Global Water Business Sr Director of Strategy & Growth, Americas

Company Description

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.

Here, you will have freedom to grow in a world of opportunity.

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.

Job Description

AECOM Water is currently seeking to identify a highly qualified individual to lead the growth and strategy for Global Water Business for the Americas. The Director of Strategy and Growth will be working closely and in concert with

• Water GBL Chief Executive

• Water Global Director of Strategy and Growth

• Global and Americas MSLs

• Americas RBLLS

• North America Strategy and Growth Team

to plan, track, and implement the short/medium/long term strategy, client development, pipeline of opportunities and capture management to create sustained growth in terms of executed NSR, Wins, Bookings, and future pipeline for AECOM Water.

This candidate will be Interfacing with the Global Water RBLLs and Corporate Growth team to; create and implement long-term and annual strategies for growth, grow and mature the Americas Client Account Manager (CAM) program (including mentoring and coaching CAMs and interfacing with specific, significant water clients, and developing, growing, and maturing the Americas Water pipeline, including active participation in the positioning for and capturing the major Water pursuits. This includes facilitating and managing cross Business Line collaboration where appropriate.

The role will support sales, capture, and internal/external marketing through provision of market, client, and competitor intelligence gathered through strong relationships around the wider AECOM organization, and external relationships with our existing and potential clients and our competitors. This role requires the person to be a key connector, working with regional and Market Sector teams to build a cohesive strategy, with strong client and major pursuit focus. This person shall influence and collaborate with the regional water teams to achieve key KPIs in growth and execution: Growth-Net Service Revenue bookings, Execution-Net service revenue, Profit-Cash, EBIDTA, and Client Satisfaction.

We offer a competitive compensation package to include base salary, annual bonus, stock options, and flexible office-home balance. All major US locations will be considered.

Role Responsibilities

Safety for Life

• Complies with the AECOM Safety, Health & Environment (SH&E) policy by adopting work practices that support SH&E programs; taking reasonable care for own health and safety and that of others; seeking guidance for all new or modified work procedures; ensuring that any hazardous conditions, near misses and injuries are reported immediately; and participating in meetings, training and other SH&E activities as required.

Technical/Professional

• Strategy – Actively participates in the development, implementation and tracking of the global water business line growth strategy and tactical plan, working cohesively with Regional Business Line Leaders and other GBLs on cross Business Line activities.

• Market Intelligence – Be accountable for gathering and analysis of intelligence relating to Water in the market and providing guidance on impacts to the strategy, sales, and operations of the business line

• Competition – Be accountable for gathering, analysing and distilling information relating to AECOM’s competitors in the Water market including performance weakness, talent and offering gaps

• Trends and Opportunities – Be accountable for research regarding trends and potential opportunities with respect to regulatory and policy initiatives, and funding for major projects and programs

• Pipeline – Lead the development and growth of the Americas Water opportunity pipeline, working with all sectors and regions to constantly grow, build and mature the pipeline.

• Pursuits – Lead the capture of major pursuits, giving the AECOM team the best possible chance of winning larger, enduring and globally impactful programs. Guide, mentor, and coach other capture managers to win similar opportunities. Bring discipline and rigor to the Go/No Go process and capture management positioning phase, including use of WINNING EDGE and the GREEN Light pursuit tools.

• Client Management and Growth – Work with Global Business Line Leaders (market and technical), Regional Business Line Leaders and Client Account Managers (CAMs) to define growth targets, develop and strengthen client relationships, and prioritize pursuits. Be accountable for the relationship with the CAM community to ensure:

• intelligence related to key clients is understood to advise on impacts to strategy, sales, and operations

• CAMs are well-informed on Water capability and able to either sell directly or initiated sales opportunities for Water experts as applicable.

• Drive Integrated Growth – Win and coach others in winning major pursuits as the consultative sales process leader, contributing strategy, business development best practices and sales leadership to drive an integrated growth strategy.

• Corporate Interface – Be accountable for the global Water alignment to and requirements from the AECOM corporate calendar, ensuring internal messaging is aligned to the overall AECOM and AECOM Global Water strategies.

• Marketing – Work in collaboration with Marketing to develop and execute strategic marketing campaigns that position AECOM around key opportunities, ensuring alignment with strategy.

