Essential Functions of the Job

Account planning and tracking:

• Understand the Account Management Framework (AMF) and champion application towards robust account planning and tracking;
• Own implementation of Account Plans and initiate regular reviews against planned milestones and targets;
• Run structured Account Progress Tracking Meetings with the SLML and Service Line Account Leaders, and follow through with implementing actions;
• Proactively highlight risks and issues with respect to realisation of the account revenue plans;
• Manage implementation of Business Development related activities and client events such as showcasing EY solutions;
• Ensure every engagement code has relevant number of service quality assessments in line with account targets;
• Be known for providing reliable and timeous support that responds to your stakeholders needs; and
• Understand account support related processes and systems and where required ensure that data quality remains complete and accurate.

Revenue, sales and pipeline tracking:

• Promote and leverage the available reporting dashboards and metrics to actively track priority service line accounts’ performance, including monitoring GTER, Backlog, Pipeline, Projections, Margin;
• Drive weekly progress tracking of revenue, sales, backlog and pipeline against respective targets;
• Ensure relevant stakeholders receive and understand reported data;
• Alert the SLML, Service Line Account Leaders and Account Teams, where there are challenges with meeting targets; and
• Investigate and resolve instances of incorrect reporting.

Know your customer:

• Keep the SLML and Service Line Account Leaders appraised on key developments in the account;
• Consolidate and share client insights and news from account meetings, EY or external knowledge sources;
• Support the Service Line Account Leader, Account Team and other stakeholders, requiring information or guidance; and
• Summarise or extract snippets from Analyst/Financial Reports into insights to disseminate to relevant stakeholders.

Build relationships:

• Develop strong working relationships with the Markets & Business Development Team, SLML, Service Line Account Leaders, Account Teams and other stakeholders;
• Build great relationships with clients, especially the Procurement function; and
• Update Service Line Priority Accounts relationship related information in CRM, MDM, GIS and any other relevant systems.

Pipeline management:

• Maintain a lapsed pipeline rate of <3% for Service Line Priority Accounts;
• Direct new business client enquiries to the right team and follow through to ensure a proposal/feedback has been shared;
• Keep pipeline data accurate and updated; and
• Initiate, track and feed Win/Loss reviews into Account teams.

Knowledge management:

• Liaise with respective EY Knowledge professionals/ sector specialists to provide relevant knowledge to Account Teams;
• Drive development of agreed client collateral e.g. Client Newsletters; and
• Maintain catalogue and/or ensure catalogue of database of Proposals Submitted, Key Deliverables (non-confidential), Case Studies and Credentials from Engagement Partners / Managers remain up to date.

Learning and development:

• Expected to remain current on relevant EY training and curriculum (e.g. Sector Training, Account Management Framework (AMF), Systems Training, Lead Badges, amongst others.

Knowledge and Skills Requirements

• Excellent project management skills;
• Strong analytical and problem-solving skills;
• Proven ability to influence and build collaborative relationships with a wide range of stakeholders;
• Strong business and commercial acumen;
• Strong verbal and written communication skills;
• Exhibits drive and determination to overcome internal and external barriers and get results from people; and
• Is above average in competencies like Reporting, Data analysis, Business Research, MS Tools, etc. 

Job Requirements

Education and Experience:

• University degree or 5+ years of relevant work experience; and
• Experience in a large Global organisation preferred.