Client Executive - London, United Kingdom - EY

Verified Company

London, United Kingdom

3 weeks ago

Posted by:

Tom O´Connor

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Description

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.

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

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 goto 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 codevelop 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, widereaching and leverageable client relationships worldwide, coaching junior team members where necessary to create lasting manytomany 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.

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