EY - Senior Manager - Business Development

About EY:

Ernst & Young, a global, market leading, professional services firm, with dynamic people in more than 140 countries, is committed to operating with integrity, quality and professionalism in the provision of audit, tax, risk advisory and transaction advisory services. We strive to help all of our people achieve their professional and personal goals through an inclusive environment that values everyone's contributions, appreciates diversity of thought, fosters growth, and provides continuous opportunities for development.

The Business Development Executive's (BDE) primary role is to drive results for clients, the account/hunting team and the Firm. Focusing on y Accounts, the BDE conducts rigorous account planning/hunting and management and works with accounts to drive relationships across the client's organization to ensure client satisfaction. This includes leveraging the Firm's key initiatives and cross-functional services for new business opportunities within the account. The BDE is accountable for revenue results. The ideal candidate will have a successful track record for hunting and developing relationships at the - C- level of running accounts and should also understand the entire tendering process.

Roles/Responsibilities

Essential Functions of the Job:

- Own the business development/pursuit process and generate Revenue month on month from the accounts.

- Lead in hunting, formulating account strategy and executing the plan

- Work with the Client Service Partner and participate throughout the Client and Engagement Life Cycle.

- Share knowledge and leading practices within the Area and the Firm

- Conduct the following client facing activities:

- Initiate, build and sustain client relationships

- Negotiate and participate in pricing strategy

- Resolve concerns

- Ensure client satisfaction

- Pursue new business opportunities

- Conduct the following internal activities:

Develop account strategy and plan

Conduct account team meetings and provide coaching

Manage business development efforts

Own and manage the pipeline

- Hunt for new accounts, work with business operations to oversee the development of proposals, touchpoint campaigns and direct and lead account coordinators on their assigned accounts

Analytical/Decision Making Responsibilities:

This person must leverage the Firm's key initiatives and cross-functional services for clients and new business opportunities to grow revenue in alignment with the Firm's strategy.

He/she must have a seasoned understanding of hunting, know the accounts marketplace/industry, competitive and account information and the ability and deep experience to team with and influence technical partners to serve the client. The BDE must be able to work within a matrix organization while balancing the client's needs with the Firm's and service lines- initiatives and goals.

Knowledge and Skills Requirements:

- 10+ years- experience, post-qualification

- MBA any discipline (Tier 1 Institute pass-out, preferred)

- Is familiar with trends and issues that create opportunities to add value to the client's business.

- Makes clients and their needs a primary focus of one's actions; initiating, building and sustaining productive client relationships resulting in delivering quality service and ensuring client satisfaction

- Ensures that a meeting serves its business objectives while using appropriate interpersonal styles and methods

- Actively participates as a member of the hunting/account team to move the team toward the completion of goals

- Clearly conveys information and ideas through a variety of media to individuals or groups in a manner that engages the audience and helps them understand and retain the message

- Identifies opportunities and takes actions to build strategic relationships with partners, sr. mgrs, Area/Sub-Area leadership teams, practices and other areas, teams or departments to help achieve business goals

- Creates a good first impression, commands attention and respect, shows an air of confidence, and deals comfortably with colleagues

- Uses appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients

Supervision Responsibilities:

This is a individual contributor role. Although he/she generally does not have direct responsibility for supervising department personnel, this person must have strong influencing skills to work with technical partners and operations staff in order to get the right resources to serve the client. Must be able to make decisions, such as prioritize relationships to develop, negotiate with clients (external and internal) and overcome obstacles with minimal supervision. Makes independent decisions with little input from BD Leader.

Other Requirements:

Should have handled CEO/CFO relationships in the running hunting/account market. Should have good understanding of clients in the northern region and should have had enough exposure to businesses and consultative selling.