AECOM is seeking a dynamic and experienced Surface Transportation Leader and Client Account Manager to drive business growth and deliver programs for our clients in the Pacific Northwest. This external facing leader will represent AECOM with clients and be responsible for business development, sales, and strategy across the region with a goal of winning new and repeat business for all of AECOM’s service offerings.
Job Summary/Responsibilities
The candidate will need to be a growth minded leader who can work collaboratively with other senior leaders in Transportation and other Business Lines, and mentor staff in a fast pace setting to drive strategic planning, business development, sales & marketing, opportunity identification, capture management, and relationship building. The candidate should be able to demonstrate an ability to listen to, understand, and meet client needs to serve as a trusted advisor; knowledge of the transportation planning, engineering, and construction industry; and develop knowledge of the company and be able to bring AECOM’s full suite of support services to meet our client’s needs. The candidate must be able to communicate their ideas clearly and convincingly, verbally and visually to peers and senior leadership. The responsibilities of this position may include, but are not limited to:
- Fully accountable for all business development activities with entities such as WSDOT, Sound Transit as well as other regional and state transit authorities.
- Represent AECOM and serve a point of contact with client leadership.
- Review and understand AECOM’s obligations on current contracts. Works with Regional Business Line Leader and operations team to facilitate successful project delivery, including rate negotiations strategy.
- Manage the AECOM Pacific Northwest Client Account Team and set strategic direction to business development.
- Regularly meet with staff from multiple levels of leadership to obtain feedback on AECOM’s performance, understand and serve needs, and proactively identify opportunities.
- Position AECOM for pursuits and promote AECOM capabilities in front of the client.
- Leads preparation of Client Account Plan, coach pursuit teams in the development of winning Opportunity Capture Plans and coordinate resources with Marketing Lead. May serve as capture manager for Enterprise Critical Pursuits.
- Monitor client satisfaction and addresses performance issues.
- Work with Regional Business Line Leader and Director of Growth for West Coast, Division Managers, and Pacific Northwest Business Development Leader on development of sales, strategies and opportunities.
- Has a keen understanding of industry trends and market drivers.
- Provides leadership in recruiting, training, and retaining top talent for regional opportunities and projects.
- Manage and mentor staff to facilitate effective project and program delivery and to promote staff development.
- Demonstrated analytical skills, technical skills, and communication (oral and written) skills
- Business Development including prospecting and proposal development with established relationships with local clients· including ITD and local agency specifications, policies, and procedures.
- Presents complex technical solutions to clients.
- Performs quality control reviews of work developed by others.
- Participates in development of technical proposals.
- Operate as a strong technical resource and serve as a technical advisor as necessary.
- Ability to lead and manage a Team.
- Excellent people management skills
- Provides input to the development of engineering budget and schedule to meet requirements.
- Key performance indicators for this role include client satisfaction survey responses, Net Service Revenue (NSR) wins, NSR bookings, and NSR delivered.