Job Objective This role is critical to the execution of our global industry strategy with a focus on: • Setting and leading the execution of the Industry vision, strategy and annual Industry Plan (all client tiers) • Being active in the market in driving strategic relationship development and opportunity pursuits • Engagement with all regions/BU’s with direct support in achieving the KCP sales and revenue budgets, with a laser focus on sales prioritisation and pipeline conversion • Leading the campaign driven demand generation model for their industry working closely with RCD’s and marketing to deliver target outcomes • Ensure account and pod teams work effectively to expand relationship footprint at all accounts • The GIL will manage GKC AD performance and in most cases will fulfil the role of RIL within the region they are located. Key Accountabilities & Responsibilities % Time Market-Facing Accountabilities: · Create a compelling Industry brand strategy, including relationships with industry governing bodies and platforms, to build ERM’s reputation & ability to attract new clients/client buyers, and grow/create market share. · Build a strong personal profile in the Industry; speak at major events; have a POV that senior leaders in the Industry & ERM clients want to engage with. · Development and delivery of Industry Sales & Marketing campaigns and lead generation outcomes. · Work with Global and Regional Key Client teams to drive account performance, ensuring best practices and client successes are being shared and replicated across the Global & Regional Key Client portfolio. · Support and drive our relationship footprint expansion, across a wider set of buying centres, and elevate ERM’s relationship capital to more members of the executive and C-Suite levels. ERM-Facing (Internal) Accountabilities: · Development & execution of Industry Vision and Strategy. · Execution of annual Industry Plan, including: o Priority regional, service and strategic partnership interlocks; o Key elements of ‘Industry Operating Cadence’, such as Industry QBRs; and monthly review of Industry Plan progress, including account plans, marketing and lead generation campaigns, pipeline health, sales and net revenue performance for the Global Industry (all client tiers) project sales and net revenue for key deals, across the full client portfolio, ensuring GKC performance to plan. · In conjunction with GKC AD, work to identify the priority buying centres and related buyer relationship maps, covering all four of the Market Drivers (MCPs, M&A life cycle, Decarbonisation, Disclosures) plus other relevant Client or Industry specific Demand Themes. · Support the upskilling of GKC ADs, make adjustments to AD positions and GKC Teams as appropriate. · Support the upskilling of RILs. Working with RILs to ensure they are driving activity into the RKC and Pod Teams effectively, ensuring that an Industry perspective is being implemented. · Build a global Industry leadership team, including GKC ADs, RILs, relevant Pod Directors, harnessing the collective knowledge, ideas and passion of ERMers to create a motivated and connected global Industry community, who are focused on our business imperatives for generating external opportunities. · Drive adoption of commercial excellence programs, like Client Excellence, R2L, use of Salesforce, etc with GKC AD’s and their account teams. Influence And Decision Making Authority Decision making: · Responsible for Lead generation Campaign selection (including F2F Campaigns & recommendations for Digital Marketing Campaigns); Industry Marketing Strategy, for agreement/ alignment with Global Marketing & Regions; Industry priroitisation of pipeline. · Takes full ownership of the ‘whole Industry’, ie acts as “CEO of Industry” and is responsible for everything that happens across ERM within it. Influencing: · Represents the organisation externally as a senior leader and has an Industry profile across ERM priority clients. Applies extensive expertise and provides organisational thought leadership. · Establishes and implements long term strategies for their Industry (up to and including group-wide strategy), with direct impact on the results of the organization as a whole. Job Requirements & Capabilities Qualifications: MSc or BSc Degree in related field (ideal but not critical) or equivalent technical expertise (10-15 years’ experience in sales or technical field). This role will benefit from significant account management experience, where you will have demonstrated your sales management skills and ability to handle client relationships and account teams expertly. You will have a strong Industry POV on client needs, trends and how to map ERM capabilities to these in a compelling value proposition. Job specific capabilities/skills: Market facing: · Deep understanding of the Industry, the clients ERM serves within the Industry, the value chain, competitors, with strong POV on how sustainability issues interface with the Industry’s commercial context, client objectives & imperatives. · Track record of expanding & elevating relationships to executives, C-Suite, Function & BU Leaders – and ability to enable ADs to do the same in their accounts. · Always looking to grow the client relationships, and connect colleagues. Good balance between growing existing client relationships and adding new ones – never complacent with the status quo. · Should be very comfortable and capable at articulating the full breadth of ERM capabilities relevant to the Industry, client sustainability priorities and demand themes. ERM facing: · A business builder – comfortable operating and influencing across the matrix. · Commercially minded, with an understanding of the key business building blocks: clients & market understanding; compelling client orientated value propositions; team composition, competence & capabilities; business processes, cadence. · Proactive style, reaching out to their ERM & client network, driving client co-creation, enabling RILs, ADs, Pod Leads and AMs to orchestrate groups of cross-SL experts to align to Industry & client priorities/needs. · Requires exceptional business knowledge, general management and leadership capability to lead Industry and account teams. At ERM, sustainability is our business. We are the world’s largest advisory firm focused solely on sustainability, offering unparalleled expertise across business and finance. ERM partners with clients to operationalize sustainability at pace and scale, through our unique combination of strategic transformation and technical delivery capabilities. Our diverse global team of experts works with the world’s leading organizations to help them set clear sustainability targets, measure progress and operationalize strategy through deep implementation and business transformation. With more than 50 years of experience, our ability to integrate sustainability solutions and our depth and breadth of technical knowledge are why organizations choose to partner with us as their trusted advisor. Every one of us firmly believes in the potential to create value for our clients through an integrated approach to sustainability (because we have personally seen it and professionally achieved it). Our team members are passionate about client service. We work closely with our clients to help them operationalize their sustainability goals and meet their environmental, health and safety objectives while advancing ERM’s purpose through delivering tangible progress in what the United Nations coined The Decade of Action. Organizing our people across globally integrated communities of technical and strategic talent positions ERM to be a “boots to boardroom” leader in bringing that value creation to our clients, partners, and the world. We recruit exceptional professionals with a personal and professional passion for sustainability and nurture them to even greater success as specialists. We prepare our consultants to bring integrated, innovative and sustainable solutions to our clients and provide opportunities for ongoing development across a variety of subject areas related to technical, business, and personal growth. At ERM, effort pays off and becomes career defining work that leaves a positive imprint on our planet. 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