EY Core Business Services - Account Business Development Executive - Senior Manager in Beijing, China

Title: Core Business Services - Account Business Development Executive - Senior Manager

Location: CN-Beijing-Beijing

Job Number: BEI001FN

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.

Overall position purpose

Inspiring a winning momentum in the Core is not a “nice to have”; it is central to the achievement of our vision. We are therefore taking deliberate steps to energize the teams and to better enable our partners to win inthis space. We see this as a critical component of Vision 2020 and a key driver of EY’s growth agenda. To ensure alignment and consistency in the execution of the strategy, the Account BDE will report to the Region’s BDL, or designee within the BD organization.

Some key activities would be:

  • Working with the Global Client Serving Partner (GCSP) and account team to achieve the goals for Global TER, margin and sales/pipeline

  • Advising the GCSP on account planning and the account strategy

  • Helping the GCSP to develop broad and deep client relationships

  • Serving as a strategic advisor to the GCSP on Service Line integration, pipelineexecution, deal review, pricing and negotiation strategies

  • Engaging with engagement teams in the field to support them on their most important pursuits

  • Supporting the account team to create and execute a plan to develop critical business relationships across the account

Qualifications:

Major Responsibilities

The Account-Centric BDE will bededicated to one or multiple Core accounts and will be responsiblefor the following four key areas:

  1. Opportunity management

  2. Client relationship development

  3. Account strategy and sales leadership

  4. Administration

Oppo rtunity management:

  • Identifying and assessing opportunities within the account

  • Managing the most strategic and largest opportunities

  • Driving strategic pursuits by using EY sales tools, processes and methodologies

  • Driving the pricing and negotiations strategy on the account

Clie n t relationship development:

  • Building relationships with C-suite/business unit buying influencers

  • Creating opportunities for other team members to engage with key client contacts

  • Identifying and building new relationships while recognizing and addressing gaps in existing relationships throughout the organization

  • Delegating relationship management (as appropriate)

  • Driving ECS in every external and internal encounter which includes:

  • Being connected to the clients’ business agenda and leveraging the global EY network to connect our clients to the right people

  • Being responsive to our clients’ needs and seeking and providing continuous feedback

  • Being insightful through proactively sharing relevant insights

  • Participating in the ASQ/ESQ process A cc ou n t strategy and sales leadership:

  • Instilling a winningculture within assigned account(s)

  • Sharing leading practices throughout the BD organization

  • Managing the overall messaging and branding of relationship

  • Managing the overall account plan and revenue plan

  • Being involved in the account deal review Admini s t r ation :

  • Managing the metrics — providing oversight and addressing challenges

  • Forecasting (three year plan)

Requirements: Qualifications, knowledge & experience

  • 6-10 years’ experience in a strategic sales environment with a proven track record.

  • Strong financial knowledge gained through selling complex solutions that require business case development.

  • 2 years’ experience working in a professional services environment.

  • Experience selling to C’suite and heads of business units.

  • Strong knowledge of target industry regulatory environments, drivers, issues, initiatives and practices.

  • Demonstrable results in sales and sales management within a strategic solutions sales environment with a proven ability to lead teams brought together around an account opportunity.

  • Demonstrated commercial acumen

  • Excellent interpersonal, presentation and selling skills

  • Ability to quickly understand complex products and broad service offerings

Measures/Objectives

Qua n ti t ati v e metrics: 60%

  • Revenue: 20%

  • Global TER – plan to actual and year-over-year growth

  • Three-to-five year long-term growth plan

  • Service Line integration

  • Sales and pipeline:40%

  • Percentage of addressable market

  • FoP expansion

  • Expansion of existing FoPs

  • In-roads into new FoPs

  • Global expansion (if applicable)

  • Personal sales goal

  • Driving pipeline

  • Win rate

  • Driving sales at appropriate margin levels Quali t ati v e metrics: 40%

  • Exceptional Client Service:

  • Ensuring ECS is incorporated in all external and internal encounters

  • Driving ECS by utilizing EY’s sales methodologies, tools and enablers

  • Sharing and delivering ECS insights and best practices across the assigned account(s)

  • Working with our client service professionals to drive ECS through energizing our winning culture

  • Utilizing the ASQ/ESQ process and win/loss debriefs

  • Driving relevant thought leadership and Global

  • Growth Platforms to clients through account teams

  • People engagement and teaming:

  • Developing account team members

  • Instilling a winning culture throughout the account

Competencies

Business Acumen

Coaching and developing others

Communication and influence

Leadership

Quality service delivery

Relationship management

Teamwork

HR Number: 85245