EY Business Development Executive in Al Khobar, Saudi Arabia

Business Development Executive

Core Business Services

Requisition # ALK000HQ

Post Date Apr 16, 2018

Inspiring a winning momentum in the Core is not a “nice to have”; it is central to the achievement of our vision. By 2020, we want the Core to be US$30b in revenue, which represents 60% of our ambition. We are therefore taking deliberate steps to energize the Core and to better enable our partners to win in this space. We see this as a critical component of Vision 2020 and a key driver of EY’s growth agenda. To ensure alignment and consistency in the execution of the strategy, the Business Development Executive will report to the Region’s BDL, or designee within the BD organization.

Some key activities would be:

  • Working with the GCSP and account team to achieve the goals for Global TER, margin and sales/pipeline

  • Advising the GCSP on account planning and the account strategy

  • Helping the GCSP to develop broad and deep client relationships

  • Serving as a strategic advisor to the GCSP on Service Line integration, pipeline execution, deal review, pricing and negotiation strategies

  • Engaging with engagement teams in the field to support them on their most important pursuits

  • Supporting the account team to create and execute a plan to develop critical business relationships across the account

The Account-Centric BDE will be dedicated to one or multiple Core accounts and will be responsible for the following four key areas:

  1. Opportunity management: 40%

  2. Client relationship development: 30%

  3. Account strategy and sales leadership: 20%

  4. Administration: 10%

Key Areas:

Opportunity management: 40%

  • Identifying and assessing opportunities within the account

  • Managing the most strategic and largest opportunities

  • Driving strategic pursuits by using EY sales tools, processes and methodologies

  • Driving the pricing and negotiations strategy on the account

Client relationship development: 30%

  • Building relationships with C-suite/business unit buying influencers

  • Creating opportunities for other team members to engage with key client contacts

  • Identifying and building new relationships while recognizing and addressing gaps in existing relationships throughout the organization

  • Delegating relationship management (as appropriate)

  • Driving ECS in every external and internal encounter which includes:

  1. Being connected to the clients’ business agenda and leveraging the global EY network to connect our clients to the right people

  2. Being responsive to our clients’ needs and seeking and providing continuous feedback

  3. Being insightful through proactively sharing relevant insights

  4. Participating in the ASQ/ESQ process

Account strategy and sales leadership: 20%

  • Instilling a winning culture within assigned account(s)

  • Sharing leading practices throughout the BD organization

  • Managing the overall messaging and branding of relationship

  • Managing the overall account plan and revenue plan

  • Being involved in the account deal review

Administration: 10%

  • Managing the metrics — providing oversight and addressing challenges

Forecasting (three year plan)

Account-Centric BDE measurements

Quantitative metrics: 60%

Revenue: 20%

  • Global TER – plan to actual and year-over-year growth

  • Three-to-five year long-term growth plan

  • Service Line integration

Sales and pipeline: 40%

  • Percentage of addressable market

  • FoP expansion

  • Expansion of existing FoPs

  • In-roads into new FoPs

  • Global expansion (if applicable)

  • Personal sales goal

  • Driving pipeline

  • Win rate

  • Driving sales at appropriate margin levels

Qualitative metrics: 40%

Exceptional Client Service:

  • Ensuring ECS is incorporated in all external and internal encounters

  • Driving ECS by utilizing EY’s sales methodologies, tools and enablers

  • Sharing and delivering ECS insights and best practices across the assigned account(s)

  • Working with our client service professionals to drive ECS through energizing our winning culture

  • Utilizing the ASQ/ESQ process and win/loss debriefs

  • Driving relevant thought leadership and Global Growth Platforms to clients through account teams

People engagement and teaming:

  • Developing account team members

  • Instilling a winning culture throughout the account