IFS - Account Driver

Job Summary

In this role the job holder will

• Work with the Global Relationship Partner and account team to implement an effective One Firm account strategy including leading the design and delivery of an annual Client Planning Workshop (CPW); and taking responsibility for executing the annual account plan (to include relationship map, pipeline, investment plan and marketing plan)
• With guidance from the GRP/LRP take responsibility for managing and executing account team co-ordination and communications by participating in account team meetings and driving actions from those meetings; and managing other account communication tools and ensuring other account communication tools are in place
• Ensure relevant thought leadership and hot topics are cascaded to the account team and targeted at appropriate stakeholders
• Embed Salesforce usage on the account to track and report opportunity pipeline and meetings by leveraging best practice (behaviours and processes) to capture BD activity
• Coach teams using the Pursuit methodology on all priority proposals and opportunities and promote opportunity management best practice
• Ensure value is being delivered to the client by designing a systematic process to evaluate client satisfaction on all high value client engagements and proposals, including undertaking PDRs and post engagement reviews
• Support the negotiation of the client MSA/rate cards and advise teams on engagement compliance where required
• Act as the firm’s principal point of contact with the client’s procurement function by scheduling catch up meetings to discuss pipeline, completed projects and overall client relationship
• Bring value to client meetings by challenging and coaching the GRP/LRP and other stakeholders to stand “in the client’s shoes”
• Build valued and valuable relationships with key clients beyond procurement with a view to broadening understanding of key client issues and developing new revenue generating opportunities
• Manage the overall commercial relationship with the client by advising account/engagement teams on engagement structure, risk and pricing decisions.

Requirements

The following skills are required for this role

• Graduate calibre with a proven track record in business development, sales and marketing ideally within a professional services environment.
• KSA National s required for this role
• A sound business understanding as well as a broad knowledge of the firm’s xLoS service offering
• High degree of commercial awareness
• Proven experience in executing account strategy and implementing account management processes
• Excellent project management skills (supervising and executing)
• Excellent influencing and powerful communications skills
• Creative and innovative approach to problem solving
• Proactive with a positive “can do” attitude
• Self starter and an ability to work unsupervised