Client Service Leader – U.S. Air Force

Job Description

CDM Smith is seeking a senior leader to drive measurable expansion of our U.S. Air Force (USAF) portfolio by influencing early-stage planning, penetrating new funding streams, and establishing CDM Smith as a preferred partner. This role is accountable not just for winning work, but for creating new opportunities by aligning USAF mission priorities and infrastructure needs with CDM Smith capabilities before formal acquisition begins.

The position also supports U.S. Government work in Japan delivered through USACE Japan District as an associated execution pathway for USAF projects.

As a global full-service firm, CDM Smith has been serving the USAF for over 30 years. We hold multiple global contracting vehicles with AFCEC, multiple base-level contracts, and USACE contracts (in support of the USAF client) to provide planning, engineering, full design, and construction services.

• Expand CDM Smith’s Air Force presence beyond current contracts, task orders, and delivery roles
• Establish early engagement with Air Force stakeholders to inform viable, mission-aligned solutions
• Position CDM Smith as a trusted technical advisor during planning and market research phases
• Expand existing contracts by originating new work scopes, broadening service offerings, and capturing a larger share of available funding within each vehicle
• Leverage USACE Japan District as a complementary pathway to grow U.S. Government work in Japan

Success is defined by growth into new mission areas, new installations, and new funding channels, not just increased win rate on existing pursuits.

• Account expansion and market creation
• Identify and penetrate new Air Force funding streams
• Develop and execute targeted strategies to expand CDM Smith’s footprint across Air Force installations, including CONUS and OCONUS.
• Upstream client engagement
• Engage with USAF during early planning, programming, and market research phases
• Participate in conferences, industry days, and other formal engagement channels to position CDM Smith capabilities
• Strategic campaign leadership
• Build and lead focused campaigns targeting specific mission areas, installations, or commands.
• Identify and establish CDM Smith as a preferred partner at priority bases and within key USAF organizations
• Develop and execute strategies to expand relationships from project-level to program-level engagement
• Competitive positioning and displacement
• Analyze competitor positioning and develop strategies to displace entrenched firms on key contracts
• Identify white space where CDM Smith is underrepresented and create entry strategies
• Shape delivery approaches that align with CDM strengths while remaining fully compliant with federal acquisition processes
• Capture and delivery alignment
• Lead capture efforts for strategically significant opportunities aligned with expansion priorities
• Ensure alignment between business development strategy and project execution to reinforce client confidence
• Partner with program and project managers to convert successful delivery into expanded client access and repeat work

• Bachelor's degree.
• 15 years of related experience.
• Domestic and/or international travel may be required. The frequency of travel is contingent on specific duties, responsibilities, and the essential functions of the position, which may vary depending on workload and project demands.
• Equivalent additional directly related experience will be considered in lieu of a degree.

• Demonstrated track record of expanding federal accounts beyond incumbent scope
• Experience engaging with Air Force stakeholders during early planning or pre‑acquisition phases
• Strong understanding of federal acquisition environment and compliant client engagement practices
• Direct experience with AFCEC, MAJCOMs, or installation‑level planning and programming
• Experience influencing or supporting development of requirements prior to solicitation
• Background in OCONUS programs, particularly Pacific and Middle East regions

• Strong verbal and written communication skills.
• Excellent interpersonal, time management, organization, business acumen, and listening skills.