- Deliver consistent, predictable results
- Meet or exceed Accenture's deal economics through rigorous adherence to commercial disciplines and processes
- Enforce disciplined and proficient management of the commercial aspects of Accenture's contracts to safeguard its revenues, profits and reputation.
- As a key member of the account leadership team, serve as the primary commercial point-of-contact for account leadership and the client’s senior commercial leadership (e.g., client commercial lead, procurement or sourcing)
- Interact with senior management at Accenture, including Director of Operations, CFO, CG leadership and other finance leadership.
- Serve as the primary relationship interface for internal and external commercial management functions
- Oversee all commercial aspects of Accenture’s relationship with a client and subcontractors including commercial negotiations, escalations and resolution of other commercial issues
- Lead (build, integrate, and manage) the Accenture commercial team supporting an account team (finance/tax, contract management/legal, HR and commercial operations).
- Provide an analytical focus to enhance commercial performance
- Provide leadership and guidance to all business development activities at the client
- Ensure balanced decision making between sales, delivery and Accenture’s commercial interests to deliver optimal results for both the client and Accenture.
- Establish a governance structure to facilitate proactive management of finance, operation and commercial issues.
- Supervise, develop, and mentor members of the account commercial team who are likely to be located in multiple locations around the world.
- Bachelor's degree
- Minimum of 8 years of client facing experience
- Minimum of 8 years of experience in the areas of commercial management: contracts, financial, resources, commercial operations and client relationship management
- Minimum of 6 years of leadership of a commercial entity, program or practice
- 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
- Ability to understand and prioritize the commercial issues, 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
- Clear understanding of the commercial levers of outsourcing and consulting contracts, and how to manage them over time to provide profitability/stability and help grow the account
- Familiarity with Accenture delivery methodologies, limitations, and service delivery capabilities
- Experienced in turning around troubled accounts
- Strong people skills 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
- Demonstrated ability to direct complex daily activities of multiple work streams, focused on issue resolution, while being an effective communicator/leader simultaneously across market units, client groups, an account, and the client
- Professional, confident, and strong leadership presence
- Given the account-wide breadth and depth of responsibilities, develop influence with the remainder of the account leadership team to affect account level strategy and decisions
- Business and Financial Acumen
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Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process.
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