This is your opportunity to join Deloitte’s Financial Advisory (FA) Clients & Markets team. You will benefit from working with the FA Clients & Markets Executive led by Cahal Dowds. The Clients & Markets Executive is comprised by some of the most senior and key relationship partners across the FA business. As such you will gain wide exposure to the FA business and industry teams as well as individual account teams focussing on the FA priority and Crown Jewel accounts. This is an exciting time for FA as it looks to invest in its Clients and Markets Strategy and really drive some incremental change and revenue growth through key initiatives and its priority accounts.
Working For The Financial Advisory Clients & Markets Executive, You Will Form Part Of The Team Supporting Cahal Dowds In Achieving Its Three Tier Strategy
Embedding Financial Advisory within the firm wide Clients & Markets Agenda
Building greater connectivity between Financial Advisory and the wider firm
Building greater connectivity within Financial Advisory communities
The Overall Aim Of This Strategy Is To Enable Financial Advisory To Become a More ‘Client Centric’ Unified Business, Not a Diverse And Fragmented Collection Of Businesses. It Is Critical That The Full Breadth Of What We Do And The Value We Can Bring Is Understood Internally By The Rest Of The Firm And Importantly, Our Clients. To Achieve This, The Clients And Markets Team Needs To Support The FA Partners In
Facilitating more impactful conversations both internally and externally;
Optimising FA involvement in the firm wide core and global portfolios;
Addressing FA largest and most influential clients in our chosen market segments in a smart way to maximise involvement and revenue potential; and
Applying special interventions where required, such as further support or investment.
The FA Executive believes that Clients & Markets is a key area for investment and focus for FY16 and beyond. This provides an exciting opportunity to play a crucial and leading role in that journey, working with experienced partners to build a fully functioning, fit for purpose Clients & Markets team for FA providing professional business Development and Support to our partners.
At Deloitte, we are renowned for our innovative and collaborative culture, commitment to delivering outstanding quality service to clients and enabling our people to excel in everything they do. Clients & Markets is a firm- wide initiative and you will often find yourself working on large and exciting cross service line initiatives and projects.
As The Director Lead For The FA Clients & Markets Team You Will Have The Opportunity To Be Involved In a Wide Range Of Projects Where You Will
Equip partners and practitioners to have more impactful conversations, in a more focussed way
Determine and run the FA wide Clients & Markets proposition around the Largest and Most Influential Clients
Equip and drive our partners to be more client centric, to step out of their functional silo’s to focus on their key business challenges and better serve our larger clients
Embed and support the FA Industry Lead role, supporting the FA Industry leads and driving momentum around their key account programmes and themes, working with the Firm-wide Industry teams to help them understand how FA can help them meet the particular challenges for their clients
Hold tailored ‘one to one’ conversations with lead client service partners on accounts
Chair and lead Clients & Markets leadership meetings and lead the engagement programme led by FA C&M Executive members
Identify and monitor the key opportunities across both FA and the wider Firm and ensure we commit the right level of resource
Establish and lead the FA priority account programme, performing “Super” Relationship Development role for selected key account(s) and leading the clients and markets team and other business development resources across FA to optimise FAs involvement in these accounts/ market sectors/segments
Develop and refine through the Industries, the FA Top 30-50 Invest and Maintain accounts and use this to influence designation of accounts eligible for Firm-wide investment programmes and FA Industry investment
Identify and develop our lead relationship partners and ensure they are deployed to the right accounts, ensure we align our most senior and experienced partners to perform an advisory role on our priority accounts
Provide the necessary challenge and influence to ensure FA have the right level of contribution and impact in the Firm-wide core and global portfolio’s
Increase the number of FA Partners in Lead Client Service Partner roles
Work with FA Industry leads to ensure we have the appropriate FA lead deployed within the Lead Client Service Teams
Leverage Firm-wide assets for FA opportunities identified (e.g. Distinctive Client Experience, Winning Bid Strategy, Commercial Strategy, Go To Market Support)
Provide Client & Markets Executive with greater visibility of key opportunities and the FA service proposal at an earlier stage to provide necessary challenge and review:
Provide a mechanism to identify FA large scale opportunities and ensure we maximise the involvement and revenue potential for FA and the Firm
Embed a structure that forces us to have a wider discussion and debate to determine the most appropriate lead partner and team and the right mix of services
Ensure FA is fully engaged and represented in the firm’s fortnightly Key Opportunities review:
Prioritise activity to pursue key opportunities and resolve emerging issues/conflicts
Provide a channel to make a special intervention around a major client situation or opportunity
Ensure FA is responding appropriately to the opportunities arising from audit rotation
Enable FA to speak with one voice and engage appropriately with the wider firm around policy decisions or influences e.g. regulatory change and core, global or private account designations
Support FA in better engaging and leveraging the international network for competitive advantage with our clients and to develop incremental revenue opportunities
improve collaboration/ focus in key markets such as improved access to the North American corridor
Review, monitor and challenge the engagement of FA in redesign of the Distinctive Client Experience (DCE) through the relevant key accounts
Ensure the FA Clients & Markets priorities and the associated key implementation actions are aligned with partner objectives and reward decisions
Participate in Client Service Assessment/ Client Care programme and engagement reviews and ensure actions are taken to address feedback
Work with FA GTM Lead to build and lead a world class Go To Market (GTM) function for FA extracting maximum value from firm-wide GTM central resources and assets such as Insights, PR, DCE and Bid Support Services
To Qualify For The Role You Must Be
Degree qualified or equivalent
Relevant professional qualification is desirable
You Must Also Have The Following Skills/attributes
A strong Client and team focus, with the ability to quickly establish effective working relationships with a range of internal and external senior stakeholders;
An in-depth understanding of the structure of Financial Advisory and the service offerings within each business unit;
The ability to lead on the priority account programme and associated business development initiatives;
The ability to challenge and influence partners as and when appropriate;
Experience of leading on the development and implementation of often innovative and bespoke initiatives and projects;
Excellent oral and written communication skills, strong meeting and presentational skills
Logical and methodical approach to problem solving
Strong project management and organisational skills
Ability to develop, coach and motivate other members of the FA Clients and Markets team and other FA Business Development resources
Desirable Experience Includes
Previous experience of working in a client facing team or as part of a clients & markets/ business development team or similar within a professional services firm or large corporate.
Previous experience of leadership roles and managing senior stakeholders
You will be managing a number of resources
GTM team
Clients and Markets team
Business Development resources
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