Aviation Client Account Manager
Aviation Client Account Manager
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Salary Not Disclosed
1 Vacancy
Job Description
AECOM seeks an experienced Business and Sales Executive for key Client Account Management (CAM) role as part of its growthfocused program. The CAM is a highvisibility role that provides selected candidates with an opportunity to influence AECOMs internal strategy through sales and business development leadership while building longterm 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 customers executive management team.
- Builds shortterm and longterm 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 AECOMs 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 ongoing 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 ongoing engagements and client satisfaction surveys).
- Actively engages the Executive Sponsor and selectively leverages other senior AECOM executives to build strategic relationships which favorably position longterm 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 aviationrelated civil design planning construction support and client management services for Airports
- Plan direct and monitor small and large multidiscipline 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.
Qualifications :
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.
- Wellknown and highly regarded within the aviation industry.
- Demonstrated ability to work in a highly collaborative environment.
- Experience in professional services sales.
- Indepth knowledge of consultative selling approaches.
- Outstanding communication skills.
- Expert negotiation skills.
- Knowledge and/or willingness to quickly learn and adapt to AECOMs entire portfolio.
- CRM (Salesforce) experience is a plus.
Additional Information :
- Relocation assistance is not available for this position
- Sponsorship for relevant country work authorization is not available for this position now or in the future.
About AECOM
AECOM is proud to offer comprehensive benefits to meet the diverse needs of our employees. Depending on your employment status AECOM benefits may include medical dental vision life AD&D disability benefits paid time off leaves of absences voluntary benefits perks wellbeing resources employee assistance program business travel insurance service recognition awards retirement savings plan and employee stock purchase plan.
AECOM is the worlds trusted infrastructure consulting firm delivering professional services throughout the project lifecycle from advisory planning design and engineering to program and construction management. On projects spanning transportation buildings water new energy and the environment our public and privatesector clients trust us to solve their most complex challenges. Our teams are driven by a common purpose to deliver a better world through our unrivaled technical and digital expertise a culture of equity diversity and inclusion and a commitment to environmental social and governance priorities. AECOM is a Fortune 500 firm and its Professional Services business had revenue of $14.4 billion in fiscal year 2023. See how we are delivering sustainable legacies for generations to come at aecom.com and @AECOM.
Freedom to Grow in a World of Opportunity
You will have the flexibility you need to do your best work with hybrid work options. Whether youre working from an AECOM office remote location or at a client site you will be working in a dynamic environment where your integrity entrepreneurial spirit and pioneering mindset are championed.
You will help us foster a safe and respectful workplace where we invite everyone to bring their whole selves to work using their unique talents backgrounds and expertise to create transformational outcomes for our clients.
AECOM provides a wide array of compensation benefits and wellbeing programs to meet the diverse needs of our employees and their families. Were the worlds trusted global infrastructure firm and were in this together your growth and success are ours too.
Join us and youll get all the benefits of being a part of a global publicly traded firm access to industryleading technology and thinking and transformational work with big impact and work flexibility. As an Equal Opportunity Employer we believe in each persons potential and well help you reach yours.
All your information will be kept confidential according to EEO guidelines.
Remote Work :
Yes
Employment Type :
Fulltime
Employment Type
Remote
