Job Summary
AECOM is seeking a highly experienced Business Development leader for the Federal Market Sector Lead for the Asia-Pacific Region role as part of its growth-focused National Governments program. This position is based in Honolulu, HI.
This is a high-visibility role that provides 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 is a senior leader within our National Governments group with significant influence in shaping strategy in the region.
At AECOM, we’re delivering a better world.
We believe infrastructure creates opportunity for everyone. Whether it’s improving your commute, keeping the lights on, providing access to clean water or transforming skylines, our work helps people and communities thrive.
Our clients trust us to bring together the best people, ideas, technical expertise and digital solutions to our work in transportation, buildings, water, the environment and new energy. We’re one global team – 47,000 strong – driven by a common purpose to deliver a better world.
Job Responsibilities:
Federal Market Sector Lead for the Asia-Pacific Region will drive sustainable and reproducible US Federal client accounts growth for National Governments in the Asia-Pacific region by successfully delivering on the following:
Strategic Direction- Intelligence- and Positioning
Responsible for client relations, market analysis, strategy development, positioning, capture and management of US Federal client contracts in the Asia-Pacific region. This includes developing and executing strategic and client account plans that will achieve annual targets and grow the program year over year. The role is the advocate for the regional client accounts that provide a host of professional technical services, to include but not limited to FMS, MILCON, and SRM design; management services; Master Planning; other AE Services; Environmental Services (restoration, planning/NEPA, compliance); Energy Performance Services, Construction Management and Construction Quality Assurance.
The Federal Market Sector Lead for the Asia-Pacific Region must be a strong leader, able to inspire, motivate and build teams, and communicate effectively. The FSML will collaborate with AECOM members across Business Lines and Operating geographies to drive growth for their assigned accounts in the region.
AECOM is seeking a highly experienced Business Development leader for the Federal Market Sector Lead for the Asia-Pacific Region role as part of its growth-focused National Governments program. This position is based in Honolulu, HI.
This is a high-visibility role that provides 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 is a senior leader within our National Governments group with significant influence in shaping strategy in the region.
At AECOM, we’re delivering a better world.
We believe infrastructure creates opportunity for everyone. Whether it’s improving your commute, keeping the lights on, providing access to clean water or transforming skylines, our work helps people and communities thrive.
Our clients trust us to bring together the best people, ideas, technical expertise and digital solutions to our work in transportation, buildings, water, the environment and new energy. We’re one global team – 47,000 strong – driven by a common purpose to deliver a better world.
Job Responsibilities:
Federal Market Sector Lead for the Asia-Pacific Region will drive sustainable and reproducible US Federal client accounts growth for National Governments in the Asia-Pacific region by successfully delivering on the following:
Strategic Direction- Intelligence- and Positioning
- Strategic Plan Development & Management for the Asia-Pacific region - Follow the money.
- Identify external drivers influencing the marketplace.
- Competitor and Small Business analyses.
- Member of the Global Defense Leadership Team to develop, communicate and implement a Global Defense Strategy; Identify major Defense programs and associated opportunities
- Coordination and collaboration with the Global Business Lines, DCS Regions and Federal Client Account Managers
- Develop opportunity targets based on market conditions and client acquisition strategies; negotiate goals with Business Line Leaders (BLLs); keep Region Execs informed.
- Monitor and support Sales opportunities, lead major capture efforts.
- Continually seek to improve overall Portfolio Quality and optimize across the region.
- On a monthly basis or more frequently as requested, maintaining situational awareness of performance across the account.
- Make sure bookings and pipeline align with monthly projections and if not, develop a brief situational report on why projections are not in alignment.
- Weekly review and update of the Sales Force pipeline. Make sure that there are capture plans for all major pursuits. Assist with teaming and negotiating.
- Ensure coordination with Federal Business Services (FBS) & Marketing for max support. De-conflict issues (perceived/real) among BLs.
