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.