales process with Major clients.
Proven track record of growing a significant business portfolio
Proven track record of experience in the global and/or Americas Water industry.

Nice To Haves

Demonstrated experience in managing complex projects and meeting delivery requirements.
Leadership skills including technical leadership, human relations, team building, innovation, and motivation skills.
Experience in successfully leading project teams
The ability to be an attentive and active listener who commands attention and can manage group process during presentations.
The ability to communicate at all levels.
Knowledge of the market for consulting and integrated delivery services

Responsibilities

Complies with the AECOM Safety, Health & Environment (SH&E) policy by adopting work practices that support SH&E programs; taking reasonable care for own health and safety and that of others; seeking guidance for all new or modified work procedures; ensuring that any hazardous conditions, near misses and injuries are reported immediately; and participating in meetings, training and other SH&E activities as required.
Actively participates in the development, implementation and tracking of the water business line growth strategy and tactical plan, working cohesively with the Regional Business Line Leader.
Be accountable for gathering and analysis of intelligence relating to Water in the market and providing guidance on impacts to the strategy, sales, and operations of the business line
Be accountable for gathering, analyzing and distilling information relating to AECOM’s competitors in the Water market including performance weakness, talent and offering gaps
Be accountable for research regarding trends and potential opportunities with respect to regulatory and policy initiatives, and funding for major projects and programs
Lead the development and growth of the US East Region Water opportunity pipeline, working with all sectors and regions to constantly grow, build and mature the pipeline.
Lead the capture of major pursuits, giving the AECOM team the best possible chance of winning larger, enduring and impactful programs.
Guide, mentor, and coach other capture managers to win similar opportunities.
Bring discipline and rigor to the Go/No Go process and capture management positioning phase, including use of WINNING EDGE and the GREEN Light pursuit tools.
Work with the Water Global Business Line Chief Executive, US East Regional Business Line Leader Water and Client Account Managers (CAMs) to define growth targets, develop and strengthen client relationships, and prioritize pursuits.
Be accountable for the relationship with the CAM community to ensure: intelligence related to key clients is understood to advise on impacts to strategy, sales, and operations CAMs are well-informed on Water capability and able to either sell directly or initiated sales opportunities for Water experts as applicable.
Win and coach others in winning major pursuits as the consultative sales process leader, contributing strategy, business development best practices and sales leadership to drive an integrated growth strategy.
Be accountable for the Water alignment to and requirements from the AECOM corporate calendar, ensuring internal messaging is aligned to the overall AECOM and AECOM Global Water strategies.
Work in collaboration with Marketing to develop and execute strategic marketing campaigns that position AECOM around key opportunities, ensuring alignment with strategy.
Develop, monitor, and report on Growth KPI’s.
Develop and monitor budget
Member of the US East Business Line Leadership Team
Manage relationships with key stakeholders across all levels of the AECOM organization
Be a role model and drive collaboration to support the integrated growth strategy
Be responsible to understand firmwide capabilities and bring regional expertise to strategy, clients, and pursuits.
Develop influence within the US Water market and be seen as a leader within that market, through influence, coaching, while exhibiting a service-oriented leadership approach.
Exhibit, and model pro-active, positive, and collaborative leadership qualities.
Any other duties AECOM may reasonably require you to perform.

Benefits

AECOM benefits may include medical, dental, vision, life, AD&D, disability benefits, paid time off, leaves of absences, voluntary benefits, perks, flexible work options , well-being resources, employee assistance program, business travel insurance, service recognition awards, retirement savings plan, and employee stock purchase plan.

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