Senior Manager

The opportunity : Senior Manager-FS-Markets-CBS - CI - BD CE Leadership - Mumbai

FS :

Finance fuels our lives. Banking, Insurance and Wealth management, create the foundations for growth, prosperity and peace of mind. No other Industry touches so many people or shapes so many lives.

Amid sweeping regulatory change, today s financial services institutions are focusing on digital transformation, convergence and disruption from an array of nontraditional competitors all while meeting greater demands for trust and transparency.

To address this delicate balance of issues, our competent team of business strategists, technologists and industry leaders bring fresh thinking and sector knowledge across banking and capital markets, insurance, and wealth and asset management. The results are seamless collaboration, innovative problem solving, breakthrough performance gains and sustainable value creation.

We recruit, train and nurture a diverse set of people who dedicate their minds to building the future of financial services. Together, we explore new perspectives with innovative and entrepreneurial thinking to deliver exceptional client service and ensure that what we do today, counts for tomorrow.

CBS - CI - BD CE Leadership :

Our Markets team focuses on providing account teams with the support they need to help drive revenue growth. Our "account-centric" approach to serving clients starts with understanding their business and providing tools and enablers to provide consistency on how we identify and align our services and solutions to our clients most pressing issues. We deliver services through one or more of our four global service lines: Assurance, Consulting, Strategy and Transactions and Tax. Our Markets team comprises of Business Development and Brand Media Communication (BMC).

By adopting EY methodologies, executing on guidance, and leveraging tools and strategic programs, we bring the necessary rigor to our engagements. And by accessing our latest EY insights, solutions and client conversation tools, we have more meaningful conversations with our clients to help shape their thinking and generate additional value creation.

Your key responsibilities

Technical Excellence

• The Business Development person s primary role is to drive results for clients, the account/hunting team and the Firm. Focusing on y Accounts, the BD Person will conduct rigorous account planning/hunting and management and works with accounts to drive relationships across the client s organization to ensure client satisfaction. This includes leveraging the Firm s key initiatives and cross-functional services for new business opportunities within the account. He is accountable for revenue results. The ideal candidate will have a successful track record for hunting and developing relationships at the C level of running accounts and should also understand the entire tendering process.
• Roles/Responsibilities Essential Functions of the Job: Own the business development/pursuit process and generate Revenue month on month from the accounts. Lead in hunting, formulating account strategy, and executing the plan. Work with the Client Service Partner and participate throughout the Client and Engagement Life Cycle. Share knowledge and leading practices within the Area and the Firm. Conduct the following client-facing activities: Initiate, build and sustain client relationships/C-suite relationships. Ensure client satisfaction. Pursue new business opportunities. Conduct the following internal activities: Develop account strategy and plan. Conduct account team meetings and provide coaching. Manage business development efforts. Own 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: This person must leverage 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. He/she must have a seasoned 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. The BDE 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.
• Knowledge and Skills Requirements: Is familiar 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.
• Other Requirements: Should have handled CEO/CFO relationships in the running hunting/account market. Should have good understanding of clients in the northern region and should have had enough exposure to businesses and consultative selling.

Skills and attributes

To qualify for the role you must have

Qualification

• MBA/PGDM preferably from premium institute

Experience

• 12+ years of experience of Business Development/Strong Sales/Account Hunting

What we look for

People with the ability to work in a collaborative manner to provide services across multiple client departments while following the commercial and legal requirements. You will need a practical approach to solving issues and complex problems with the ability to deliver insightful and practical solutions. We look for people who are agile, curious, mindful, and able to sustain positive energy, while being adaptable and creative in their approach.