Account Manager - Bearingpoint

Description

Job Description

1. Roles and Responsibilities

External

§ Builds and manages BE's Strategic Advisor relationship with the key regional decision makers in CE (is the relationship face to these individuals)
o Business Leads for PBC and PWM ( FFT and Switzerland respectively)
o CIO, CFO, COO for PBC and PWM
o Regional Leads for GBD – CIO, COO
o Regional Corporate CFO/Controlling
o Regional business leads and regional support teams in Germany, Switzerland, Spain, France and Italy
Responsible for proactively developing and gaining client interest around new BE value propositions based on client business drivers
§ Headlines all regional project proposal activity;
o Deal Origination and qualification
o Value proposition development
o Pricing decisioning
o Staffing arrangements
o Lead on orals
o Is responsible for maintaining relationship with buyer
o Proposal preparation coordinated by regional account team
o Obtains regional leadership approval on required investment through investment approval process
§ Works closely with Global Account MD on all significant regional proposal activity (>$2mm) – facilitates his sign off on pricing, teaming and risk review
§ Partners as required with Global Account MD to ensure appropriate regional participation on all global proposals/projects
§ Responsible for BE branding at the regional level – events, marketing etc

Internal

§ Provides Strategic vision to the regional account team based on thorough understanding of client business drivers and BE global capabilities
§ Builds a consistent, virtual team of solution/segment delivery MD's who build an “embedded” knowledge of the organization and face off with the regional MD against the regional client decision makers
§ Agrees regional account targets with Global Account Lead – works with regional account teams to assign LOB targets
§ Assumes full QA oversight on all regional engagements along with the engagement MD(s) - regular briefings, client feedback and financial oversight on billings and DSO
§ Actively coordinates regional account activity;
o Regular reviews of regional pipeline, bookings and actual vs. forecast revenue
o 30/60/90 plans – regional
o Account information updates for the regional team – key wins, new relationships, significant project updates, new value propositions for regional dissemination
o Coordinates closely with Global Account Team for input into Global account coordination activity
§ Performance Measurement and Compensation decisions undertaken jointly by Global Account Lead and Regional BE LOB Management

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