Market Segment Client Executive Team Leader - Government Health and Life Sciences

  • Competitive
  • Sydney, New South Wales, Australia
  • Permanent, Full time
  • EY Australia
  • 21 Apr 19

Market Segment Client Executive Team Leader - Government Health and Life Sciences

The opportunity

The Market Segment (MS) Client Executive Team Leader works in conjunction with the Market Segment Leader (MSL) to deliver on growth goals outlined in the Market Segment (MS) Execution plans. The MS Client Executive Team Leader will be responsible for leading the Region Market Segment Client Executive Leaders (CELs) and CEs and will have talent management responsibilities for that population.

You will be serving as a key member of the MS board and providing expert advice to the MSL and team regarding the best way to execute EY's overall go-to-market strategy in that specific market. This role will be active in the market serving as a Client Executive (CE) and/or GCSP on several large focus accounts that are relevant to the market segment and carry a significant sales and revenue target contribution to the segment. The CEL will identify opportunities that have the potential to have a differential impact on the market segment - whether through sector-wide transformation, ecosystem development, Alliance solutions, digital and managed service development etc. and then engage with clients in the testing and deployment of those transformative solutions. This role will execute in the field with the most significant clients and support the most important pursuits. This role acts as a proxy for the MSL by developing his/her own brand and voice in the market (or a specific sub-sector) as an influencer. Expected percentage of time spent per BD activity: Strategy 20%, Management 20%, Client facing 60%

Your key responsibilities

Market Segment Strategy & Leadership:

  • Provide expert advice to the MSL to instill a sales culture, develop the market segment sales plan and execute the go-to-market plan. As either CSP or BD for several accounts that are significant to the segment, lead by example in undertaking market facing activity focused on driving engagement revenue and owning relationships.
  • Carry sales and revenue targets for these accounts that make up a substantial contribution to the Market Segment targets.
  • Oversee the development of 'greenfield' or target accounts within the market segments (including those from Growth Markets platforms).
  • Develop a market-facing brand in the segment and/or a specific industry sector over time, by participating in industry conferences, engaging on social media platforms, developing and taking points of view to market and other related activities that will help support our go-to-market strategy in the segment.
  • In larger Regions this role will also serve as LEAD Reviewer for other Market Segment CELs/CEs and coaches account personnel to ensure optimal account performance by instilling ECS principles, behaviours and practices

Pursuits & Solution Deployment:
  • Works with the Services team to identify and deploy solutions that will have a differential impact on clients within the segment, including through best use of our Alliance relationships, our digital offerings, managed services, ecosystems and other relevant offerings.
  • Drive Pursuits process excellence for all strategic opportunities in the Market Segment.

Operational Excellence:
  • Oversee the monitoring/analyzing of market pipeline to ensure an appropriate cross-Service Line mix of opportunities.
  • Deliver exceptional client service by driving robust use of the Account Management Framework and other EY sales methodologies for G360 and focused core accounts within the market segment.
  • Serve as a conduit to other specialty BD resources as appropriate on key accounts and pursuits. Participate in revenue planning process for market segment.
  • Strategic identification of opportunities to improve margin levels, including challenging account teams on pricing/negotiations strategy to ensure fees are established at appropriate margin levels.

Analytical/Decision Making Responsibilities:
  • Must be able to work within a matrixed organization-balancing the needs of the client against firm initiatives and goals.
  • Need 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

Supervision Responsibilities

Operates with high level of autonomy and independence. This role has direct reports and will have talent management responsibility for the Region Market Segment Client Executives and Client Executive Leaders in the region.

To qualify for the role you must have

  • Expert client management and client relationships skills
  • Strong executive presence
  • Strong influencing skills
  • Expert communication skills
  • 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
  • Strong ability to bring new ideas and innovation to deliverables with a heavy focus on transformative digital, managed service and/or Alliance based solutions
  • A proven track record of success in a solution-oriented, professional services environment. Specific experience selling complex digital, technology and/or managed services solutions to clients
  • Solid and current up to date understanding of the external marketplace/industry and competitive landscape.
  • Strong familiarity with trends and issues that create opportunities to add value to the clients business
  • Create a strong first impression, commands attention and respect
  • Adept at all EY sales methodologies and tools
  • Ability to understand and incorporate multiple points of views and perspectives to develop solutions
  • Expert talent management and coaching skills
  • Completion of Miller Heiman methodology courses within 1-2 years of hire. Expected to remain current on EY training and curriculum (e.g. AMF, CCC, Badges, among others)
  • As the job involves responding to clients' needs and varying time zones, long hours may be required. Moderate to frequent travel will be also be required
  • University/Bachelor's Degree required. Advanced degree preferred

Join us in building a better working world. Apply now!

The preferred applicant will be subject to employment screening by EY or by their external third party provider.

© 2019 Ernst & Young Australia. All Rights Reserved. Liability limited by a scheme approved under Professional Standards Legislation.