Oceania Service Line Client Executive Leader - People Advisory Services

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

Oceania Service Line Client Executive Leader - People Advisory Services

The opportunity

The Service Line Client Executive Leader (CEL) is a market facing executive that works in conjunction with the Service Line Regional Managing Partner, Market Segment Service Line leaders, Service Line G360 Account Partners and the Regional Business Development Leader to deliver on the growth goals. Your key responsibilities will include: providing strategic market input and advice to achieve growth goals as a member of the Region SL Leadership team; developing and deploying strategic solutions and key market initiatives; driving these solutions and initiatives in the market to targeted accounts; driving these through our sales channels -G360 accounts, Market Segments and Business Development; leading the most strategic pursuits in the region - through a client facing pursuits role, upholding Exceptional Client Services (ECS) practices; collaborating with other BD team members to maximize cross Service Line opportunities, BD Lead, CSP on strategic accounts. The expected percentage of time spent per BD activity: Strategy 20%, Management 10%, Client facing 70%.

Your key responsibilities

Service Line growth strategy and deployment :

  • In conjunction with the Regional Service Line Managing Partner, instil a sales/high-performing culture, develop the service line sales plan and execute the go-to-market plan to achieve growth goals (A).
  • Driving overall sales goal across the service line, Global 360 accounts and market segments (A).
  • Develop and deploy the strategy of building the service line pipeline through strategic solutions and key initiatives (R).
  • Develop and deploy the pursuit coverage strategy to win key opportunities (R).
  • Facilitate Deal Review process across large pursuits (A).
  • Teaming with BD professionals to identify opportunities for cross-service line solutions that will drive growth (R).
  • Perform ESQ/ASQs with our most strategic accounts (R).

Service Line strategic solutions and key initiatives :
  • Driving strategic solutions and key initiatives directly in the market at accounts and through the other sales channels (R).
  • Participate in the development of strategic campaigns and tailoring them to the region/market in alignment with service line and cross service line priorities (A).
  • Educating and communicating opportunity triggers to internal stakeholders through regular account planning performance discussions (e.g., G360s, Market Segments, BDEs) (R).

Assigned Account(s):
  • Responsible for account/s as the BD lead or CSP (R).
  • Implement account management excellence using the Account Management Framework (R).
  • Responsible for developing and enhancing Exceptional Client Service (ECS) and relationships across the account (R).
  • Responsible for account revenue targets (R).

  • Serve as the BD lead on strategic pursuits - client facing (R).
  • Driving pursuits, SL integration and pull-through on top-end opportunities (R).
  • Challenging account teams on pricing/negotiations strategy to ensure fees are established at appropriate margin levels (A).
  • Developing strong commercial messaging and EY differentiators per top-end opportunities (R).
  • Lead client oral presentation delivery - including developing orals strategy, team coaching and preparations (R).
  • Support pipeline development and pursuit excellence within the service line by identifying opportunities and assisting with assigning appropriate resources to support it and executing a successful strategy to win (R). Performs client win/loss debriefs on key pursuits (R).

Operational Excellence:
  • Leverage other specialty BD resources as appropriate on key accounts and pursuits (e.g., Deal Activation, etc.) (R).
  • Monitor/analyze pipeline and trends to maximize growth (R).
  • Participate in revenue planning process (A) allocated to at least one client account and assigned with corresponding revenue and pipeline targets.

Analytical/Decision Making Responsibilities:
  • Must be able to work within a matrixed organization-balancing the needs of the client against firm initiatives and goals.
  • Needs to identify appropriate product/service offerings to meet the client's needs and determine how best to position the offering with the client.
  • Must make decisions, such as prioritize relationships to develop, negotiate with clients (external and internal) and overcome obstacle with minimal supervision. Able to work independently and manage multiple priorities simultaneously.

Supervision Responsibilities:
  • Operates with a high degree of independence and autonomy.
  • Provides indirect coaching/guidance to other EY professionals on account/service line/market segment and will be expected to inspire others through action in the marketplace.

To qualify for the role you must have -
  • Expert client management and client relationships skills.
  • Strong executive presence.
  • Strong influencing skills.
  • Expert communication skills.
  • 10-12 years of business development experience in the professional services and solutions arena (5 years with EY preferred).
  • A proven record of selling complex services and solutions at the "C" level of Fortune 500 companies.
  • A proven track record of success in a solution-oriented, professional services environment.
  • 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

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

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