The Market Operations Leader (MOL) plays a key role in managing the operational framework, managing/ coordinating a number of initiatives to drive profitable revenue growth across their Market Segment. Focused on operational management, account development, and financial reporting, you will be a vital member of the team, working primarily with the Market Segment Leader, SL Market Segment leaders, and priority account CSP/BDD community to develop and implement market strategy. Critical to the role is the ability to work well with multiple stakeholders and leverage your internal network to bring the different parts of the firm together to achieve the market strategy.
Managing BD resource:
Managing BD resource in your Market Segment (people and expenses) to maximise return on your investment.
Managing the Account Managers and Coordinators in your Market segment.
Managing your Market Segment’s NBD expenses budget.
Managing the recruitment and onboarding process for your Market Segment for BD/ACs.
Manage the PAT landscape for the Market Segment.
Embedding world class account management (eg. AMF, GAMA, InterAction, ASQ) in your Market Segment.
Lead by example in account management on key PATS.
Run forums across the key CSP group to ensure market strategy is being implemented and best practices are being surfaced and shared on a regular basis.
Manage relationship with GTH to ensure off-shore activities related to the market segment accounts are maintained and executed as appropriate ie. relationship map updates, GAMA, execution of account plan, reporting, pursuit tracking etc.
Liaise with the SLs (and Sub Areas) to ensure that:
Objectives are aligned across the market and SLs/SGM
Partner resources are aligned appropriately
Run the ASQ programme. Strategy and Business Development
Develop the market segment strategy (with the MSL) and ensure initiatives are in place to achieve the market segment objectives.
Co-ordinate between the CSPs/BDDs and the SSLs/SGM to bring solutions to our PATs, eg, roll out of:
EY SSL solutions to market issues
Supporting client discussions around hot topics
Work closely with the SLs / SSLs, to regularly review the opportunities within the market portfolio to identify areas of opportunity and drive activity to optimise revenues.
Work closely with EMEIA/Global counterparts to build connectivity, ensure global consistency and identify opportunities.
Run thought leadership programmes as appropriate to the market segment.
Drive the revenue planning process across the Market Segment’s PATs.
Financial analysis of the performance of your Market Segment (including revenues, sales and pipeline) and assisting your Market Segment leader in identifying and executing any necessary initiatives.
Management of your Market Segment’s MI (including Sales and Pipeline).
Tracking of performance and success of your Market Segment in the marketplace.
Executing the People Agenda for your Market Segment.
Leading and executing pan-BD initiatives and projects and working with other MOLs to drive consistent processes where appropriate as well as share knowledge of best practice.
Share best practice.
Problem Solving/Decision Making:
Works independently and with the team of multiple stakeholders, must rely on influencing skills to get results, often by leveraging internal networks. Manages the work of others. Work is reviewed only for results obtained.
Knowledge and Skills Requirements
Ability to operate and deal confidently with senior partners.
Proactive, organised and self-sufficient with ability to prioritise and multitask.
Analyses complex or unusual problems and is able to deliver insightful and pragmatic solutions.
Excellent written, oral, presentation and facilitation skills.
High degree of accuracy.
Excellent interpersonal skills.
Strong computer skills including basic business software (Microsoft Word, Powerpoint, Excel), Lotus Notes and Internet.
Ability to quickly and easily create/ gather/ manipulate/ analyse data from a variety of sources.
Ability to coordinate multiple projects and initiatives simultaneously through effective prioritisation, organisation, flexibility and self discipline.
Must have demonstrated project management experience.
Knowledge of firm’s account management and relationship tools and processes.
Takes the initiative – ie can work with minimal supervision, to make decisions and progress activities.
Strong executive presence.
A robust and resilient disposition able to encourage discipline in team behaviours.
A bachelor’s degree, or equivalent work experience.
Significant professional experience, ideally in financial or professional services organisation.