MENA Account Manager, Riyadh (Nationals only)

The Role

The role of an Account Manager (AM) entails taking responsibility for one G360 account, including any sub-accounts, to drive end to end account management. This involves collaborating with the account leadership to define the account strategy and plan and create initiatives and programs to achieve agreed account ambitions and desired outcomes. Additionally, the AM will encourage the involvement of service lines and establish and manage the operational framework for the account team. This entails overseeing key processes such as annual account planning and execution, sales forecasting, pipeline management, client relationship management, account operations & compliance, and monitoring and mitigating issues and risks.

Your key responsibilities

• Identify key trends on external and internal business insights to aid informed business decisions
• As required, make decisions on behalf of account leaders to expedite results
• Act as the PMO on strategic account initiatives

Account acceleration

• Drive account strategies with the account team through focused sessions to expedite account growth
• Operate as a master connector across the entire account landscape on account strategy and activation
• Continuously grow internal firm relationships to expand your network and understanding of the firm’s capabilities
• Understand and position relevant Client services, solutions and capabilities with the GCSP and account leaders to aid in overall client delivery by facilitating the right connections
• Help teams prioritize opportunities based on knowledge of the account strategy and leveraging global tools
• Drive, support and closely monitor the execution of the CX Plan on the account

Sales management

• Manage the annual global revenue planning process on the account
• Actively promote the activation of solutions, alliances, and managed services across the account by working with the relevant stakeholders
• Co-develop the relationship strategy and management of global relationship map
• Manage sales forecasting and track pipeline movements; identify potential white spaces and gaps
• Collaborate with CE and/or SL Leads on sales activities, for example sharing background documents on account performance and structure.

• Promote pursuit excellence by teaming with the Deal Activation team on deals.
• Assist in the management of proposal (RFP) responses by facilitating bid/no-bid decisions, developing and engaging the relevant teams to develop/refine RFPs
• Collaborate across Markets and other CBS functions as per the account needs

Information & knowledge management

• Work with the GCSP and CE as one account team to ensure account operations are tight and interdependencies are seamlessly working together to ensure cohesive account management
• Manage an operating cadence of the account team to include core sales, operations, and marketing processes (KPI Insights, action item updates, planning meeting agendas, etc.)
• Leverage the wider ecosystem to execute innovation initiatives and growth drivers
• Act as subject matter expert and coach to the team on the Firm’s sales/account management tools and processes (ex: LENS, BASE, ART, Mercury, E4A, etc.)
• Lead account level onboarding to new leadership, EP’s, and key Senior Managers
• Build and manage a repository of team information (MSA, Account meeting actions, SOW, etc.)
• Identify key areas for innovative transformation and acts as a change agent to optimize digital tools, technology, and processes (SharePoint, MS lists, teams, power automation, etc.)

Marketing management & internal communications

• Determine, drive, and ensure distribution of relevant thought leadership across the account portfolio
• Coordinate with market segment and/or service lines to manage account campaigns
• Collaborate with Wavespace to drive account sessions
• Establish an account community to align the team members with the account’s priorities, growth and transformation ambitions and ways of working
• Collaborate with the comms team to plan a calendar of events, holiday greetings, and other relationship-building initiatives
• Manage internal account communications to keep account teams updated on recent developments and upcoming priorities

Account Hygiene and Compliance

• Enable account operations and administrative activity and be accountable for the quality of documentation, updates across firm tools and internal account databases
• Closely collaborate with the account team on all risk and account hygiene attributes and ensure compliance
• Advocate and drive the deployment of digital account management solutions for example - Account LENS, E4A, and other tools to manage account activities and actions