Aviation Client Account Manager

AECOM seeks an experienced Business and Sales Executive for key Client Account Management (CAM) role as part of its growth-focused program. The CAM is a high-visibility role that provides selected candidates with an opportunity to influence AECOM’s internal strategy through sales and business development leadership while building long-term relationships with key airport market sector clients. The CAMs will report to the Regional Market Sector Leader.

Job Responsibilities

Account Management

• Establishes and proactively maintains strong professional relationships and credibility with airport accounts.
• Acts as a business partner and "extension" of the customer's executive management team.
• Builds short-term and long-term growth and engagement plans (three years or more) for the customer using Account Business Planning processes that will be developed within Salesforce.
• 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

• Positions and maps AECOM capabilities to customer business objectives and key initiatives.
• Leverages existing relationships and engagements to spawn new business with key airlines that results in on-going profitable revenue growth for AECOM.
• Works to identify AECOM executives and other company resources with whom to build and nurture client relationships across business lines and geographies.
• Builds, monitors, and orchestrates sales pipeline activities across a key airline portfolio to advance, invest in or divest of opportunities.
• Demonstrates a high level of motivation and entrepreneurial ability in supporting pursuits and closing of deals.
• 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 industry and business challenges and leverages this knowledge to focus on direct sales activities.

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 sales teams in selling; counsels and supports individuals through selling challenges.
• Mentors’ junior sales and operation staff in business development and proposal development.

Project Management

• Performing a wide array of aviation-related civil design, planning, construction support, and client management services for Airports
• Plan, direct, and monitor small and large multi-discipline projects involving design of airport engineering projects including runways, taxiways, aprons, vehicle service roads, airfield lighting and signage installation, navigational aids, drainage improvements, utility relocation and protection, and pavement rehabilitation.
• Mentor and develop staff, provide leadership and an environment which encourages teamwork, initiative and growth.
• Guide project teams on complex technical issues.
• Supervision, coordination, and production of several projects concurrently.
• Builds and maintains positive client relationships.
• Involved in marketing/business development including ability to market and win work.
• Develop strategy, prepare proposals, negotiate contracts, and execute projects.
• Coordinate staffing plan and workload though the entire project development duration while meeting project schedules and budgets.
• Control overall project cost and scope, schedule, and quality of work.
• Implement project QA/QC and work with Finance & Accounting, Controller, Department Manager, or Managing Principles for project reviews.
• Coordination with clients, funding agencies, FAA and local permit agencies.

Requirements

Minimum requirements

• BA/BS in an Engineering, Planning, Architecture, or other technical field of study plus12 years of key account management experience or demonstrated equivalency of experience and/or education, including 4 years of leadership
• Ten or more years of business management experience within the aviation market sector.
• Experience in leading teams associated with the aviation market sector.
• Two or more years of working knowledge of major airport infrastructure programs

Preferred Qualifications

• Fifteen or more years of business management experience within the airport market sector.
• Well-known and highly regarded within the aviation industry.
• Demonstrated ability to work in a highly collaborative environment.
• Experience in professional services sales.
• In-depth knowledge of consultative selling approaches.
• Outstanding communication skills.
• Expert negotiation skills.
• Knowledge and/or willingness to quickly learn and adapt to AECOM's entire portfolio.
• CRM (Salesforce) experience is a plus.