Assurance Business Development Leader (f/m) / Germany-wide

Job description

About Ey (Ernst & Young Gmbh)

Tätigkeitsbeschreibung:

Germany Switzerland and Austria (GSA) is one of the largest regions within the EY Europe Middle East, India and Africa (EMEIA) area. The recent European Union (EU) regulatory ruling presents an excellent opportunity for the GSA region to increase its market share within the listed exchanges, additionally further strengthen our market share within the middle market.

The Assurance Business Development Leader (ABDL) is a senior business development professional who will partner with the Assurance Service Line Managing Partner and the Top global strategic clients (G360) Partners to develop and drive the execution of the Assurance service line strategy, delivering the growth goals articulated.

This means:

• Providing expert advice to the Regional Service Line Managing Partner and his team regarding the best way to execute EY’s overall go-to-market strategy in response to the dynamics in that specific Service Line
• Acting as the Service Line strategic advisor and coach for Global Client Service Partners (GCSPs) serving the top accounts in the Region
• Being in the field with partners to support them on their most important pursuits
• Providing sales training and driving pursuit excellence across the Region around Service Line solutions
• Driving the Service Line solutions and initiatives through their respective Service Line, the Market Segments and G360 accounts

You will have the privilege of co-developing the account strategies and supporting the firm’s largest and most significant opportunities.

Your tasks - to help you progress

Assurance Service line strategy and deployment:

• Active member of the Regional Service Line Leadership team, influencing strategy and execution
• Drive the overall sales goal into the Assurance Service Line, G360, and Market Segments, with particular focus on pipeline development
• Be the catalyst for executing Exceptional Client Service in every external and internal encounter
• Being viewed as a subject matter expert in the following: 


• Client business issues and challenges that drive opportunity
• Competencies and skill sets of the Assurance Service Line professionals within the global practice to ensure best allocation of resources
• Current win themes and formulas for success on major pursuits and opportunities




• Driving and managing overall Service Line pipeline
• Leading pricing strategy and execution with our people and with our select accounts and pursuits
• Leveraging and utilizing EY’s sales methodologies and tools

Financial Accounting Advisory Services (FAAS) specific responsibilities

Strategic activities:

• Implement the GSA FAAS market strategy with GSA FAAS Leadership
• Provide strategic direction for FAAS in the market by knowing the market
• Support the development of the FAAS growth agenda
• Account-Specific Activities (360 and Core)
• Non-audit Global 360 clients - Ensure FAAS growth priorities are embedded in the account plans
• Audit targets - Build long-term targeting strategies for ‘must win’ Audit accounts
• Existing Audit clients - Ensure FAAS growth priorities are embedded

Sales Management Activities

• Act as mentor and coach on all aspects of Business Development and pursuits
• Focus on non-Audit accounts large opportunities
• Ensure FAAS has robust revenue plans and pipeline incl. rigor monitoring the sales pipeline
• Support teams with audit pricing and negotiations

Pursuits

• Driving pursuits, integration and pull-through on top opportunities where applicable
• Serving as the client-facing “go-to-market” lead on the largest opportunities
• Leveraging and sharing best practices directly and indirectly from top opportunities
• Ensuring appropriate Area, Regional and Global support on strategic opportunities

Service Line initiative and campaigns

• Driving channel management by:


• Creating pull-through across the Service Line
• Prioritizing Assurance Service Line investment across G360 and Market Segments
• Driving strategic campaigns




• Driving initiatives through the distribution channels: Market Segments, G360 and Service Line
• Educating and communicating cross-Service Line opportunity triggers to internal stakeholders (e.g., Partners, Business Development Executives-BDEs and Senior Managers)
• Owning and initiating select key relationships in the market

Sales Administration:

• Performance management with Service Line BDEs
• Assigning Region Service Line and Business Development leadership requests
• Leveraging available resources from the Business Development Operations team

Qualifikationen:

Your profile - to help us progress together

• Bachelor’s degree or equivalent. Masters or other advanced degree highly desirable
• The role requires 10+ years of sales and business development experience, including managing sales business units/region or country, managing large complex (big ticket) opportunities, financial achievement responsibilities (direct quota)
• Broad-based experience in global business development and/or sales/management, and an ability to develop quickly an understanding of the market dynamics, key business issues of the companies targeted
• Ability to coach, mentor, influence and motivate people and teams to succeed in demanding situations
• Past experience in professional services in particular the Assurance business is desirable
• Fluency in German and English, both verbal and written communication (an additional language would be an advantage)
• Strong demonstrable leadership experience, in particular in large complex matrixed organisations
• Strong business acumen and succinct executive reporting
• Relationship management at C-Suite level
• Results oriented, with strong communication and negotiation skills
• Self-motivated, self-starter, able to work with minimal supervision
• Good team player
• Innovative
• Cultural awareness
• Strong boardroom gravitas - able to influence without authority
• Good understanding and experience of sales and business development methodologies

More opportunities to help you achieve your potential

Through our corporate culture, which combines variety, life balance, training and an international perspective, we will help you achieve your potential. We are very aware that your views, your energy and your enthusiasm are the drivers that will move us all forward.

Interested in the position? Then send us your application!

If you have any questions, please do not hesitate to call our Recruiting Center
on +49 6196 996 10005.