VP, Client Account Manager – Army

Company Description

At AECOM, we’re delivering a better world. Whether improving your commute, keeping the lights on, providing access to clean water, or transforming skylines, our work helps people and communities thrive. We are the world’s trusted infrastructure consulting firm, partnering with clients to solve the world’s most complex challenges and build legacies for future generations.

There has never been a better time to be h accelerating infrastructure investment worldwide, our services are in great demand. We invite you to bring your bold ideas and big dreams and become part of a global team of over 50,000 planners, designers, engineers, scientists, digital innovators, program and construction managers and other professionals delivering projects that create a positive and tangible impact around the world.

We’re one global team driven by our common purpose to deliver a better world. Join us.

AECOM seeks an experienced Executive for our Army Account Team. This VP, Client Account Manager – Army will function as part of our growth‑focused National Government’s DOD program. The VP, Client Account Manager – Army is a high‑visibility role that provides selected candidates with an opportunity to influence AECOM’s internal strategy through client development leadership while building long‑term relationships with internal and external stakeholders.

The VP, Client Account Manager – Army will be part of AECOM’s National Governments Team and report to the Army Account Director.

Specifically, the VP, Client Account Manager – Army will drive sustainable and reproducible account growth for the DOD Army Team within National Governments. This will be readily accomplished by successfully delivering on the following requirements:

• Strategic Direction – Intelligence and Positioning
  • Strategic Plan Development & Management – Follow the money.
  • Identify external drivers influencing the marketplace.
  • Determine where to put resources and invest dollars for growth.
  • Competitor and SB analyses.
  • Coordination and collaboration with the Regional Business Line and Business Line Leaders (BLL).
• Account Plan Development
  • Develop opportunity targets based on market conditions and client strategies; negotiate goals with BLLs; keep Regional Execs informed.
  • Develop and maintain a pipeline of opportunities and develop growth targets in coordination with the BLs.
  • Flow down goals to Regional Engagement Teams.
  • Monitor and support Program/Project opportunities.
  • Continually seek to improve overall portfolio quality and optimize across regions and BLs.
• Account Performance
  • Maintain situational awareness of performance across the account on a monthly basis or more frequently as requested.
  • Ensure bookings and pipeline align with monthly projections and, if not, develop a brief situational report on why projections are not aligned.
• Pursuit Support & Salesforce Management
  • Weekly review and update of the SF pipeline; ensure capture plans for all major pursuits; assist with teaming and negotiating.
  • Ensure coordination with FBS & Marketing for maximum support; de‑conflict issues among BLs.
  • Facilitate risk‑management 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‑ relationships.
  • Develop a strategy with BLs to help under‑performing contracts.
• Client Relationships
  • Lead/manage key relationships at all major clients.
  • Optimize X‑sell opportunities; closely oversee corrective actions and personally monitor recoveries to ensure client satisfaction.
  • Develop a plan to lead client engagements in coordination with BLs.
• 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 program managers at least monthly.
• OCI Resolution
  • Talk with major program managers at least monthly.
• Communicate / Coordinate
  • Maintain an…