Job?Summary
Commercial?Directors?work?with?client?and?account?leadership?to?meet?or?exceed?Accenture’s?deal?economics?through:
A?rigorous?adherence?to?commercial?process;
Implementation,?integration,?and?management?of?the?four?pillars?(financial,?contract?management,?resource?/?Project?management?and?commercial?relationship);?and
An?analytical?focus?on?commercial?performance?enhancement.
They?are?usually?dedicated?to?Diamond?Client?accounts.
Key?Responsibilities
Oversee?all?commercial?aspects?of?Accenture’s?relationship?with?a?client?to?optimize?financial?and?business?operations?results?-?while?serving?as?part?of?overall?account?leadership?to?deliver?client?value.?Key?objectives?are?“no?surprises”?and?meeting/exceeding?the?expected?profitability?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:
People?Resourcing?and?HR?Management
Financial?Management
Contract?Management?and?Legal
Program?management?office?(PMO)
Commercial?Relationship
Participate?with?account?leadership?in?delivering?successfully?against?the?contract?and?client?expectations.
Establish?and?maintain?on?site?engagement?and?client?relationship.
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?Maximum?profitability?for?Accenture.
Provide?risk?management?strategies?and?techniques?to?help?deliver?optimized?client?value.
Coordinate?and?focus?on?areas?such?as?:
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
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
Provide?ad?hoc?QA?oversight/mentoring/coaching?of?commercial?functions?on?other?accounts.
Key?Abilities?Needed
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