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hace 2 semanas
The opportunity The role of an Account Manager (AM) entails taking responsibility for one or two priority accounts to drive end-to-end account management.
This involves collaborating with the global account leadership to define the account strategy and plan and create initiatives and programs to achieve agreed account ambitions and desired outcomes.
Additionally, the AM will encourage the involvement of service lines across all locations and establish and manage the operational framework for the account team.
This entails overseeing key processes such as annual account planning and execution, sales forecasting, pipeline management, client relationship management, account operations & compliance, and monitoring and mitigating issues and risks.
Your key responsibilities Account acceleration: Drive account strategies with the account team aligned with the acceleration program through focused sessions to expedite account growth.Co-develop Account Client Experience (CX) strategy and own CX program execution.Serve as a master connector across the entire account landscape for the account team on account strategy and activation.Continuously grow internal firm relationships to expand your network and understanding of the firm's capabilities.Understand and position the GDS Client services (CS) capabilities with the GCSP and account leaders to aid in overall client delivery by facilitating the right connections.Help teams prioritize opportunities based on knowledge of account strategy and leverage global tools e.g., Pursuit Diagnostic Toolkit.Act as the PMO on strategic account initiatives.Sales & program management: Manage the annual global revenue planning process with service leaders on EY's priority accounts.Drive Field of Play (FOP) and integrated service line planning and activity across the account.Actively promote the activation of solutions, alliances, and managed services across the account by working along with the relevant account stakeholders.Co-develop the relationship strategy and management of the global relationship map.Sales forecasting and tracking pipeline movements; identify potential service gaps; account performance reviews.Collaborate with CE and/or SL Leads on sales activity.Understand GDS Client services (CS) capabilities and promote them with the GCSP and account leaders to aid in overall client engagement delivery.Actively engage with the A&E relationships and promote the activation of relevant Solutions across the account.Promote pursuit excellence by teaming with the Deal Activation team on deals, project managing small to medium complex opportunities.Assist in the management of proposal (RFP) responses by facilitating bid/no-bid decisions, developing and engaging the relevant teams to develop/refine RFPs.Collaborate across Markets and other CBS functions such as BMC, Knowledge, Risk Management, Global sector/industry team as per account needs.Information & knowledge management: Work with GCSP and CE as one account team to ensure account operations are tight and interdependencies are seamlessly working together to ensure cohesive account management.Manage an operating cadence of the account team to include core sales, operations, and marketing processes (KPI Insights, action item updates, planning meeting agendas, etc.
).Leverage the wider GDS ecosystem to execute innovation initiatives and growth drivers (ex: Region Driven, Sector driven, client-driven).Identify key areas for innovative transformation, develop plans, and act as a change agent to optimize processes and drive adoption with account leaders.Lead account level onboarding to new leadership, EP's, and key Senior Managers.Build and manage a repository of team information (MSA, Account meeting actions, SOW, etc.
).Identify key areas for innovative transformation and act as a change agent to optimize digital tools, technology, and processes (SharePoint, MS lists, teams, power automation, etc.
).Marketing management & internal communications: Determine, drive, and ensure distribution of relevant thought leadership and alumni initiatives across the account portfolio.Coordinate with region market segment and/or region service line to manage campaigns.Embed D&I initiatives across the account portfolio.Collaborate with Area/Region Wavespace to drive account sessions to identify opportunities and improve client experience scores.Establish an Account community within GDS to align all GDS Account team members with the account's priorities, growth and transformation ambitions, and ways of working, systems and tools.
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