Business Development - Assistant Director

Job description / Role

BD can be a strong catalyst to achieve market-leading growth across the Core. The Market Segment BDL will work with the MSL to team and deliver on the growth work with the MSL to team and deliver on the growth goals outlined in the Market Segment Execution Plan:

- Providing expert advice to the MSL and team regarding the best way to execute EY’s overall go-to-market strategy in that specific market
- Acting as a strategic advisor and partner coach for GCSPs serving the top accounts in the Market Segments
- Executing in the field with partners and supporting the most important pursuits
- Providing sales training and driving pursuit excellence across the entire span of the Core

The Market Segment BDL is expected to inspire others through action in the marketplace. Each Market Segment BDL will have responsibility on specific, identified accounts and may include serving as GCSP on a large Core account. The Market Segment BDL will be measured and rewarded on the same six metrics as the Market Segment Partners that he or she is supporting. To ensure alignment and consistency in the execution of the strategy, the Market Segment BDL will report to the Region’s BDL.

The Market Segment BDL will be responsible for the following three key areas:
- Market strategy leadership: 50%
- Pursuits: 30%
- Administration: 20%

Key Areas:

Market Strategy Leadership:
- Providing expert advice to the MSL to instill a winning culture, develop the Market Segment sales plan, and execute go-to-market plan
- Advocating the Account Management Framework (AMF) with our people and focused accounts
- Leading external market activities which incorporates building and owning target relationships on strategic alliances of Core account(s)
- Providing sales training and real-time coaching with client-facing emphasis
- Driving Strategic Growth Markets (SGM) strategically (replenishment strategy)
- Being an expert at the matrix-driving solutions to solve business issues
- Driving ECS in every external and internal encounter which includes
- Being connected to your Market Segment and your client’s business agenda and leveraging the global EY network to connect our clients to the right people
- Being responsive to our clients’ needs and seeking and providing continuous feedback
- Being insightful through proactively sharing relevant insights
- Participating in the ASQ/ESQ process

Pursuits:
- Serving as the strategic advisor on major pursuits within the assigned market
- Coaching and leading the team in the market on strategic pursuits
- Executing EY pursuit tools, processes and methodologies

Administration: 20%
- Being knowledgeable of market trends, issues, and competitive intelligence
- Analyzing pipeline
- Being involved with revenue planning

Market Segment BDL measurements
- Quantitative metrics

Revenue:
- Market TER- Three year CAGR (Should be consistent with MSL)

Sales and pipeline:
- Market Segment sales and pipeline objective
- Personal sales goal
- Driving sales at appropriate margin levels

- Qualitative metrics

Exceptional Client Service
- Ensuring ECS is incorporated in all external and internal encounters
- Driving ECS by using EY’s sales methodologies, tools and enablers
- Sharing and delivering ECS insights and best practices across the Market Segment
- Working with our client service professionals to drive ECS through energizing our winning culture
- Using the ASQ/ESQ process and win/loss debriefs
- Driving relevant through leadership and Global Growth Platforms to accounts and clients through the Market Segment Core account teams

People engagement and teaming
- Sharing leading practices with partners and senior managers within the Market Segment, providing sales training and driving pursuit excellence across the entire span of the Core
- Teaming with SGM leader to drive the SGM strategy execution in the Market Segment
- Being involved with the Market Segment BDL network

Requirements

- 5 to 7 years of experience in BD position with multinational firms
- BA or MA degree is a related subject
- Excellent command of English language ( this is a key requirements)
- Dynamic and multitasking
- Excellent people & communication skills

About the Company

EY is a global leader in assurance, tax, transaction and advisory services. The insights and quality services we deliver help build trust and confidence in the capital markets and in economies the world over. We develop outstanding leaders who team to deliver on our promises to all of our stakeholders. In so doing, we play a critical role in building a better working world for our people, for our clients and for our communities.

EY refers to the global organization, and may refer to one or more, of the member firms of Ernst & Young Global Limited, each of which is a separate legal entity. Ernst & Young Global Limited, a UK company limited by guarantee, does not provide services to clients. Information about how EY collects and uses personal data and a description of the rights individuals have under data protection legislation are available on our site.

The MENA practice of EY has been operating in the region since 1923. For over 95 years, we have grown to over 7,500 people united across 21 offices and 16 countries, sharing the same values and an unwavering commitment to quality. As an organization, we continue to develop outstanding leaders who deliver exceptional services to our clients and who contribute to our communities. We are proud of our accomplishments over the years, reaffirming our position as the largest and most established professional services organization in the region