Manager – CAM - Deloitte Support Services India Private Limited
Deloitte NSE is currently recruiting for a Client Account Management (CAM) Manager role in USI - to lead core marketing services and account business development functions. This position will report to the client relationship manager (CRE) & Lead business partners and is a critical part of the Account management Team. The CAM manager is directly responsible for shaping vision, strategy, objectives, and Key Performance Indicators (KPIs) for each of the accounts as well as ensuring a high level of service. The manager will work collaboratively with leadership and business development professionals on key projects to ensure coordination, appropriate leveraging of resources, consistency of approach and effective execution. The CAM manager will work closely with the CRE and LCSP of the account to establish priorities, set strategic direction and will coordinate efforts among each of the functional areas for which they are responsible. The manager will also work with business development team members to enable the maximum level of collaboration and resource allocation.
Work you’ll do
As a part of Client Account Management (CAM) team, you will be responsible for: This role will be required to drive and support relationship and sales enablement activity and to assist in the establishment of a key client programme create the governance and support required to maximize the focus on these clients. The role is expected to lead this programme for USI, working closely with the senior leadership team across the offices in the region. This will entail providing advice, guidance and support to the Client Lead Partners, Client Service Teams and senior leadership team in the region, acting as a Clients & Industries ambassador for the Practice Senior Partner. This will include, leveraging the regional marketing team, national campaigns and client relationship development assets to grow, retain and target specific largest and most influential accounts, support on their most pressing account challenges and opportunities through a spectrum of offerings ranging from strategy design to rollout and implementation As a Manager within this area, you will have responsibility for:
Strategy • Support the C&I lead in developing and implementing the regional market strategy to drive revenue growth, strengthen relationships and networks and raise market/brand profile. • Understand the strategic business issues, provide expert advice, influencing, challenging, and inspiring senior partners. • Provide strategic support for growth of the regional technology hub and private markets propositions.
Planning • Work with Clients & Industries Lead role to embed, deliver and track impact of the plan to deliver a return on investment and convey Deloitte’s purpose and brand values in the marketplace, creating eminence and optimal brand positioning. • Contribute to development of the Clients & Industries planning process for the region based on geographical knowledge and experience of working with large organisations in the region.
Portfolio and account performance
Lead the key account programme, specifically: • Drive financial account planning in light of strategic objectives for the portfolio • Enable and drive the development of strategic account plans, embedding best practice account management principles, including facilitation of account workshops • Work with the region’s leadership team to drive initiatives which are directly aligned to the growth, pursuit and retention of the regional key client population and other accounts • Take a lead on relationship development with specific clients where substantial opportunity exists to grow an account – understand the client and their key drivers, proactively develop relationships with key decision makers where appropriate and make connections with relevant Partners • Coach/ train partners, practitioners, individuals and teams to develop and strengthen relationships and identify opportunities to support a broadening of the relationship across services, and to drive revenue growth and margin improvement • Support C&I Lead role in embedding client feedback programmes and engagement reviews, and lead this for the region. Ensure actions are taken to address feedback and champion the client perspective and experience in all that we do.
Bids • Provide strategic advice and guidance on specific bids; coaching partners and practitioners on pursuit best practice, bid/no bid decisions, pitch presentations and strategic bid evaluation. • Drawing on wider firm expertise and collateral to bring innovative ideas to help teams build a proposition to differentiate Deloitte. • Report on win rates.
Market intelligence • Demonstrate a deep understanding of the region, including competitor activity, referrer and intermediary market, growth industry areas in the region. Including overseeing/conducting, collating and sharing client feedback from key clients and post bid reviews. • Equip partners and practitioners to have more impactful conversations with clients, influencers and referrers. • Building client relationships, developing business and leading proposal-writing for clients, across a variety of impact-related topics. • Contributing to growing Deloitte’s strategy proposition as a market-leading practice. • Leading high-quality and impact-related engagements for the clients, taking ownership for key aspects of delivery (including scoping, programme design, team selection and leadership, client communication, project delivery, risk & quality management and budgetary control). • Using your in-depth knowledge of, act as a ‘trusted advisor’ for senior client stakeholders. • Providing leadership and mentoring to junior team members and others where required. • Raising the team’s profile through the development of high quality, engaging thought leadership content. • Developing strong relationships with internal stakeholders across the firm. • Manage results in projects following the best practices in project and time management, while adhering to quality guidelines always
• Identify new growth opportunities for the team’s services
Team Management
• Participate in team level operational and brainstorming activities. • Mentor and coach new members in the team to come up to speed
Work Location: Hyderabad
Work pattern: The role is full-time.
Shift Timings: 11 AM to 8 PM | 2 PM to 11 PM
The Team
NSE CAM team drives the key client programme with a focus on the priority clients and to support the Clients & Industries Lead in the region with the development and delivery of the regional C&I plan. This is an internal business development team, supporting the business to be successful and focused in the market. The team uses exclusive sources, specialized research skills and industry expertise to develop insightful reports delivering significant value to their customers across Deloitte’s global network.
Your professional experience required:
• MBA and/or Masters (full time) and a work experience of 10-14 years, including at least three years’ experience in account management, marketing, or business development field
• Exceptional attention to details, project ownership, and strong track record of executing high-impact projects and initiatives
• Understanding of business operations and ability to plan, prioritise, multitask and manage a significant workload under pressure with excellent attention to detail
• Exceptional stakeholder management and relationship building skills to drive business growth and awareness of the team internally
• Proactive and willing to go the extra mile
• Ability to connect financial metrics with operational activities
• Experience in cross-selling/up-selling research solutions • Excellent business writing, report writing, and communication skills - ability to cultivate trusted advisor working relationships with practitioners, business unit team members and the wider account management function • Proficiency in Microsoft Word, Excel and PowerPoint Solid research skills and familiarity with various research tools (Bloomberg, D&B, Onesource)
• Ability to gain immediate credibility with junior staff and the trust of all staff and key stakeholders
How you’ll grow
At Deloitte, we’ve invested a great deal to create a rich environment in which our professionals can grow. We want all our people to develop in their own way, playing to their own strengths as they hone their leadership skills. And, as a part of our efforts, we provide our professionals with a variety of learning and networking opportunities—including exposure to leaders, sponsors, coaches, and challenging assignments—to help accelerate their careers along the way. No two people learn in the same way. So, we provide a range of resources including live classrooms, team-based learning, and eLearning. DU: The Leadership Center in India, our state-of-the-art, world-class learning Center in the Hyderabad offices is an extension of the Deloitte University (DU) in Westlake, Texas, and represents a tangible symbol of our commitment to our people’s growth and development. Explore DU: The Leadership Center in India
Benefits
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