Work with the Global Relationship Partner and account team to implement an effective One Firm account strategy including leading the design and delivery of an annual Client Planning Workshop (CPW); and taking responsibility for executing the annual account plan (to include relationship map, pipeline, investment plan and marketing plan)
With guidance from the GRP/LRP take responsibility for managing and executing account team co-ordination and communications by participating in account team meetings and driving actions from those meetings; and managing other account communication tools and ensuring other account communication tools are in place
Ensure relevant thought leadership and hot topics are cascaded to the account team and targeted at appropriate stakeholders
Embed Salesforce usage on the account to track and report opportunity pipeline and meetings by leveraging best practice (behaviours and processes) to capture BD activity
Coach teams using the Pursuit methodology on all priority proposals and opportunities and promote opportunity management best practice
Ensure value is being delivered to the client by designing a systematic process to evaluate client satisfaction on all high value client engagements and proposals, including undertaking PDRs and post engagement reviews
Support the negotiation of the client MSA/rate cards and advise teams on engagement compliance where required
Act as the firm’s principal point of contact with the client’s procurement function by scheduling catch up meetings to discuss pipeline, completed projects and overall client relationship
Bring value to client meetings by challenging and coaching the GRP/LRP and other stakeholders to stand “in the client’s shoes”
Build valued and valuable relationships with key clients beyond procurement with a view to broadening understanding of key client issues and developing new revenue generating opportunities
Manage the overall commercial relationship with the client by advising account/engagement teams on engagement structure, risk and pricing decisions.
Requirements
The following skills are required for this role
Graduate calibre with a proven track record in business development, sales and marketing ideally within a professional services environment.
KSA National s required for this role
A sound business understanding as well as a broad knowledge of the firm’s xLoS service offering
High degree of commercial awareness
Proven experience in executing account strategy and implementing account management processes
Excellent project management skills (supervising and executing)
Excellent influencing and powerful communications skills
Creative and innovative approach to problem solving