Regional Client Market Leader - Technology, Media & Telecommunications Sector
Hong Kong, Hong Kong | ERM
Job Description:78 people have viewed this job
We are looking for an experienced individual to support and expand a network of excellent client relationships and drive sales in the Technology, Media & Telecommunications (TMT) industry. As a contributor to this important sector strategy, you will be key to the growth of ERM’s business in Asia Pacific through selling and delivering world-class services, recruiting and developing others in order to expand our current team, and further advancing our reputation for environmental, safety and wider sustainability solutions in the TMT sector.
This opportunity will enable you to contribute significantly to key decisions, including the overall strategic direction of our APAC’s TMT sector strategy.
Work closely with ERM’sRegional CEO, Regional Commercial Director, Business Unit Managing Partners (BUMPs), and ERM Account Directors and Partners to manage and develop ERM’s business with TMT clients, including:
Account Leadership & Client Strategy
Primary focus on key client account development, sales, and delivery of the full spectrum of ERM’s consulting services to deliver strategic value to target clients in across the TMT industry sector
Actively develop commercial strategies to pursue and win new business opportunities that result in significant sales and revenue growth with target clients aligned with ERM’s global strategy.
Provide business value selling at the top levels of client organisations, raising the profile of ERM’s capabilities within key client organizations, to identify and shape clients’ needs for ERM services.
Develop new client relationships and expand existing relationships by delivering strategic consulting advice, excellent value, and quality service.
Maintain pulse on industry business cycles and prioritize sales efforts toward high-potential, top opportunities.
Manage capture efforts utilizing technical understanding to develop proposals, including written content, pricing, presentations, and contracting.
Ensure a robust understanding of client’s businesses, organization, programs and processes, as well as a comprehensive understanding of client’s priorities, key needs and what is deemed as most valuable.
Drive a strategy and execution plan(s) focused on key geographies, service needs, and that facilitates growth in ERM’s TMT business.
Personally perform face-to-face engagements with client stakeholders (face-to-face visits and presentations).
Ensure that contract access is established (and expanded) for key areas of service and geographies and that contract terms and requirements are identified and maintained.
Team Building, Alignment & Collaboration
Work in a collaborative, cross-functional team environment to build ERM’s global business.
Build and develop a strategy for team growth and mentor others in your virtual team in collaboration with BUMPS.
Establish a successful TMT services practice across Asia Pacific and support, and leverage resource from the APAC TMT teams and the wider ERM family.
Identify emerging talent and work with them to reach their full potential; ensure rising stars are nurtured, developed and given new areas of responsibility.
Sales /Operational & Service Excellence
Contribute to leadership and management of major proposals, programs and projects for the TMT sector.
Lead consulting engagements in your area of professional expertise. Drive innovation to stay ahead of client needs and to differentiate ERM in the market.
Provide “hands-on” leadership and support for contract negotiations and proposal efforts.
Engage client’s key stakeholders in periodic reviews of ERM’s service performance and provide feedback to the APAC Leadership Team and key ERM stakeholders (i.e., Business Unit Managing Partners) to ensure continuous service excellence.
Meet business financial targets, overall project budget and schedule, client satisfaction/expectations, and internal and contract requirements.
BS/MS in planning, engineering, safety, science, or related degree.
15+ years’ experience in a senior environmental, safety or sustainability function or role, either in a consulting environment or working substantially within the TMT sector.
In-depth understanding of the TMT industry and key client organizations, including existing key client relationships that can be leveraged into new business.
Business acumen to understand business risk and challenges, and recognize corporate opportunities.
Demonstrable track record in delivering and successfully winning strategic projects.
Offer recognized technical expertise and an established reputation in the local marketplace.
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