AECOM DHS/FEMA Executive in Chicago, Illinois
United States of America - Georgia, Atlanta
AECOM seeks an experienced Business and Sales Executive for the Client Account Management (CAM) role as part of its growth-focused National Governments program. The CAM is a high-visibility role that provides selected candidates with an opportunity to influence AECOM’s internal strategy through sales, business development and operational leadership while building long-term relationships with key corporate accounts. The CAM will report to the National Governments group.
This position can be based anywhere in the United States.
Duties and Responsibilities:
Establishes and proactively maintains strong professional relationships and credibility with planning and business executives across a set of assigned DHS/FEMA accounts.
Develops a strategic business partnership and "extension" of the customer's executive management team.
Builds short-term and long-term growth and engagement plans (three years or more) for each customer using Account Business Planning processes.
Provides the business rationale and risk assessment for making AECOM investments in each customer account by building strong business cases that crystallize value propositions.
Employs a consultative selling approach to develop compelling business cases to differentiate and highlight the value of AECOM's solutions, and win targeted business.
Business Development and Execution
Positions and maps AECOM capabilities to our DHS/FEMA customer business objectives and initiatives.
Leverages existing engagements to spawn new business that results in on-going profitable and sustainable revenue growth for AECOM.
Works to identify AECOM executives and other company resources with whom to build and nurture client relationships across business lines (BLs), Business Units (BUs) and geographies.
Builds, monitors and orchestrates sales pipeline activities across a portfolio of named accounts to advance, invest in or divest of opportunities.
Demonstrates a high level of motivation and entrepreneurial ability in supporting the pursuit and closing of deals, and customer satisfaction throughout execution.
Plans, manages and supervises proposal efforts in concert with the capture managers, the marketing and sales operations teams, and with resources from within the AECOM operation organization.
Keeps abreast of the account's industry and business challenges, and leverages this knowledge to focus on repeat client business.
People and Relationship Management
Coordinates all AECOM activities for the account (e.g. sales activity, marketing programs, executive forums, alliances, partnerships, delivery of on-going engagements and client satisfaction surveys).
Actively engages the Executive Sponsor and selectively leverages other senior AECOM executives to build strategic relationships which favorably position long-term business opportunities for AECOM and are complementary to overall account activities.
Motivates and supports teams in selling and continues to counsel and support individuals through mobilization and execution challenges.
Mentors sales and operation staff in business development, proposal development and throughout project execution.
Bachelor’s Degree required.
Minimum 15 years of major federal account management and/or emergency management experience, including 6 years of leadership.
Experience executing disaster preparedness and Public Assistance contracts with FEMA.
Strong track record of selling to major federal accounts.
Demonstrated ability to work in a highly collaborative environment in professional services.
Experience leading multi-discipline delivery teams for FEMA and other clients.
In-depth knowledge of consultative selling approaches.
Outstanding communication skills.Expert negotiation skills.
Expertise in program/project management for complex multi-business unit deals.
Knowledge and/or willingness to quickly learn and adapt to AECOM's entire portfolio.
Master’s Degree preferred.
CRM experience is a plus.
DHS experience and relationships is a plus.
What We Offer
When you join AECOM, you become part of a company that is pioneering the future . Our teams around the world are involved in some of the most cutting-edge and innovative projects and programs of our time, addressing the big challenges of today and shaping the built environment for generations to come. We ensure a workplace that encourages growth, flexibility and creativity, as well as a company culture that champions inclusion, diversity and overall employee well-being through programs supported by company leadership. Our core values define who we are, how we act and what we aspire to, which comes down to not only delivering a better world , but working to “make amazing happen” in each neighborhood, community and city we touch. As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.
Job Category Program and Project Management
Business Line Geography OH
Business Group Design and Consulting Services Group (DCS)
Country United States of America
Position Status Full-Time
Requisition/Vacancy No. 236599BR
Additional Locations US - Chicago, IL - 303 E Wacker Drive, US - Greenwood Village, CO - 6200 South Quebec Street, US - Houston, TX - 2020 S. Braeswood Blvd., US - Los Angeles, CA - 300 S Grand Ave, US - Miami, FL - 7650 Corporate Center Drive, US - New York, NY - 100 Park Ave, US - Seattle, WA - 1111 3rd Avenue, US - WASHINGTON, DC - 2000 K Street, NW
Clearance Required No
Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.