Client Executive - Leading Consumer Products

The opportunity
Client Executive – Leading Consumer Products client
The leading Consumer Products client is one of our firm’s strategically important global accounts and which is on a rapid growth and maturity trajectory.. We have a longstanding and successful relationship working with this client across the globe and play a key advisor role to them across multiple functional areas such as finance, commercial strategy and execution, tax, supply chain as well as technology.

The Global EY account team works with the client across 82 countries with key focus on operations & leadership teams in UK, India, WEM, Singapore, Brazil and USA. Our ambition with the client is to become one of their most trusted and preferred advisors supporting their growth and transformation ambitions over the next 3-5 years.

The Client Executive role plays a critical role in EY’s relationship with the client, driving long term augmented , deeper and more relevant relationships with a range of senior stakeholders from C-suite to C-3 across Group, divisional and regional constructs. The successful candidate for this role will be tasked with increasing our market share, improving our Brand impact and building on an already successful working relationship. As a senior leader in our business development function, this person will be responsible for instilling a winning culture on two levels:

• Within the account: Managing key relationships and coaching others to do so in line with overall account and revenue plans.
• Across the Consumer Products & Retail (CPR) market segment business – contributing to growth plans

The successful candidate will have a close interest in the CPR, Life Science and Consumer Health business landscape. Ideally, they will be used to operating within a matrix structure.
Reporting to the Business Development Leader and the Global Client Service Partner, the central pillars of responsibility for the role are:

Global Account Strategy & Sales Leadership

• Drive revenue, sales and relationships on the account, embedding EY as a trusted advisor and go-to supplier.
• Develop and drive account planning and the global account strategies through regular account planning performance discussions in partnership with the GCSP.
• Act as a proxy for the account GCSP in any internal sessions, client calls/meetings, workshops and key activities where needed.
• Develop and achieve personal sales goal, driving key propositions and content to originate sales and opportunities.
• Account development into new / less developed areas of the account where there is sufficient revenue growth opportunity or key strategic focus for EY’s ambition.
• Provide expert advice and co-develop the global accounts strategy with the GCSP and/or account teams by utilizing the account management framework.
• Drive a winning culture of continuous improvement within the assigned account through regular performance discussions.
• Act as a strategic advisor to the GCSP and global account team on pipeline execution, deal review, pricing and negotiation strategies.
• Execute in the field with engagement teams to support them on their most important pursuits and client relationships.
• 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, Alliance introductions and exploration workshops, Growing Beyond Borders sessions, Wavespace sessions.
• Lead discussions and actively participate in the services BD network to share best practices and Exceptional Client Service (ECS) principles.

Exceptional Client Relationship Building

• Initiate, build and sustain exceptional client relationships to the most senior levels at the client, ensuring global connectivity to regions internally and externally.
• Develop and execute account plans to develop critical business relationships across the account, identifying and addressing any relationship gaps.
• Drive exceptional client service in every external and internal encounter, including:
  • Being connected to the client’s business agendas and leveraging the global EY network to connect our client to the right people
  • Being responsive to our client’s needs; seeking and providing continuous feedback through Clients Insights Program
  • 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 work with the GCSP and account teams in the development of relevant, wide-reaching and leverage-able client relationships worldwide, coaching junior team members where necessary to create lasting many-to-many relationships in the account
• Serve as contact member of the core team for customer concerns if/when they arise; identify appropriate resolution to achieve client satisfaction and retention.

Opportunity management

• Proactively seek out and 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 key Alliances, digital activation and managed service provision
• Leverage and drive strategic pursuits tools, which include EY sales tools, processes and methodologies
• Instil strategic commercial/pricing methodology to optimize account margins
• Participate in deal review process(es) as required
• Negotiate and implement global strategic framework agreements supported by global rate cards
• Identify EY ‘field of play’ expansion opportunities relevant to the account and our services.

Success in this role is measured quantitatively – in revenues, in-year sales and pipeline generation – and qualitatively through measurement of Exceptional Client Service metrics.

Credentials / Profile Sought

Qualifications and Experience

• 7+ years of business development experience in the professional services and solutions arena.
• Specific experience selling complex digital, technology and/or managed services solutions to clients
• Relevant and current experience of and credibility in the Consumer and / or Life Sciences marketplace
• Demonstrable ability to build relationships at a senior level - comfortable to make cold contact with senior executives
• Demonstrable track record selling complex projects or services aligned to client issues or growth agendas at the "C" level of Fortune 500 companies with a preference in a professional services environment
• Experience of successfully managing a global procurement relationship, protecting margin & growing revenues
• Ability to devise and position propositions to a client – articulating and capturing value
• Solid B2B selling experience and capability, involving management of multiple stakeholders, often within a long sales cycle
• Experience of a team‐based model of business development, working with specialists to co-develop client needs and consistently deliver results
• Significant track record of successfully owning, driving development of, and managing complex account(s)
• Strong understanding of key industry drivers and how these impact on client accounts
• Ability to deal with complex organisations in order to navigate and influence across a partnership structure; experience of a partnership culture / consulting environment would be beneficial
• Ability to manage multiple stakeholders both across EY’s leadership and in client organisations
• Experience coaching others in a business development environment
• Educated to University/Bachelor’s Degree level; advanced degree would be beneficial.

Personal Characteristics

• Excellent relationship building skills, with the ability to utilise relationships to uncover and develop opportunities
• A high degree of perception, with the ability to read people and an ability to communicate a message effectively
• Ability to quickly understand complex products and broad service offerings
• An opportunistic mindset and ability to quickly promote realization of opportunities in the relevant market sector
• Ability to work autonomously and strategically
• Highly developed influencing skills to gain access to the breadth of the client organisation, and influence internally in EY in support of business development objectives and meeting clients’ needs
• A cerebral, focused and consultative approach to business development activity.

Other Requirements:

• As the job involves responding to clients' needs and varying time zones, long hours are regularly required. Moderate to frequent travel will be required.

What we offer
We offer a competitive remuneration package where you’ll be rewarded for your individual and team performance. Our comprehensive Total Rewards package includes support for flexible working and career development, and with FlexEY you can select benefits that suit your needs, covering holidays, health and well-being, insurance, savings and a wide range of discounts, offers and promotions. Plus, we see huge value in:

• Diverse and inclusive culture: You’ll be embraced for who you are and empowered to use your voice to help others find theirs
• Continuous learning: You’ll develop the mindset and skills to navigate whatever comes next.
• Success as defined by you: We’ll provide the tools and flexibility, so you can make a meaningful impact, your way
• Transformative leadership: We’ll give you the insights, coaching and confidence to be the leader the world needs.

Please note
Prior to finalizing your application, you will be asked to provide personal information across several dimensions of diversity and inclusiveness. The information you provide is kept entirely confidential and will not be used to evaluate your candidacy. We collect this data to help us analyse our recruitment process holistically and implement actions that promote diversity and inclusiveness. While optional, we encourage you to provide this information to hold us accountable towards our goal of building a better working world. Read more about our commitment to diversity & inclusiveness here. We ask because it matters!

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

The exceptional EY experience. It’s yours to build.