Job Information
Grant Thornton UAE Executive / Senior Executive - Key Accounts & Business Development in Dubai, United Arab Emirates
Grant Thornton is a global professional service network of more than 73,000 people in 149 countries. Our team in the UAE is growing rapidly – and we know this success is made possible by our people. That's why we make sure our people have the right tools and environment to thrive.
Each individual at Grant Thornton UAE is empowered to be themselves within an inclusive team. Our supportive structure gives our people the autonomy to shape their careers and drive positive change the firm. It's an exciting time to join us as we grow with organisations of all sizes and industries to create change in UAE, across the region and in the world.
Job Summary:
In a dynamic business landscape, effective Business Development is paramount for sustained growth and success. This position will support the implementation of our Business Development and Key Accounts initiatives of the firm. It requires a high degree of organisation with the ability to engage with colleagues across departments and at all levels. The successful candidate will receive guidance and support to ensure success.
Responsibilities:
As an Executive/ Senior Executive, you will work closely with the Manager and Director within the team, as well as Partners and department/ industry leads to provide support in the following areas:
Pipeline Management and Reporting
Ensure a systematic approach to tracking and managing business opportunities.
Implement robust reporting mechanisms for real-time insights into the pipeline's health.
Track all fields in terms of industry and make sure it is tagged correctly.
Review the opportunity past date and communicate with the account creator accordingly.
Review the MSA regularly and make sure it is tagged correctly on the system.
Review the referral filed and prepare a monthly report to be shared with the Partner.
Quarterly health check reviews up on the quality of our opportunity and share a report with the Partner.
Track the opportunity stage and communicate accordingly with the account coordinators.
Filter opportunity by Partner, send a follow up email to fix/ add any opportunities under their name.
Key Account Management
Develop account planning with the account driver to optimize the process for key accounts.
Arrange a monthly call with the account leader/driver and account team to discuss an action plan.
Follow up on 30/60/90 day action plans with the key account leader/driver.
Arrange and prepare the agenda/slides for the Account workshop session with client.
Track account performance/activity on monthly basis.
Send a monthly email to the account leader on the performance of the account (financial and activity performance).
Pursuit Process Optimization
Track the pursuit process to improve efficiency and increase the success rate.
Send a weekly report to the leaders on the opportunity that need to be discussed.
Follow up on the outcome of the process and share the final details with the HoDs.
Track all pending opportunities and follow up with the concerned team.
Track lost/won opportunities and share the outcome with the respective leaders.
Implement best practices to enhance the overall quality of pursuit activities.
Data Management
Ensure accurate and secure storage of client data.
Ensure no duplicate accounts are created, ensure industry mapping is correct especially for FS.
Track the accuracy of the data on a monthly/ quarterly basis – especially key fields such as referrals data, client industry, contracting party etc.
Track all data and communicate with coordinator on regular basis to secure healthy contact data.
Work with IT and other CRM users on troubleshooting and resolving technical issues in CRM – ticket follow ups, resolutions, and support with CRM testing on new functionalities.
Refresher trainings on CRM best practices, leveraging the system to its full potential in terms of data and reports.
Understand user challenges in CRM.
Update the CRM handbook and training slides.
Client Feedback
Monitor and track feedback process to enhance client satisfaction and address concerns promptly.
Prepare a list of the closed engagements, share it with partners and send feedback survey accordingly.
Prepare a list of at least 10% of new clients for assurance/tax/advisory and send the survey.
Arrange a list of independent partners that need it to conduct ASQ interview.
Follow up on ASQ/ESQ meetings and share the outcome with relevant partners.
Prepare a report/ dashboard on the Survey/ESQ/ASQ to all partners.
Leverage feedback for continuous improvement and to strengthen client relationships.
BD Operations
Introduce and manage win newsletter, BD newsletter, and other operational communications.
Help track all infobox emails are added to CRM
Data extracts needed by business which include cross tabulating service line work with other dimensions such as type of business, across FYs as well as data for regulated entities and other requests.
Required Skills & Competencies:
2 - 4 years of relevant work experience.
Strong teamwork, initiative, and interpersonal skills.
Excellent project management skills, with the ability to priorities tasks and meet deadlines.
Excellent communication and presentation skills and ability to manage senior-level relationships across functions.
Ability to think strategically, creatively, and analytically.
Experience in using various tools, including CRM, and methods to measure and evaluate Key Account Program activities.