AECOM Key Oil & Gas Client Account Leader in Albuquerque, New Mexico
United States of America - Texas, Houston
The Client Account Management Program supports the management of key client relationships and accounts. Under the Program, Client Account Managers (CAMs) are assigned to large, strategically important AECOM clients. The CAM is responsible for building a broad business relationship inclusive of the diversity of the client’s business and AECOM’s full service offering. Given the nature of this account, this is accomplished by collaboratively developing and guiding a comprehensive strategy with members of the AECOM account team and operational stakeholders. The CAM provides the Client with a primary point of contact and serves as a conduit to the broad range of services and people AECOM has to offer. The CAM has accountability for client satisfaction, effective project delivery, and the coordination of key pursuits.
The Client is an Oil & Gas company that operates solely in North America, with primary operations in the downstream and midstream sectors. The Client has grown in recent years through acquisitions, and the resulting organization represents a considerable opportunity for AECOM to capture more market share and expand the diversity of services across its geographic operations.
The role’s primary focus is on driving the growth of AECOM’s environmental, health and safety (EHS) services under the Environment Business Line. Depending upon the qualifications of the candidate, this role may be expanded to an enterprise role encompassing the full range of AECOM’s engineering, construction, and O&M services.
Principal Objectives and Responsibilities:
Client Relationship Management:
Fully understand AECOM and Client safety cultures and walk the talk with demonstrated leadership and active participation.
Build, maintain, and facilitate trusting relationships with key contacts across the depth and breadth of Client’s organization
Understand and evaluate Client’s long-term strategies and operational and growth plans; determine ways AECOM can support Client’s plans and business objectives with well-developed value propositions
Seek opportunities to present the full range of AECOM expertise to Client and engage multi-level contacts, vertically and horizontally
Coordinate relationships with external suppliers and partners to bring best value to Client
Strategic Account Management:
Develop and implement strategic and tactical plans for the Client account, including keeping the client informed of new service offerings.
Serve as the Client champion within AECOM to assure quality, and responsive services across the Client account. Escalate issues when needed for timely resolution
Continuously learn and remain abreast of evolving AECOM services/capabilities with an eye towards connecting our services to Client’s needs.
Maintain key customer contacts and seek opportunities to broaden relationships
Conduct periodic and systematic account analysis to thoroughly understand Client’s business - products or services, supply chain, critical success factors, competitors, market dynamics, macroeconomic drivers, as well as internal infrastructure, culture and decision-making dynamics.
Provide leadership to make sure that the AECOM team is fully engaged with respect to safety expectations and goals.
Ensure processes and systems are in place to manage the Client account, proactively address any obstacles to ensure Client’s satisfaction
Serve as a focal point for major issue resolution, and provide rapid follow-up to address concerns
Team Development and Management:
Clearly define roles and responsibilities of Client account team.
Manage an account team to meet Client’s needs by engaging and collaborating with resources across the AECOM organization
Support the career development of account team members
Develop and grow relationship with AECOM business lines and operations leadership
Sales Process Management and Leadership:
Through sales meetings and other means, identify and develop new business opportunities building a sustainable pipeline
Oversee and/or prepare capture plan(s), including short- and long-term goals, which increase year-over-year revenue generation.
Oversee and/or prepare sales proposals responses (including costing), working with operations.
Partner with Operations’ staff to ensure proposals are accurate and profitable
Participate in key pursuit decisions and activities including risk analysis and review, “go/no-go processes”, contract negotiations, and staff selection.
Project Delivery Management, Health and Safety, Working with Operations:
Ensure appropriate selection of delivery methods to meet Client’s needs
Ensure appropriate selection of key personnel for client assignments
Ensure the culture of “all incidents are preventable” and the goal of achieving zero safety incidents
Monitor and collaboratively resolve project issues (escalating when necessary)
Advise on the recruiting of key people to serve client needs
Participate in project and business performance reviews
Coordinate communications with Client contact(s) – leverage the size and geographic locations of the account team
Ensure internal team provides clear and consistent communications with the appropriate Client contacts
Coordinate across internal team members and provide guidance and advice on projects and managing the Client relationship based on experience and direct Client feedback
Communicate relevant information (i.e. pursuits, client contact list, etc.) about the client to key contacts across AECOM
Deliver professional presentations, both internally and to Client
- Working with the Oil & Gas Market Sector Leader, establish and meet annual KPIs for bookings, revenue, and pipeline of future opportunities.
Domestic travel 30% - 50%.
Bachelors Degree and 8+ years of relevant experience
Located in Houston or city in the Midwest in proximity to Client offices.
Account and/or sales experience within Oil & Gas industry.
What We Offer
When you join AECOM, you become part of a company that is
pioneering the future . Our teams around the world are involved in some of the most cutting-edge and innovative projects and programs of our time, addressing the big challenges of today and shaping the built environment for generations to come. We ensure a workplace that encourages growth, flexibility and creativity, as well as a company culture that champions
inclusion, diversity and overall
employee well-being through programs supported by company leadership. Our
core values define who we are, how we act and what we aspire to, which comes down to not only
delivering a better world , but working to “make amazing happen” in each neighborhood, community and city we touch. As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.
Job Category Sciences
Business Line Environment
Business Group Design and Consulting Services Group (DCS)
Country United States of America
Position Status Full-Time
Requisition/Vacancy No. 210384BR
Additional Locations US - Akron, OH - URS 2460 Penninsula Rd, US - Albuquerque, NM - 201 Third St NW, US - Albuquerque, NM - 6501 Americas Parkway NE, US - Albuquerque, NM - One Park Square, US - Austin, TX - 9400 Amberglen Boulevard, US - Chelmsford, MA - 250 Apollo Drive, US - Chicago, IL - 303 E Wacker Drive
Clearance Required No
Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.