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Core Business Services – Business Development – Market Segment Account Centric Client ExecutiveEY
Core Business Services – Business Development – Market Segment Account Centric Client ExecutiveEY
Job Highlights
  • University/Bachelor’s Degree required
  • 10-12 years of business development experience
  • Strong content expertise (technical/sector)
Job Description
Join our Core Business Services (CBS) team and you will help support the important business enablement functions that keep our organization running strong. As a CBS professional, you will work across teams to provide the knowledge, resources and tools that help EY deliver exceptional quality service to our clients, win in the marketplace and support EY’s growth and profitability. Major teams within CBS include Finance, Information Technology, Human Resources, Enterprise Support Services, Brand Marketing and Communications, Business Development, Knowledge and Risk Management.
 
Join our Business Development team and you will support and execute go-to-market business development and marketing strategies. As a Business Development professional, you’ll work with account teams to build relationships with our clients, drive new business and build revenue growth.
 
With so many offerings, you have the opportunity to develop your career through a broad scope of engagements, mentoring and formal learning. That’s how we develop outstanding leaders who team to deliver on our promises to all of our stakeholders, and in so doing, play a critical role in building a better working world for our people, for our clients and for our communities. Sound interesting? Well this is just the beginning. Because whenever you join, however long you stay, the exceptional EY experience lasts a lifetime.

Job Summary:

The Market Segment Account Centric Client Executive (CE) is responsible for delivering exceptional client service (ECS) to EY clients by understanding client issues and challenges, leveraging the organization’s capabilities to address these and driving new business opportunities to grow revenue and to deepen customer relationship management (CRM). Focusing on multiple Core accounts within a Market Segment this role will drive global accounts strategy, rigorous account planning and relationship development across the client(s) organization. Key Responsibilities include: Facilitating global Total Engagement Revenue (TER) results as well as personal sales and pipeline targets. Spending approximately 80% of his/her time leading by example by being externally focused and engaging with the client and delivering exceptional client experience. Acting as a proxy for the Global Client Relationship. Collaborate both internally and externally with the client(s).

 

 

Essential Functions of the Job:

Inspires others through action in the market, being connected, responsive and insightful. Coaches account personnel to facilitate improved account performance by instilling ECS principles, behaviors and practices. Leverages support resources (i.e., Marketing resources, Knowledge resources, Global Industry Sectors, Sector Analysts, Global Commercial Functions) appropriately by providing regular input and feedback. Identify, resolve or escalate issues.

 

  1. Global account strategy and sales leadership:

Drives revenue, sales and relationships on multiple Core account(s). Develop and drive account planning and the global account strategy through regular account planning performance discussions. Advise the Global Coordinating Service Partner (GCSP) and the account teams to achieve the goals for Global Total Engagement Revenue (TER), global margin and global sales/pipeline. Develop and achieve personal sales goal. Provide advice and co-develop the global account strategy with the GCSP and the account teams by utilizing the account management framework (AMF). Drive a winning culture of continuous improvement within the assigned account(s) through regular account performance discussions. Serve as a strategic advisor to the GCSP and the global account teams on pipeline execution, deal review, pricing and negotiation strategies. In many instances, will act as a proxy for the GCSP where appropriate with the client and internally. Execute in the field with engagement teams to support them on their most important pursuits and client relationships. Facilitate client sessions - for example client facilitated sessions, Collaboration introductions and exploration workshops, Growing Beyond Borders sessions, wavespace sessions etc. Lead discussions and actively participate in the services BD network to share leading practices and Exceptional Client Service (ECS) principles. Build and maintain all key collaboration relationships. Stay ahead of EY partner investments and bring relevant collaborations to the field of play leaders and clients for inclusion in the strategy.

