Federal Civilian Agency Sector Lead - Hybrid, US - AECOM

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AECOM is seeking a dynamic leader to head our Federal Civilian Agencies Sector within the National Governments Business Line. AECOM National Governments leads an annual $1.5B+ program of federal and government contracts and task orders. Working across the full life cycle of federal client account management, our business focuses on planning, environmental, design, construction, construction management, program management, disaster recovery/response, and other services across all Department of Defense and federal civilian agencies in all AECOM business lines in the United States and Canada. This is a rapidly growing business with aggressive growth targets and assisting Client Account Managers (CAMs) in meeting their goals is crucial for the portfolio's performance. We are looking for candidates with exceptional relationship management skills to establish and nurture long-lasting connections with our Civilian Agency clients and Client Account Managers. The ideal candidate will possess a successful track record in selling professional services to governmental clients, exhibit an entrepreneurial spirit, and have relevant industry expertise, including experience with both infrastructure and advisory services. Experience managing diverse teams of seasoned professionals is essential.

This position will offer flexibility for hybrid work schedules to include a combination of in-office presence and telecommute/virtual work and can be based from a variety of US locations.

Job Description:

Leadership: Provide strong leadership for a team of 10-15 Federal Civilian Client Account Managers. Challenge, mentor, and support them to proactively lead their client accounts while helping them develop robust internal and external networks.

Performance Standards: Establish and maintain organizational performance standards, ensuring that the team meets and exceeds client expectations.

Growth: Drive sustainable account growth across Federal Civilian Accounts, with a proven ability to grow business year over year. Develop succession planning and identify opportunities to expand the portfolio by adding more key clients in our focus areas of Buildings + Places, Water, Transportation, Environment, Program Management, Advisory.

Client Account Management (CAM): Personally serve as a Client Account Manager for a major Federal Civilian Account, driving sustainable growth and serving as a model account for others to emulate.

Monitor client performance reviews and collaborate with delivery teams to continually improve client satisfaction.

Account Reviews: Prepare and lead account reviews at several layers of executive management to ensure alignment with strategic goals and objectives.

Cultivate trusted relationships with key client account managers, facilitating meaningful discussions aligned with client priorities and industry trends.

Develop a comprehensive understanding of AECOM’s capabilities, both established and emerging, to effectively deploy resources that address client challenges.

Provide valuable industry insights tailored to clients’ missions, identifying opportunities for collaboration and growth.

Generate innovative concepts for new products and services that meet client needs.

Foster relationships with partners, small businesses, and product vendors within the client ecosystem to unlock additional collaborative opportunities.

Collaborate with our National Governments and marketing professionals to coordinate timely capture and development of proposal efforts for all pursuits in the federal civilian agency pipeline.

Identify and influence key decision-makers at all levels within AECOM and client organizations.

Navigate the sales cycle from opportunity identification to solutioning, contract negotiation, and seamless handover to the delivery team.

Develop, maintain, and present key performance indicators (KPIs) across all accounts, understanding areas that require immediate attention and tracking strengths, weaknesses, opportunities, and threats.

Provide guidance on annual account planning, including developing, monitoring, and adjusting strategies to ensure growth and alignment with client needs.

Minimum Requirements:

• BA/BS in technical writing, business, engineering or related discipline plus EXTENSIVE years of relevant experience or demonstrated equivalency of experience and/or education, including at least 6 years of leadership experience
• Experience as a relationship and/or business development manager serving federal clients, including experience with one or more civilian agency clients.
• Thorough understanding of Federal Procurement and the Federal Market.
• Strong understanding of competitive dynamics and teaming strategies within relevant sectors.
• Demonstrated ability to drive revenue growth through relationship building.
• Proven success in leading cross-functional teams in client pursuits.
• Experience in growing business year over year and achieving aggressive growth targets.
• Strong proposal development skills, including excellent writing and presentation abilities.
• Superior organizational skills, with the ability to effectively multi-task and respond to short-turn requests.
• Willingness to travel 20-60% based on proposals, client meetings, project requirements, and engagements.
• For positions with driving responsibilities, Motor Vehicle Records are reviewed as part of AECOM’s background check process to ensure compliance with the Company’s driving standards.
• Due to the nature of this work, US Citizenship is required

Preferred Qualifications:

• 20+ years of relevant experience as a relationship and/or business development manager serving federal clients
• Experience working with US Federal government agencies on Architect-Engineering programs
• Experience in both infrastructure and advisory services.
• Experience supporting federal civilian agencies vs. defense

• Sponsorship for US 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, well-being resources, employee assistance program, business travel insurance, service recognition awards, retirement savings plan, and employee stock purchase plan.

AECOM is the world’s 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 private-sector 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 you’re 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 well-being programs to meet the diverse needs of our employees and their families. We’re the world’s trusted global infrastructure firm, and we’re in this together – your growth and success are ours too.

Join us, and you’ll get all the benefits of being a part of a global, publicly traded firm – access to industry-leading technology and thinking and transformational work with big impact and work flexibility. As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.

All your information will be kept confidential according to EEO guidelines.