National Defence Client Account Manager

4 days ago


Quebec City, Canada AECOM Full time

AECOM Canada is looking for a National Defence Client Account Manager based in any major AECOM office.

The Canada Defence CAM will drive sustainable and reproducible Account growth for the AECOM Canada Defence Account. The Defence CAM will be responsible for client relations, market analysis, strategy development, positioning, capture and management of Canada Defence contracts. This includes developing and executing strategic and Client Account Plans that will achieve annual targets and grow the program year over year.

**Responsibilities include but are jot limited to**:

- Establishes and proactively maintains strong professional relationships and credibility with planning and business executives across Canada Defence accounts
- Builds short-term and long-term growth and engagement plans (three years or more) for each 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 leverage AECOM’s Business Lines and 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.

**Job Description**:
The Canada Defence CAM will drive sustainable and reproducible Account growth for the AECOM Canada Defence Account. The Defence CAM will be responsible for client relations, market analysis, strategy development, positioning, capture and management of Canada Defence contracts. Specific responsibilities include:
**Business Development**:
+ Keeps abreast of the Canada Defence account's industry and business challenges and leverages this knowledge to focus on direct sales activities.
- Positions and maps AECOM capabilities to customer business objectives and initiatives.
- Leverages existing engagements to spawn new business with Canada Defence agencies 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 Canada Defence client relationships across business lines (BLs) and geographies.
- Builds, monitors and orchestrates sales pipeline activities across Canada Defence 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 Canada Defence account's industry and business challenges and leverages this knowledge to focus on direct sales activities.
- Responsible for business development and winning of strategic pursuits, excellence in delivery of professional services, and business compliance
- Drive strategic initiatives to permit continued program evolution and identify underutilized or underdeveloped Defence avenues and implement plans to address gaps with leadership team and account managers

**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 Business Line executives to build strategic relationships which favorably position long-term business opportunities for AECOM and are complementary to overall Canada Defence 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.

At AECOM, we’re delivering a better world.

We believe infrastructure creates opportunity for everyone. Whether it’s improving your commute, keeping the lights on, providing access to clean water or transforming skylines, our work helps people and communities thrive.

Our clients trust us to bring together the best people, ideas, technical expertise and digital solutions to our work in transportation, buildings, water, the environment and new energy. We’re one global team - over 50,000 strong - driven by a common purpose to deliver a better world.

Minimum Requirements
- BS in Engineering, Sciences or related Technical Discipline + 10 years experience in business management experience within the Canada Federal Defence Market sector or equivalent experience
- Including 2 years of leadership

Preferred Qualifications
- Extensive working knowledge of Canada Federal Defence programs; well-known and highly regarded within the Canada Federal and Defence business community.
- Recent experience within the Canadian Military and Defence Establishment Preferred.
- Ideally



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