コマーシャルディレクター（シニアマネジャーーアソシエイト・ディレクター）- 管理部門
Yokohama
JOB NO. R00044801
仕事内容
Role Description
Work with client and account leadership to deliver Accenture's deal economics through rigorous adherence to the commercial process; by implementing, integrating, and managing the four pillars - financial, contract management, resource / project management and commercial relationship, and by providing an analytical focus to enhance commercial performance.
Key Responsibilities
- Oversee all commercial aspects of Accenture's relationship with a client to optimize financial and business operations results and to deliver client value
- Commercial Director's role is to meet and/or exceed the expected profitability on the account
- Clearly manage risk and the process for tracking contingency to limit surprises on the account
- Function as the "COO" for the account, supporting delivery with day-to-day responsibility for leading a fully integrated business operations team consisting of the following functions:
- Financial Management
- Contract Management and Legal
- Program management office (PMO)
- Commercial Relationship
- People Resourcing and HR Management
- Participate with account leadership in delivering successfully against the contract and client expectations
- Establish and maintain on site engagement and client relationship
- Work closely with account leadership regarding account planning and business strategy
- Manage a diverse portfolio of contracts for a specific client applying resource as required to effect results
- Participate in and provide leadership for all client commercial negotiations
- Evaluate and prioritize levers which drive profitability for Accenture
- Provide risk management strategies and techniques to help deliver optimized client value
- Coordinate and focus on areas such as :
Financial Management
- Planning
- Forecasting
- Reporting
- Pricing
- Business Case Management
- Profit Optimization
- EVA Analysis
Contract Management
- Contract Compliance
- Risk Mitigation
- Negotiation
- Vendor Management
- Issue Resolution
Relationship Management
- Develop and Maintain Commercial Relationships
- Client Expectation Management
- Relationship Mapping
Program Management Office
- Accenture best practices & tool utilization
- Operational Performance Enhancement
- Commercial Dash Board monthly reporting
- Review and manage the use of MSA's by contract
- Governance Meeting Structure & Coordination
- Provide pipeline visibility
- Monitor and increase compliance in delivery risk areas
- CQMA Coordination
People Resourcing and HR Plan Management
- Training Management
- Staffing
- Annual Process Administration
- HR Support
- Facilities
- Labor Mix Reporting/Analysis
- Set Unit Targets
- Supply/Demand
- Forecasting
- Bench management
募集要項
Qualifications
Establish credibility as a member of the account leadership team and with other internal stakeholders in order to invest in the development of a necessary foundation of trust and mutual respect
- Ability to build strong rapport with client C-suite leadership and commercial counterparts based on established common goals and fact-based discussions – while also being principled in negotiations
- Given the account-wide breadth and depth of responsibilities, develop influence with the remainder of the account leadership team in order to affect account level strategy and decisions
- Ability to understand the commercial issues, prioritize accordingly, establish an overall commercial plan for the account, drive client-focused (both internal and external) behaviors – and ensure follow through and frequent communication with relevant stakeholders
- Strong people skills in order to effectively link the team's responsibilities to the objectives of the commercial team and account, create a challenging and rewarding work environment, and help commercial team members achieve their career aspirations
- Deep understanding of contract management principles required to negotiate optimal terms and conditions, including understanding deal shapes, client solutions, and ongoing risk management
- In-depth financial management capabilities and demonstrated ability to analyse financial information and manage a P&L
- Clear understanding of the commercial levers of an outsourcing and/or consulting contract, and how to manage them over the duration of the contract, in order to both manage the existing business and help grow the account
- Demonstrated ability to direct complex daily activities of multiple work streams, focused on issue resolution, while being an effective communicator/leader simultaneously across operating groups, growth platforms, an account, and the client.
- A clear understanding of the utilization of risk management and risk/reward optimization
- Resilient, self-motivated, goal driven orientation
- Professional, confident, and strong leadership presence Objectives
Emp_Regular JPNCF
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