Asst Director - Account Relationship & Development

Company Description Hiring for our leading international Consulting firm

Job Description

Role:

Asst director / director : Account relationship & development.

Exp: 11 years to 18 years in Technology consulting industry.

Shift: General

Location: Anywhere in Mumbai

Responsibilities-

· Lead and drive the business development and sales activity on focused target accounts creating relationships and originating new opportunities.
· Preparing account, strategy and execution plans. Refresh the account strategy based on market changes and white space analysis for the firm.
· Deploy a clear and consistently applied sales management process to increase new business as well as accelerate speed of capture time by thoroughly understanding the buying process.
· Spend 80% of time engaged in sales and market facing activities. Map the decision-making cycle for each opportunity.
· Assist with proposal development, focusing on the KPMG value proposition, key differentiators, and win themes.
· Managing portfolios of enterprise accounts.
· Own the preparation and presentation of comprehensive proposals aimed at pursuing new opportunities with existing clients.
· Analyze various reports to assess business health including pipeline coverage, forecast and achievement vs. pipeline and booking goals.
· Coordinate relationship building activities with appropriate partners, engagement managers, subject-matter professionals, and other KPMG personnel on the engagement team(s) in an effort to help ensure they are well advised on important matters.
· Engage in Account Management including Account planning, Client procurement, Meeting follow-up, Pipeline development, Opportunity pursuit, Contract negotiation, Risk management, Proposal and Statement of Work (SOW) development, and Revenue attainment.
· Discussion between client leadership and KPMG leadership team to identify their future plans and key areas of collaboration.
· Demonstrate excellence in applying Market EDGE to qualify opportunity and gain insights from win/loss reviews as input to the integrated sales management process.
· Monitoring market segment trends, industry issues, and competitive intelligence.
· Driving the culture of the team to promote compliance with legal, regulatory and internal risk management requirements and ensuring team is up to date with KPMG engagement risk management processes.
· Aligning Service Line and account-based initiatives with Market Segment Leaders (MSLs) and Global 360 (G360) Global Client Service Partners (GCSPs).
· Develop collaborative relationships with lead partners and their teams and communicate priority solutions and relevant positioning strategies for their clients.
· Monitor performance of sales enablement and execution through pipeline accuracy, pattern identification and promotion of key wins to increase conversion rates. Also, maintain hygiene with respect to CRM
· Conducting win/loss debriefs across the Region and Assessment of Service Quality (ASQ)/Expectations of Service Quality (ESQ) discussions

Skills required:

· Strong executive presence, relationship management and development skills.
· Past experience of managing/working in the Technology sector
· Understanding of Technology sector landscape in India and Global
· Ability to work in a fast paced, demanding, deadline-driven environment.
· Excellent stakeholder and people management skills.
· Good thinker with ability to understand concepts and with relevant industry experience and, ability to pen those ideas/thoughts in sectoral point of views/thought leaderships
· Effective networker with ability to understand client needs.
· Excellent negotiator, sales focused, target oriented, effective communicator and analytical bent of mind.
· Strategic thinker with ability to understand concepts
· Skilled in MS Excel and Powerpoint

Qualifications

BE in IT or equivalent