Business Development Associate Director/Director

Your key responsibilities

You will be responsible for delivering sales within your assigned accounts, market segment of service line challenged with achieving personal sales and pipeline targets. You’ll develop sales plans and act as a Strategic Advisor, Chief Revenue Officer and proxy to the Global Client Service Partner (GCSP), internally and externally, with the common objective of achieving an exceptional client service experience. As much as 80% of your time will be externally focused, actively engaging with your client(s). Additional time will be spent on strategy and management initiatives.

Skills And Attributes For Success

Thriving in a matrixed organization is essential, balancing the needs of the client against business initiatives and goals. Your ability to develop and build relationships is vital as you collaborate with colleagues across the firm to drive a coordinated market effort. Possessing natural coaching skills, you’ll inspire others with your actions in the market. You’ll be a trusted advisor to the GCSP and the account team, acting in a consultative manner. You’ll be the catalyst that pulls stakeholders together to drive strategic initiatives and enable revenue growth.

Demonstrating market leadership:

• Serving as a Business Development Associate Director on core account(s) and/or being responsible for a defined account portfolio as the client facing BD Executive
• Participating in key external events and meetings — client meetings, presentations and roundtable etc.
• Building and leveraging personal external networks and relationships
• Participating in and/or lead the core account(s) most strategic pursuits
  

Executing market strategy and objective:

• Working with the leadership team to develop a market execution plan
• Aligning Service Line and account-based initiatives with Market Segment Leaders (MSLs) and Global 360 (G360) Global Client Service Partners (GCSPs)
• Instill Exceptional Client Service (ECS) principles in Service Lines, Market Segments and accounts
• Own and initiate select key relationships in the market
• Overseeing deployment of thought leadership within core accounts and targets
• Monitoring market segment trends, industry issues, and competitive intelligence.
• Analyzing and reacting to business competition and developments to maintain agility and responsiveness to clients’ needs and requirements
  

Helping to build and develop a high impact BD organization:

• Ensuring business development objectives are met as part of a high impact business development team
• Ensuring the BD organization has subject matter specialists in Core sales methodologies and tools
• Conducting win/loss debriefs across the Region and Assessment of Service Quality (ASQ)/Expectations of Service Quality (ESQ) discussions
• Facilitating training and provide coaching to partners and senior managers on markets foundational learning programs and Market Enablement tools
• Educating and communicating cross Service Line opportunity triggers to internal stakeholders (e.g., Partners, Business Development Executives (BDEs) and Senior Managers
  

Sales Management:

• Deploying and monitoring Sales Management processes, policies and procedures in order to ensure the consistency, efficiency and quality of internal and external customer expectations
• Ensuring continuous improvement in customer experiences through development and deployment of best practice processes
• Driving operational excellence in the following areas:
  

Lead Generation – Uncovering Clients’ Requirements And Hence EY Opportunities

• Pipeline — discipline and reporting
• Financial — negotiation, pricing, margin
• Sales and revenue forecasting
• Account planning reviews with G360 and Core accounts
• Win/Loss debrief reporting and recommendation
• ASQ / ESQ reporting and recommendations
  

To qualify you must have

• An advanced degree or MBA
• At least 10 years of relevant working experience in Business Development or Solution Sales in one or more of the following sectors: Real Estate, Consumer, Transportation, Industrial, Telecommunication, Media & Technology, Government and Public sector and Resources
• An established professional network within the UAE business community
• Strong executive presence and the ability to influence
• Strong coaching and mentoring skills
  

Ideally, you will also have

• Expert ability to team with and influence partners and senior leaders to formulate the best strategy to serve the client In-depth understanding of EY's service offerings, sales/pursuit methodologies, tools and enablers
• Deep knowledge of ongoing market trends, issues and competitive intelligence that create opportunities for Business development
• Strong external market presence underpinned by social media activity, external event speaking etc.