Assurance Business Development Leader, PacSW - 00IWB

Assurance Business Development Leader, PacSW (Los Angeles) The objective of the Assurance Business Development Leader is to drive Assurance revenue growth. This will be done by executing activities that are categorized as strategic, sales management, pursuit management, account-specific and marketing/thought leadership related to Assurance within a Sub Area Business Unit. The Assurance Business Development Leader will report directly to the Sub Area Director of Business Development (ADBD) and have a dotted-line reporting relationship to the Sub Area Assurance Leader and Americas Markets Leader. Overall Functional Practice Along with the Sub Area Assurance Leader and the ADBD, the Assurance Business Development Leader will be responsible for driving revenue, relationships (account expansion) and market share growth with Channel 1 clients. Annual performance objectives will be established jointly with the Assurance Markets Leader, Sub Area Assurance Leader and ADBD on the following: Strategic Activities: Implement Assurance Strategy Participate in Sub Area Planning & Strategy Sessions Understand Competitive Landscape Target the right accounts Sales Management Activities: Develop, manage, and monitor the sales pipeline Deploy and monitor firm and assurance programs (i.e., FTEE, ASQ, etc.) Pursuit Management Activities: Respond to critical Sub Area RFPs Assist in key re-proposals Account-Specific Activities: Facilitate Anchor discussions Drive Service Delivery Framework Expand targeted account relationships Drive Service integration in targeted accounts Conduct FTEE sessions Marketing / Thought Leadership Activities: Oversee deployment of thought leadership within priority accounts Execute Sub Area Assurance roundtable plans Key Competencies: Business Development Demonstrates world-class competencies and leadership in all aspects of business development. Has a strong understanding of the business development process used within the Firm. Promotes and targets EY's Assurance service capabilities in the marketplace through business development calls and related activities. Has the ability to coach & train others in relationship building skills. Knowledge Management Facilitates the sharing of Assurance knowledge, value propositions and "elevator speeches," leading business development practices, and our competitive advantages within the Sub Areas. Contributes to the local development of effective business development collateral, value propositions, Multiple Equivalent Simultaneous Options (MESOs), and the Firm's "Go-to-Market" approaches. Leadership Demonstrates executive presence and uses formal authority in a fair and equitable manner. Generates enthusiasm and commitment to goals by communicating a compelling vision and strategy. Models desired behavior'acting as a role model for others. Demonstrates concern for and identifies with clients, targets, and the Firm. Technical Excellence Demonstrates a depth and breadth of technical, process, and professional knowledge around permissible Channel 1 services and the effect of the changing regulatory environment on our targets and clients in the marketplace. The Assurance Business Development Leader analyzes issues, qualifies opportunities, develops winning relationship building strategies and initiates the ASQ process. Leverages individual and Firm expertise for the benefit of colleagues, account teams, and clients Teamwork Works closely with the Sub Area leadership team and the Assurance service line team to drive business development activities, build and manage the opportunity pipeline, relationships and achieve revenue goals. Facilitates sharing of ideas and opinions within teams to co-develop business development activities, plans and decisions. Internal Relationships Establishes and cultivates long-term relationships with partners, professionals, business development executives, peers and other stakeholders in the business development, service line groups, and industry centers of excellence throughout the Firm by demonstrating credible knowledge of the market and the firm. Understands Sub Area and Firm needs, concerns, and priorities and works to ensure ongoing satisfaction. To qualify, candidates must have:a bachelor's degree approximately 10+ years of business development experience in the professional services and solutions arena; 5+ years of business development management experience in the professional services and solutions arena proven record for selling complex services and solutions at the C level of Fortune 500 companies proven track record of success in a solution-oriented, professional services environment team selling experience Knowledge and Skills RequirementsAbility to establish procedures to monitor the progress of the business development process and addresses any gaps; handles disappointment and/or rejection while maintaining effectiveness (Business Development Discipline). Familiar with trends and issues that create opportunities to add value to the client's business (Business Advisor). Make 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 (Client Focus). Ensure that a meeting serves its business objectives while using appropriate interpersonal styles and methods (Business Development Facilitation). Actively participates as a member of the account team to move the team toward the completion of goals (Teamwork). 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 (Communication). Identifies opportunities and takes actions to build strategic relationships with partners, senior managers, area leadership teams, practices and other areas, teams or departments to help achieve business goals (Building Internal Relationships). Creates a good first impression, commands attention and respect, shows an air of confidence, and deals comfortably with colleagues (Executive Presence). Uses appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients (Relationship Development Ability/Persuasiveness).CA-Los Angeles