Business Development- Director - UKI

London, England, United Kingdom
Competitive salary
17 Jun 2019
18 Jun 2019
Approved employers
Approved employer
Job role
Finance director
The opportunity
The Region Business Development Leader (BDL) is an innovative member of the Regional Leadership Team (RLT). The role is responsible for the development and execution of an integrated growth strategy across G360s, Market Segments and Services including the driving of regional go-to-market campaigns.
This includes, building and leading a diverse, high-performing, market- facing Business Development (BD) team, and demonstrating market leadership through accounts and pursuits by instilling an exceptional client experience culture. The Region BDL is also expected to lead by example by taking on a significant designated market facing role (i.e. Senior Advisory Partner (SAP), GCSP, CSP on a HQ focus priority account/G360 inbound, or with relevant specific sector region experience, a Market Segment Leader (MSL) role) and associated targets.
The role will be consistently active in the external market as well as internal communications and media as a voice of EY. Expected percentage of time spent per BD activity: Strategy 30%/Management 30%/Client facing 40%.
Essential Functions of the Job:
Demonstrating market leadership as a GCSP or BD on at least one HQ Focus priority account/G360 inbound. Lead and drive an operationally-efficient, diverse and inclusive market-facing BD organization. Shape and drive innovative commercial work streams in line with country growth strategy and market dynamics.
Shape and drive commercial workstreams in line with regional growth strategy: Utilizing the growth drivers in the MLP to create and drive appropriate go-to-market campaigns. Targeted, qualified entry into new/emerging market sectors/sub segments such as Autonomous Vehicles, Biotech etc, enhancing our replenishment strategy. Develop and embed clear, outcomes based propositions and supporting credentials. Champion and drive account-centricity.
Building and leading an operationally efficient, market-facing BD organization: Ensure that the appropriate global target operating model is established and refined against changing market dynamics. Develop a diverse and inclusive BD
Leadership Team with specific responsibilities to execute the model and strategy and line manage. Clear commercial governance and cadence across individual and team sales targets underpinned by robust data to enhance decision-making and interventions. Define career pathways and talent pipeline in line with changing market dynamics. Establish a culture and commitment to life-long learning to respond to ongoing market dynamics. Ensure a first-class, innovative Pursuits team that utilizes automation and GDS. Coach P/ED/Ds in market (including Exceptional Client Service (ECS) principles and guidelines).
Demonstrating Market Leadership: Participating in key EY focused external events and meetings - client meetings, EOY, SGF, etc. (R). Owning and driving the development of a winning and high-performing culture in the Area (A). Working with Area and Regional leadership team to create an optimal BD resource investment plan (R). Monitoring Market Segment trends, industry issues, and competitive intelligence (A). Building and leveraging personal external networks and relationships (R). Conducting win/loss debriefs and ESQs/ASQs on our most strategic accounts on a regular cadence, assessing performance and performing an enhancement plan(R). Taking a market facing role with associated targets.
Examples of such roles below a) SAP (Senior Advisory Partner) roles on an account(s) depending on size of account.
Provide support to the GCSP and potentially own some senior relationships at the account. Take some accountability for overall account targets. b) GCSP/CSP - Take an account partner role across one or more accounts depending on size. This would include direct accountability for account performance against agreed targets in addition to an individual sales target which would be a subset of the overall. c) MSL role - Act as an Market Segment Leader. Appropriate where an individual brings sector/regional expertise. Comes with respective targets. d) Other roles as agreed and deemed appropriate by markets leadership.
Key Responsibilities:
Analytical/Decision Making Responsibilities:
Using relevant business data i.e. profit and loss statement (P&L) etc., knowledge of EY, external market and sales methodologies design and support investment decisions and commercial trade-offs.
Supervision Responsibilities:
The role will have direct reports and has direct responsibility for building a culture of success by leading and driving the execution of high -performing, diverse and inclusive sales talent management (hiring, developing, assessing, etc.) within the Region Business Development Team.
The role will also provide mentoring to many within the Region BD organization as well as regular feedback for identified leaders. This role will have LEAD Reviewer responsibilities. Operates with high degree of independency and autonomy.
Knowledge and Skills Requirements:
  • Proven track record of generating revenue through business development, sales and pursuit management.
  • Demonstrated drive, determination and resilience, and track record in being able to overcome barriers and gets results through people.
  • Expert Executive presence, interpersonal and communication skills, Able to quickly establish personal credibility and demonstrate expertise.
  • Expert talent management skills.
  • Demonstrated change leadership skills around agility, adaptability and adoption. Appreciation of cross cultures and the importance of diversity.
  • Understanding of market trends and client triggers that create opportunities for Business development. Strong knowledge of current and emerging sales tools, methodologies and go-to-market (GTM) models including social media. Leading and credible social media profile.
To qualify for the role you must have
  • 12 + years of experience in business development and/or complex services and solution sales, gained from sizable multinational professional services firms or large Global Technology companies.
  • Experience in managing and driving high-performing diverse and inclusive sales teams. Experience in delivering people and cultural change programmes.
  • University/Bachelor's Degree required. Advanced degree preferred. (This should be modified per Area to meet cultural education requirements as determined by recruiting).
Certification Requirements:
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).

What working at EY offers
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 offer:

  • Support, coaching and feedback from some of the most engaging colleagues around
  • Opportunities to develop new skills and progress your career
  • The freedom and flexibility to handle your role in a way that's right for you

EY is committed to being an inclusive employer and we are happy to consider flexible working arrangements. We strive to achieve the right balance for our people, enabling us to deliver excellent client service whilst allowing you to build your career without sacrificing your personal priorities. While our client-facing professionals can be required to travel regularly, and at times be based at client sites, our flexible working arrangements can help you to achieve a lifestyle balance.

About EY
As a global leader in assurance, tax, transaction and advisory services, we're using the finance products, expertise and systems we've developed to build a b etter working world. That starts with a culture that believes in giving you the training, opportunities and creative freedom to make things better. Whenever you join, however long you stay, the exceptional EY experience lasts a lifetime. And with a commitment to hiring and developing the most passionate people, we'll make our ambition to be the best employer by 2020 a reality.

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

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