National Defence Client Account Manager
6 months ago
Company Description
**Work with Us. Change the World.**
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There has never been a better time to be at AECOM. With 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 nearly 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.
**Job Description**:
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 not 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.
**Qualifications**:
MINIMUM REQUIREMENTS:
- BS in Engineering, Sciences or related Technical Discipline
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