Navy Client Account Manager

Navy Client Account Manager

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 will be readily accomplished by successfully delivering on the following requirements:

Strategic Plan Development & Management

• Identify external drivers influencing the marketplace.
• Determine where to allocate resources and investment dollars for growth.
• Conduct competitor and SB/SDB analyses.
• Coordinate and collaborate with AECOM's Regional Business Lines and Business Line Leaders (BLL).

Account Plan Development

• Develop opportunity targets based on market conditions and client acquisition strategies
• Establish growth goals with BLLs
• Flow down goals to Regional Engagement Teams
• Monitor and support Sales opportunities
• Keep Regional Execs informed
• Continually seek to improve overall Portfolio Quality and optimize across Regions/BLs.

Account Performance

On a monthly basis or more frequently as requested maintaining situational awareness of performance across the account. Make sure bookings and pipeline align with monthly projections and if not, develop a brief situational report on why projections are not in alignment.

Pursuit Support & Sales Force Management

Weekly review and update of the SF pipeline. Make sure there are capture plans for all major pursuits. Assist with teaming and negotiating. Ensure coordination with FBS & Marketing for max support. De-conflict issues (perceived/real) among BLs. Facilitate Risk Mgmt sign-offs/ pricing/ proposal review/ and all other unique federal requirements. Own the big proposals

Contract Fill-up

Monitor Program Manager performance monthly for achieving bookings against contract capacity. Keep a close eye on sub positions, and non-productive relationships.

Client Relationships

Lead/ manage key relationships at all major clients: ie: NAVY/NAVFAC Regions, Engineering Commands, Research & Development Centers, etc. The NAVY/NAVFAC CAM also works closely with the AF and Army CAMs as some opportunities are funneled to other agencies for execution. It is imperative to coordinate these cross opportunities. Closely oversee corrective actions and personally monitor recoveries to ensure client satisfaction.

Compliance

Maintain situational awareness. Serve on JV Boards for larger programs to stay abreast. Work closely with FBS to ensure FAR compliance.

Performance/ Risk Assessment

Maintain situational awareness of contract performance. Personally review all CPAR reports and rebuttals. Talk with major PgMs at least monthly.

OCI Resolution

Serve as Ombudsman in spotting/ de-conflicting OCI issues, preferably at Go/ No Go stage.

Communicate/ Coordinate

Maintain an Account level Focus Group communication strategy to provide YTD status against goals & other relevant account metrics. Communicate progress up the chain. Work positively across Business Line and Regional boundaries.

Lead and Motivate

Promote the AECOM brand; inspire participation in professional activities & paper development. Be a prime mover in building the DOW team of teams. Spread the vision and team accolades.

Staff Reviews

Maintain HR requirements for assigned staff. Develop and negotiate goals for each.

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…