Reporting to the Army/Air Force Portfolio Sales Director, this Client Account Manager (CAM) position has the principal focus of participating in the refinement of our growth and sales strategies for our Army and Air Force clientele, primarily the U.S. Air Force (with their primary contracting agency being the Air Force Civil Engineer Center (AFCEC)) , U.S. Space Force, and the National Guard Bureau, and implementing the same. This sales-oriented position will serve our client’s requirements and missions within the areas of facilities and infrastructure (professional services supporting military construction (MILCON) and sustainment, restoration, and modernization (SR/M) programs), and environmental compliance, investigation, and cleanup. Specific client assignment will depend on the candidate’s existing client base and relationships, areas of expertise, and/or location.
In this strategic role you will:
- Represent Jacobs to the client in a positive, relationship-oriented, solutions-delivery approach by leveraging the depth and breadth of Jacobs’ capabilities.
- Advocate on the client's behalf by actively engaging the firm to address client needs and recommend strategic actions to optimize our investment and market growth.
- Facilitate creation of deep, personal, valuable client relationships between Jacobs and client personnel (management, technical, functional, delivery) to facilitate positive working atmospheres, and to broaden the firm’s understanding of underlying client objectives at the appropriate levels.
- Develop trust and credibility with clients by engaging in business discussions to understand key drivers to best align our solutions with client’s needs.
- Identify and prioritize business opportunities that lead to consistent growth for the Firm.
- Assess project and program requirements, while developing and recommending a sound approach or application to meet the needs of the project and client.
- Coordinate and facilitate Go/No Go decisions and help develop required sales costs aligned with opportunity potential, and return on investment objectives.
- Lead the development of the Firm’s win strategy and value proposition related to key pursuits.
- Form strategic teams for pursuits, as needed.
- Identify, coordinate, and lead capture teams, and actively manage and shape proposal development for Federal contracts.
- Lead the development of opportunity fee proposals and coordinate with discipline leadership for input.
- Participate in negotiations with the client.
- Secure management commitment and influence/attract key staff for pursuits.
- Represent Jacobs at conferences, symposiums, seminars, and workshops to actively engage with the client.
- Develop a deep understanding of the competition for this client market.
- Identify higher levels of client engagement for executive sponsors.
- Actively engage with capture teams to influence sales process discipline, win strategy and proposal development, interviews, and presentations.
- Develop and deliver on client specific strategy, business plan and KPIs.
