| Job Description: |
AECOM seeks an experienced Business and Sales Executive for the role of Corporate Account Manager (CAM) as part of its growth-focused Corporate Account Management program. This is a high-visibility role providing selected candidates with an opportunity to influence AECOM’s internal strategy through sales and business development leadership while building long-term relationships with key corporate accounts. This position will report to the Senior Vice President (SVP) of Sales, and may be based in any of AECOM’s offices in eastern North America.
Job Description
Account Management
- Establishes and proactively maintains strong professional relationships and credibility with planning and business executives across a set of assigned accounts.
- Acts as a business partner and "extension" of the customer's executive management team.
- 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 in concert with the VPSO.
- 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 AECOM's solutions, and win targeted business.
Business Development
- Positions and maps AECOM capabilities to customer business objectives and initiatives.
- Leverages existing engagements to spawn new business that results in on-going profitable revenue growth for AECOM.
- Works in conjunction with the VP Sales Operations (VPSO) to identify AECOM executives and other company resources with whom to build and nurture client relationships across business lines (BLs) and geographies.
- Builds, monitors and orchestrates sales pipeline activities across a portfolio of named accounts to advance, invest in or divest of opportunities.
- Demonstrates a high level of motivation and entrepreneurial ability in supporting the pursuit and closing of deals.
- Plans, manages and supervises proposal efforts in concert with the Alliance Director (AD), the marketing, and sales operations teams, and with resources from within the AECOM organization.
- Keeps abreast of the account's industry and business challenges, and leverages this knowledge to focus on direct sales activities.
People and Relationship Management
- With the assistance of the AD, 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 executives to build strategic relationships which favorably position long-term 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.
Qualifications
Education and Experience:
- Associate Degree required. Bachelors Degree preferred.
- Minimum 12 years of major global account management or business management experience.
- Experience in leading global teams.
- Strong track record of selling to major corporate accounts, preferably, in the identified territory.
- Demonstrated ability to work in a highly collaborative environment.
- Experience in professional services or IT sales.
- Minimum 3 years of verifiable W-2s along with proof of performance in the top 10% of the global sales organization.
Knowledge and Skills:
- In-depth knowledge of consultative selling approaches.
- Outstanding communication skills.
- Expert negotiation skills.
- Expertise in project management for complex, multi-country, multi-business unit deals.
- Knowledge and/or willingness to quickly learn and adapt to AECOM's entire portfolio.
What We Offer AECOM employees around the world enjoy a wide range of benefits and competitive compensation package. AECOM is much more than just a place to work. It's a place where you can put your innovative thinking and business skills into high gear and work alongside other highly intelligent and motivated people. It's a place where you can apply your skills to some of the world's most challenging, interesting, and meaningful projects world wide. It's a place that values the diversity of our areas of practice and our people. It's what makes AECOM a great place to work and grow. AECOM is an Equal Opportunity Employer.
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