- Facilitate Risk Mgmt / pricing/ proposal review/ and all other unique federal requirements. Own the big proposals!
- Monitor Program Manager performance monthly for achieving bookings against contract capacity.
- Lead/manage key relationships at all major clients in the region. Manage the regional Client Account Management (CAM) program.
- Optimize X-sell opportunities. Closely oversee corrective actions and personally monitor recoveries to ensure client satisfaction.
- Work closely with FBS to ensure FAR compliance.
- Maintain situational awareness of contract performance; review all CPAR reports and rebuttals.
- Maintain an Account level Focus Group communication strategy to provide YTD status against goals & other relevant account metrics.
- Identify and help resolve internal issues/barriers to growth in the global Defense market.
- Promote the AECOM/NG brand; inspire participation in professional activities & paper development.
- Be a prime mover in building the federal team.
Responsible for client relations, market analysis, strategy development, positioning, capture and management of US Federal client contracts in the Asia-Pacific region. This includes developing and executing strategic and client account plans that will achieve annual targets and grow the program year over year. The role is the advocate for the regional client accounts that provide a host of professional technical services, to include but not limited to FMS, MILCON, and SRM design; management services; Master Planning; other AE Services; Environmental Services (restoration, planning/NEPA, compliance); Energy Performance Services, Construction Management and Construction Quality Assurance.
The Federal Market Sector Lead for the Asia-Pacific Region must be a strong leader, able to inspire, motivate and build teams, and communicate effectively. The FSML will collaborate with AECOM members across Business Lines and Operating geographies to drive growth for their assigned accounts in the region.
Minimum Requirements
- Bachelor’s Degree in Architecture, Engineering, or other related discipline plus twelve (12) years of related experience working with US Federal government agencies on Architect-Engineering programs, including four (4) years of leadership
- Approximately 20% travel required throughout CONUS and some OCONUS Travel
- Due to the nature of the role, US citizenship is required
- A valid U.S. Drivers license is required
Preferred Qualifications
- Master’s degree in architecture, engineering or other related discipline that aligns with AECOM’s Business Lines and the needs of the US Federal clients in the region.
- Established relationship with US Federal clients and firms doing related work in the region
- Six (6) years or more of related experience within the Asia-Pacific region.
- Engineer/Architect Professional Registration (PE or AIA)
- Achieved the rank of US military Field or Senior Grade officer in the Civil Engineer
- Experience in application on Federal Acquisition Regulation overseas
Additional Information:
- Relocation is not available for this position
- Due to the nature of the work, US Citizenship is required
- A motor vehicle record (MVR) screening is required for this role
- AECOM encourages, but does not require, its employees to receive a COVID-19 vaccine. However, this position is on a project, or a worksite, which required workers to be vaccinated against COVID-19.
What we offer
We will give you 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 culture of equity, diversity and inclusion – 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. We will encourage you to grow and develop your career with us through our technical and professional development programs and diverse career opportunities. We believe in leadership at all levels. No matter where you sit in the organization you can make a lasting impact on the projects you work on, the teams and committees you join and our business. We offer competitive pay and benefits, well-being programs to support you and your family, and the development resources you need to advance your career. When you join us, you will connect and collaborate with a global network of experts – planners, designers, engineers, scientists, consultants, program and construction managers – leading the change toward a more sustainable and equitable future. Join us and let’s get started. As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.
We will give you 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 culture of equity, diversity and inclusion – 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. We will encourage you to grow and develop your career with us through our technical and professional development programs and diverse career opportunities. We believe in leadership at all levels. No matter where you sit in the organization you can make a lasting impact on the projects you work on, the teams and committees you join and our business. We offer competitive pay and benefits, well-being programs to support you and your family, and the development resources you need to advance your career. When you join us, you will connect and collaborate with a global network of experts – planners, designers, engineers, scientists, consultants, program and construction managers – leading the change toward a more sustainable and equitable future. Join us and let’s get started. As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.