 

  1. Initiate, build and sustain exceptional client relationships to the most senior levels of the organization:

Develop and execute the account plans to develop critical business relationships across the account. Drive ECS in every external and internal encounter which includes: a) Being connected to your client’s business agenda and leveraging the global EY network to connect EY clients to the right people. b) Being responsive to EY client’s needs and seeking and providing continuous feedback through Clients Insights Program. c) Being insightful through proactively sharing relevant metrics, trends and strategies to address and reach client needs. Challenge the strength of critical business relationships in each field of play, and assist the GCSP and the account teams in the development of relevant, wide-reaching and leverage able client relationships worldwide. Develop and implement the plan for Expectations of Service Quality (ESQ) and participate in interviews for key buying influencers to ensure we are delivering ECS. Review the Assessment of Service Quality (ASQ) results and develop and implement a plan that addresses issues and identifies potential opportunities for the services. Serve as contact member of the core teams for customer concerns if/when they arise; identify appropriate resolution to achieve client satisfaction and retention.

 

  1. Opportunity Management:

Act as a strategic advisor to the GCSP and account teams on global pipeline execution, revenue plan deal review and negotiation strategies. Identify opportunities and client challenges and bring the appropriate EY resources and insights to the client to resolve challenges. Adopt a particular focus on transformative opportunities with the client, through the development of EY Tier 1 & 2 collaborators, digital activation and managed service provision. Leverage and drive strategic pursuits tools, which include EY sales tools, processes and methodologies. Instill strategic commercial/pricing methodology to help optimize account margin. Participate in deal review process as required. Negotiate and implement global strategic framework agreements supported by global rate cards. Identify field of play (FOP) expansion relevant to the account and EY services.

 

 

Other Responsibilities:

  • Must be able to work within a matrixed organization - balancing the needs of the client against organization initiatives and goals.
  • Needs to identify appropriate product/service offerings to meet the client’s needs. Must make decisions, such as prioritize relationships to develop, negotiate with clients (external and internal) and overcome obstacles with minimal supervision.
  • This role will have indirect responsibility for coaching individuals related to the account (client servers, etc.) and will be expected to inspire others through action in the marketplace.

 

Knowledge and Skills Requirements:

  • University/Bachelor’s Degree required. 10-12 years of business development experience in the professional services and solutions arena. A proven record of selling complex services and solutions at the "C" level of Fortune 500 companies with a preference in a professional services environment. Specific experience selling complex digital, technology and/or managed services solutions to clients. Team selling experience.
  • CE resources need to be driven individuals and possess the hard and soft skills necessary to drive transformational performance across EY portfolio of accounts and solutions. Ability to build high-impact c-suite relationships quickly and sustain them.
  • Strong content expertise (technical/sector).
  • Strong change agent skills. The ability to flex personal style as required.
  • Strong ability to focus on commercial outcomes that align with the interests of EY clients. Strong knowledge of current and emerging sales tools, methodologies and go-to-market (GTM) models including social media. Leading and credible social media profile.
  • Expert client management and client relationships skills.
  • Strong Executive presence. Experienced influencing skills. Solid understanding of the marketplace/industry, competitive and account information.
  • Ability to team with and influence technical collaborators to formulate the leading strategy to serve the client.
  • Ability to bring new ideas and innovation to services with a strong focus on transformative digital, managed service and/or collaboration-based solutions.
  • Strong ability to handle and resolve conflict.

 

 

What working at EY offers

  • Support, coaching and feedback from some of the most engaging colleagues around
  • Opportunities to develop new skills and progress your career
  • The freedom and flexibility to handle your role in a way that’s right for you

 

About EY

As a global leader in assurance, tax, transaction and advisory services, we’re using the finance products, expertise and systems we’ve developed to build a better working world. That starts with a culture that believes in giving you the training, opportunities and creative freedom to make things better. Whenever you join, however long you stay, the exceptional EY experience lasts a lifetime. And with a commitment to hiring and developing the most passionate people, we’ll make our ambition to be the best employer by 2020 a reality.

 

If you can confidently demonstrate that you meet the criteria above, please contact us as soon as possible.

Build your legacy with us.

Apply now.

 

Additional Information
Career Level
Top
Qualification
Degree
Years of Experience
10 years
Employment Type
Full Time
Company details
See Job Description