Associate Director - Markets - National - BD Business Development - New Delhi
Ernst & Young Global Limited
New Delhi, Delhi, India
5d ago

The opportunity

This Business Development role is to drive growth for clients, the account / hunting team and the Firm. Focusing on ..you are required to conduct rigorous account planning / hunting & account management and works to drive relationships across the client’s organization.

This includes leveraging the Firm’s key campaigns / big bets and cross-functional services for new business opportunities within the account.

The BD is accountable for revenue results. The ideal candidate should have a successful track record for developing relationships at the level of .

  • and be able to cultivate excellent relationships with new prospects and existing customers in the to ensure closure of business opportunities. Your key responsibilities
  • Own the business development / pursuit process and generate revenue month on month from the identified accounts.
  • Lead in hunting, formulating the account strategy and executing the plan
  • Work with the Client Service Partner and participate throughout the Client and Engagement Life Cycle from incubation till closure of the opportunity.
  • Keep in regular interaction with client to ensure customer satisfaction and good health of account.
  • Share knowledge and leading practices within the Area and the Firm
  • Conduct the following client facing activities :
  • oInitiate, build and sustain client relationships

    oNegotiate and participate in pricing strategy

    oResolve concerns and act as the bridge between the client and the firm.

    oEnsure client satisfaction

    oPursue new business opportunities

  • Conduct the following internal activities :
  • oDevelop account strategy and plan

    oConduct account team meetings and provide coaching

    oManage business development efforts

    oOwn 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 :
  • oLeverage 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.

    oHave 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.

    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.

  • Supervision Responsibilities :
  • oThis 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.

    oMust 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.

    Skills and attributes for success

  • Complete understanding and exposure to the Government and Public sector functioning, Bids, Tendering process, RFP, RFQ, RFI process exposure.
  • Contacts at various levels in State Government Ministries, Bureaucracy in various government departments (Secretary, Principal Secretary, ACS (Additional Principal Secretary), CS (Chief Secretary), DIT etc).
  • Should have sold / build business in e-governance projects (such as Urban, Education, Social Sector, Smart Cities, E-Municipalities, CCTNS, City Surveillance etc), Solutions around Process Re-engineering, IT Advisory, etc).
  • New Business Development, Turnaround & High-Growth Strategies, Customer Relationship Management, Budgeting & Forecasting, Contract Negotiations, Strategic Planning, Key Account Management, Operations Management.
  • Understanding of government priorities and ability to align the firms’ solution offering to same.
  • Familiarity 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.
  • To qualify for the role you must have

  • MBA with graduation degree in any field
  • Minimum 12-18 years of post-qualification experience
  • Ideally, you’ll also have

  • Focused and develop a consultative approach to have an overall understanding of sector & industry level issues along with an understanding of the technology vendor’s offerings, value propositions & competitive positioning.
  • Combine excellent communication skills, with technology & ecosystem awareness with a go-getter attitude.
  • What we look for

    We’re interested in leaders with a genuine creative vision and the confidence to make it happen. You can expect plenty of autonomy in this role, so you’ll also need the ability to take initiative and seek out opportunities to improve our current relationships and processes.

    If you’re serious about auditing and ready to take on some of our clients’ most complex issues, this role is for you.

    What working at EY offers

    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 better 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.

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