Role: Tax Business Development Director
Level: Associate Director
The Tax Business Development Director's primary role is to work with the sub-area Tax Business Development Leader and Sub-Area Tax Market Segment Leader (TMSL) and Tax Account Leaders (TAL) on Priority Accounts to drive Tax revenues for clients, the account teams and the Firm. Focusing on a particular market segment and a number of Priority Accounts, the TBDD conducts account planning and management and works with an account team to drive the Tax anchor relationships across a client's organization to ensure client satisfaction and revenue growth. This includes building favorable client relationships and leveraging key Tax initiatives as appropriate, driving key pursuits and providing sales coaching to key personnel. The Tax BD Director is accountable for Tax revenue results on assigned accounts, together with the TAL.
Primary Duties and Responsibilities:
Working with the TMSL for a particular market segment to drive significant revenue growth
Works with the Tax Account Leaders on select Priority Accounts, together with the Account Centric BDD (where applicable) to develop and/or drive tax opportunities and anchor relationships utilizing an account centric approach.
Facilitates the tax account planning process on select Priority Accounts (ensuring cross selling, tax sub-service line penetration per account).
Conducts frequent face-to-face client meetings together with the TAL and/or other EY professionals, leveraging all of the service capabilities of the firm to uncover new business opportunities.
Develops relationships at all levels of buyers within the client account - particularly the Tax Director, HRD & CFO - with significant time and emphasis focused on the "C" level executives - in coordination with the CSP and Account Centric BDD (where available)
Manages the pipeline of engagement opportunities per priority account, including the business development efforts across the firm wide team.
Based upon opportunities, identifies the activities required for the pursuit process, coordinates and implements the activities with the TAL across the engagement team while monitoring completion of required actions.
Encourages identification of optimum resources for pursuits and engagements, plays a lead role in uncovering client biases and objections during pursuits, and takes an active role in pricing and negotiations.
Takes full ownership along side the TAL for achieving established client account revenue targets and results.
Leverages business development knowledge and firm-wide best practices in all aspects of relationship and account management - shares with TAL and broader account team.
Plays a key role in ensuring on-going client satisfaction, including active involvement in the ASQ process.
Facilitates client Account Planning, Fly-In and Visioning TEAM sessions.
Works with Sub-Area Tax sub service lines and industry sector leaders and ensures appropriate sub-service line and sector involvement per Priority Account
Problem Solving/Decision Making:
This person must leverage the Firm's key Tax initiatives and services for new business opportunities within the account to grow Tax revenue in alignment with the Firm's account centric strategy. He/she should have (or be able to quickly grasp) the basic understanding of the Tax function, an awareness of the marketplace/industry, competitive and account information and the ability and experience to team with and influence technical partners to serve the client. The Tax BDD must be able to work within a matrix organization while balancing the client's needs with the Firm's and Tax's initiatives and goals.
Although he/she generally does not have direct responsibility for supervising department personnel, this person must have strong influencing skills to work with technical partners and operations staff in order to get the right resources to serve the right clients / accounts. Must be able to make decisions, such as prioritize relationships to develop, negotiate with clients (external and EY client service team) and overcome obstacles with minimal supervision. Makes independent decisions but in line with stated goals and objectives.
Knowledge and Skills Requirements:
Establishes 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)
Is familiar with trends and issues that create opportunities to add value to the client's business (Business Advisor)
Makes clients (which initially will be the TAL's) 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)
Ensures 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, sr. mgrs, 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 a level 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)
A wealth of business development experience in the professional services and solutions arena
Significant business development management experience in the professional services and solutions arena
A proven record for selling or facilitating selling of complex services and solutions at the "C" level of major international companies
A proven track record of success in a solution-oriented, professional services environment
Team selling experience
This role profile is intended as a guide to reflect only the principal functions of the role. However, it is not an all-inclusive listing of the required job functions and is subject to change at the discretion of management.
Ernst & Young - 2 years ago
Ernst & Young (EY) is one of the largest professional services firms in the world and one of the "Big Four" accountancy firms,...