Financial/Project Management

• Develop, monitor, and report on Growth KPI’s.

• Develop and monitor budget for the Global Water Strategy and Growth team.

Internal Business

• Member of the Global Business Line Leadership Team

• Manage relationships with key stakeholders across all levels of the AECOM organisation

Leadership

• Be a role model and drive collaboration globally to support the integrated growth strategy

• Be responsible to understand firmwide capabilities and bring regional and global expertise to strategy, clients, and pursuits.

• Develop influence within the global Water market and be seen as a leader within that market, through influence, coaching, while exhibiting a service-oriented leadership approach.

• Exhibit, and model pro-active, positive, and collaborative leadership qualities.

Other

• Any other duties AECOM may reasonably require you to perform.

Key Relationships

• Executive Vice President, Global Business Line Chief Executive, Water

• Water Global Business Line Director of Strategy and Growth

• Water Global Business Line members (Market Sector and Technical leaders)

• Water Regional Business Line Leads (RBLLs) and team members

• Other Global Business Line Leaders and Teams

• Global Legal Team members

• Global Marketing and Communications leaders

• Corporate Support Function leaders

• GBL and Regional Capture and Proposal team members

• North America and Global Strategy and Growth Teams

Qualifications

Minimum Requirements

• Bachelor’s degree plus significant relevant experience at Director / Vice President Level, including being able to demonstrate successfully collaborating within teams and operating at a leadership level.

• Experience must demonstrate sales production metrics, demonstrated skills in business development strategy, team leadership, client discovery and development of compelling value propositions that meet client’s needs.

• Well-connected in the Water industry with a proven track record of sales production, specifically the winning of major pursuits.

• High energy, outgoing and self-motivated with a track record of winning major pursuits greater than $20 Million (net revenue), capturing new business, and driving integrated multidiscipline teams through a consultative sales process with Major and/or Global clients.

• Proven track record of growing a significant business portfolio of over $500 million.

• Proven track record of experience in the global and/or Americas Water industry.

Preferred Qualifications

Skills and Knowledge

• Demonstrated experience in managing complex projects and meeting delivery requirements.

• Leadership skills including technical leadership, human relations, team building, innovation, and motivation skills.

• Experience in successfully leading project teams

• The ability to be an attentive and active listener who commands attention and can manage group process during presentations.

• The ability to communicate at all levels.

• Knowledge of the market for consulting and integrated delivery services

• Proven track record of growing a significant business portfolio of over $1B.

Additional Information

• Offered rate of compensation will be based on individual education, qualifications, experience, and work location. Bonus opportunities are tied to both company and individual performance and vary from year-to-year. The salary range for this position is $186,000 – $345,000. Please note that this role can be based anywhere in the United States.

• Due to the flexible location for this opening, relocation is not being offered for this role.

• Sponsorship for US Employment Authorization, now or in the future, is not being offered for this position.

• Ability to travel as needed, minimum 45% travel.

About AECOM

AECOM is the world’s trusted infrastructure consulting firm, delivering professional services throughout the project lifecycle – from advisory, planning, design and engineering to program and construction management. On projects spanning transportation, buildings, water, new energy and the environment, our public- and private-sector clients trust us to solve their most complex challenges. Our teams are driven by a common purpose to deliver a better world through our unrivaled technical and digital expertise, a culture of equity, diversity and inclusion, and a commitment to environmental, social and governance priorities. AECOM is a Fortune 500 firm and its Professional Services business had revenue of $13.1 billion in fiscal year 2022. See how we are delivering sustainable legacies for generations to come at aecom.com and @AECOM.

Freedom to Grow in a World of Opportunity

You will have 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.

AECOM provides a wide array of compensation and benefits programs to meet the diverse needs of our employees and their families. We also provide a robust global well-being program. We’re the world’s trusted global infrastructure firm, and we’re in this together – your growth and success are ours too.

Join us, and you’ll get all the benefits of being a part of a global, publicly traded firm – access to industry-leading technology and thinking and transformational work with big impact and work flexibility. As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.

All your information will be kept confidential according to EEO guidelines.

ReqID: REF25488I

Business Line: Water

Business Group: DCS

Strategic Business Unit: Global Business Lines

Career Area: Business Development

Work Location Model: Hybrid