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Ernst & Young, one of the world’s leading professional services organizations, helps companies across the globe to identify and capitalize on business opportunities, is seeking a Pursuit Leader.
The opportunity
The Strategic Pursuits Leader Associate Director will be assigned to lead complex Strategic pursuits in the Area portfolio across all key phases, up until close.
Your key responsibilities
The role is responsible for directing the pursuit strategy and position the firm’s thought leadership, global capabilities, resources, and overall credentials to positively distinguish EY from competitors and win the new business opportunity. The role will consult with key stakeholders to build and organize the appropriate pursuit team and to respond effectively to the potential client’s needs. This role will have responsibility to update, assess and make recommendations to Area Pursuit and BD Leadership, Client Service Partners and Firm leadership to continue or stop the opportunity/pursuit
Tasks
Strategic pursuit and opportunity management
Lead assigned opportunity from start to finish
Assess and determine levels of support needed based on the opportunity (just in time support, tools and enablers or allocated resources)
Confirm all steps of the pursuit proposal process and adhere to producing content and final product of the highest quality.
Drive the momentum of the pursuit and lead all members of the pursuit team to make certain that deliverables are met, duties are shared appropriately, and enthusiasm and motivation remain high
Drive quality and efficiencies through the creation and implementation of rigorous process and controls
Partner with Regional pursuit teams where applicable to provide a full-service Business Development (BD) coverage model for strategic, high-end pursuits
People management responsibilities
Instill Exceptional Client Service to internal and external stakeholders through the BD Pursuit Strategy team’s best in class pursuit process
Deploy resources where applicable
Responsible for meeting delivery deadlines through control of workflow. Develop and maintain metrics on team performance. Provide feedback to the BD leadership on the teams’ contributions
Develop and coach the BD Pursuit Strategy team by providing ongoing one-on-one coaching, mentoring and professional development support to challenge and guide each individual to his or her full potential
Provide formal feedback in LEAD (EY’s Performance Management Platform) to all pursuit team members that have worked on pursuits they have lead, including, but not limited to, the Global Client Service Partner (GCSP), Center of Excellence (COE) individuals, other Pursuits Group team members, etc.
Strategic client, internal and external communications
Drive strategic messaging and lead conceptualization of all client-facing materials
Build strategic alliances with and support Client Executives (CEs) and senior managers in the co-development of pursuit strategy and external meeting structure and content
Implement Global pursuit material for the Area
Establish course of action for efficient and effective completion of team projects
Manage and lead the development of account, and opportunity “value-propositions”
Decision making responsibilities
Utilizes understanding of the external marketplace, competitors, EYs resources, risks, etc. to determine the appropriate strategy for each pursuit (including alignment of tools, enablers, resources). This can include determining to pursue or decline opportunities.
Supervision Responsibilities
Operates with considerable autonomy and minimal direction
Influences and provides indirect coaching to resources including client servers who do not reside within the BD organization
Other Responsibilities
Participate in external and internal networks such as professional business development associations like Association of Proposal Management (APMP)
Skills and attributes for success
Strong sales and commercial skills on complex, large deals
Excellent oral and written communication skills
Excellent planning, time management and organizational skills
Strong executive presence and ability to build and sustain client relationships at the highest levels of the firm and with C-suite clients.
Ability to influence without authority
Ideally, you’ll also have
Strong external market presence, potentially underpinned by social media profile/activity, external event speaking
Working knowledge of a partnership/professional services environment
University/Bachelor’s Degree required. Advanced degree preferred
Association of Proposal Management (APMP) and / or Program Management Institute (PMI) certification preferred
Other Requirements
Completion of Miller Heiman methodology courses within 1-2 years of hire
Expected to remain current on EY training and curriculum (e.g. Account Management Framework (AMF); Culture, Change and Communications (CCC); Badges; among others)
As the job involves responding to clients’ needs and varying time zones, long hours are regularly required. Moderate to frequent travel will be required.
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