Full-Time Aviation Client Account Manager

AECOM seeks an experienced Business and Sales Executive for a key Client Account Management (CAM) role. This high-visibility role provides candidates an opportunity to influence AECOM’s internal strategy through sales and business development leadership while building long-term relationships with key airport market sector clients.

Job Responsibilities:

1. Account Management: Establishes and maintains strong relationships with airport accounts, acting as a business partner to the customer's executive management team.
2. Develops short-term and long-term growth plans for clients using Account Business Planning processes in Salesforce.
3. Provides business rationale and risk assessment for AECOM investments in each account, building strong business cases that crystallize value propositions. Employs a consultative selling approach.

Business Development:

1. Maps AECOM capabilities to customer objectives and key initiatives, leveraging existing relationships to generate new business with key airlines.
2. Identifies AECOM executives for client relationship building across business lines and geographies.
3. Builds, monitors, and orchestrates sales pipeline activities to advance, invest in, or divest from opportunities.
4. Demonstrates motivation and entrepreneurial ability to support pursuits and close deals.
5. Plans, manages, and supervises proposal efforts with capture managers, marketing and sales teams, and AECOM resources.
6. Keeps abreast of industry and business challenges to focus on direct sales activities.

People and Relationship Management:

1. Coordinates AECOM activities for the account (sales, marketing, executive forums, alliances, partnerships). Monitors client satisfaction.
2. Engages the Executive Sponsor and other senior executives to build strategic relationships and position long-term opportunities.
3. Motivates and supports sales teams; counsels and supports individuals through selling challenges.
4. Mentors junior sales and operations staff in business development and proposal development.

Project Management:

1. Performs aviation-related civil design, planning, construction support, and client management services for Airports.
2. Plans, directs, and monitors projects involving airport engineering (runways, taxiways, aprons).
3. Mentors staff, leads teams, and fosters a teamwork environment.
4. Guides project teams on technical issues. Supervises, coordinates and produces projects concurrently.
5. Builds positive client relationships. Involved in marketing and business development (strategy, proposals, contracts, project execution).
6. Coordinates staffing and workload throughout project duration, adhering to schedules and budgets. Controls project cost, scope, schedule, and quality.
7. Implements project QA/QC, coordinates with clients, funding agencies, FAA, and local permit agencies.

Minimum Requirements:

• Bachelor's degree in Engineering, Planning, Architecture, or related field
• 12+ years of key account management experience, or demonstrated equivalency
• 4+ years of leadership experience
• 10+ years of aviation market sector business management experience
• Experience leading teams in the aviation market sector
• 2+ years working knowledge of major airport infrastructure programs

Preferred Qualifications:

• 15+ years of airport market sector business management experience
• Strong reputation within the aviation industry
• Highly collaborative work style
• Professional services sales experience
• Knowledge of consultative selling approaches
• Excellent communication and negotiation skills
• Salesforce CRM experience

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