Leading service innovation that is responsive to client needs and market changes for the designated investment service. Defining the client value propositions and specific service offerings. Further develop and lead the execution of robust, proactive service-related Go-to-Market Campaigns for the Region in cooperation with Account Teams and other senior sellers, including promotion of the full range of appropriate service offerings to the Global Key Clients present in the region, Regional Key Clients and High Growth/High Value (HG/HV) accounts. Organising and leading regional-level marketing and branding events, including conferences, client alerts etc. Providing advice and support to Business Unit Managing Partners (BUMPs) regarding attracting and hiring people with the right skills to sell the service offering and achieve the designated investment service growth targets, advising on Go/No-Go and different staffing models (i.e. FlexForce) for significant tenders.
Further develop the Climate Change Advisory Go to Market Plan, and develop a Corporate Sustainability Go to Market Plan. Lead the execution of the Go-to-Market Plans for the Region working closely with the Global Service Leader, RCMLs, ADs, AMs and other senior sellers in the region. Cooperate with regional marketing teams as needed on development of service-specific marketing materials. With the support of the regional marketing teams, organising and leading regional-level marketing and branding events, including conferences, client alerts, etc.
Accountability for service line sales and pipeline growth across the region
Development of hiring plan, identification of talent and supporting BUMPs/Partners in securing Partners and Senior Staff.
Working with the Regional Marketing Director, develop a service line marketing plan, including branding, thought leadership, conferences, webinars etc. Lead implementation of plan with support from other service line practitioners and regional team.
Keep up to date with regional market-specific developments and identify the implications for new service offerings to be developed or amended.
Leading service innovation (new service offerings, technological enablement, adaptations by market/sector) that is responsive to client needs and market changes under the direction of the Global Service Leader and in cooperation with Regional Service Leaders in other regions.
Together with the Global and other CSCC Regional Service Leaders define the client value propositions for specific service offerings; ensuring consideration is given where appropriate to how integrated services/solutions can provide the client with enhanced value. This includes involving Subject Matter Experts from Technical Communities on as needed basis to ensure technical innovation is translated into client value propositions and service offerings.
Working with RCMLs, ADs, AMs and other senior sellers in the region to promote the full range of appropriate service offerings to the Global Key Clients present in the region, Regional Key Clients and HG/HV accounts, ensuring sellers fully understand the content and value of the service offerings for the client. This includes supporting account teams and other sellers through participation in meetings with specific clients/ prospects which would represent flagship projects for the service.
Supporting BUMPs on the following:
Provide advice and support in attracting and hiring Partners and Staff with the right skills to sell the service offerings and achieve the designated investment service growth targets.
Advising on Go/No-Go for significant tenders (top opportunities related to the service offering).
Assessing and advising on different staffing models for significant tenders (i.e. FlexForce).
Prepare and present a regular commercial report for the service (sales results, opportunity pipeline and other metrics) to the Regional LCET Director and the Global CSCC Service Leader.
Organise and participate in quality client face to face (F2F) meetings.
Exchange best practice in terms of commercial approaches and working methods with Regional Leaders of other Services across the Region.
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