EY Executive Director - GDS Consulting Life Sciences Account Leader 

India, Karnataka, Bengaluru 

200550827

Executive Director – GDS Consulting Life Sciences Account Leader

The continued growth of the GDS Consulting Health Sciences & Wellness Sector as well the continued focus by the firm on the sector as one of the growth accelerators for Consulting, now requires additional Executive Director roles to help manage and drive large strategic Core accounts in Lifesciences sub sector by working closely with GCSPs.

Accounts play a significant role in accelerating sector sales, bringing new revenue streams and driving overall sector growth. There is a huge impetus on GDS to spearhead in developing and executing strategic roadmap in Life Sciences accounts supporting all geographies, which requires a dedicated leaders to ensure non-linear growth for the practice over the next 5 years.

GDS Life Sciences Account Leader will also bring in deep domain expertise and technology acumen in alignment with market trends to establish credibility with Life Sciences market champions and leaders in Americas, EMEIA and APAC to influence large scale transformative deals and Consult on Go To Market approach.

Essential Functions of the Job:

• Own and manage large, strategic Life Sciences Core Account with >$ 100 Mil Revenue
• Responsible for overall relationship, account strategy and planning to drive revenue growth, driving account centricity, pipeline management, revenue achievement, delivery, client satisfaction and growth
• In-depth domain knowledge in Life sciences (Bio Pharma / Medical Devices) across the value chain – R&D, Drug Manufacturing, Commercial, Pricing, Product Planning, Product Launch, Market Access, and Revenue Management
• Define Account strategy to enable differentiated hypergrowth. Participate and represent GDS in global Account strategy discussions. Translate the strategy by working with GDS competencies, and sector CoE teams to drive GDS growth and integration
• Key Account Management - Develop strong relationships with Account GCSPs, CALs, ATLs, Markets Team, Pre-Sales, Delivery and Account FOP leaders
• Demonstrate strong domain acumen (Life Sciences – Bio Pharma, Medical Devices) to establish credibility with Account leaders
• Act as a gateway for the account into all GDS capabilities, offerings, assets and ecosystem partners and be 100% dedicated to the role, aligned to an account
• Work with product development team and GTM team to identify and position market offerings with account FOP leaders across life sciences value chain – R&D, Commercial, Product Launch, Market Access, Manufacturing, Supply Chain, Regulatory and IT
• Have transformative mind set. Collaborate with Business consulting, Technology Consulting, Tax, Strategy service lines to develop end to end transformative solutions for the Account
• Collaborate with innovation team and develop thought leadership based on market trends, building points of view that will enable new and innovative solutions that could be taken to the account
• Strong technology skills in the areas of Digital, Emerging Technology, ERPs, Data & Analytics, Cyber Security etc. to assess client need and position new and cutting-edge technology solution by collaborating with innovation and technology teams
• GDS Account Leader will position GDS as credible transformation partner both at GCSP and the Client to deliver measurable business value that is sustainable and designed for the modern digital era
• Transformation skills – ability to drive large scale transformation program
• GDS Account Leader will work with the regional Account Technology Leader and drive increased technology-related revenue (direct offerings or infused as a component of broader solutions) at the account and, along with the GCSP, own joint accountability for the uplift in annual revenue target
• Establish a thorough understanding of the client’s current business / IT landscape and future strategy to enable alignment of the overall account strategy and specific solution proposals
• Work with client facing teams and management to prepare estimates, Point of Views, Position Papers and contribute towards sector pursuits and proposals.
• Create roadshows and marketing campaigns at the account for outreach and presence
• Focus on pipeline expansion by executing JOLT (Account Centricity) program at the account
• Partner with FOP leaders at the account, drive strategic programs, build new service offerings and enable new and sustainable pipeline of opportunities for EY
• Own and end to end manage large scale pursuits by working with onshore and GDS teams – from progression to close
• Infuse domain expertise and manage execution of large / complex / transformative deals by closely working with Business and Technology Consulting Competencies. Work with solution and pricing architects to build a robust and competitive solution that is differentiating and helping EY win in the market.
• Drive skilling in current GDS life sciences team, including training programs, certifications & POCs. Leveraging cross skilling initiatives between business consulting and technology consulting.
• Coaching and Mentoring – Coaches Senior Managers, Associate Directors and Executive Directors within structured leadership training programs.
• Should be responsible for grooming next generation leaders, including women executives
• Budget and Planning - Responsible for preparing budgetary outlay and its management during the budget cycle
• Drive collaboration with other Account Leaders to identify leading practices and approaches

Analytical/Decision Making Responsibilities:

• GDS Consulting Life Sciences Account Leader would be working with multiple stakeholders (above 100+) across the member firms – Global / Regional Sector leaders, Solution leaders, Account GCSPs, Account FOP Leaders, Market Leaders in the region, GDS Consulting Leadership, GDS Cross SL Leadership across all Solutions in Consulting and other Service Lines.
• Almost independent professional with the ability to make most of the decisions pertaining to practice growth, investment in new areas of technology, people issue as well as market specific focus
• The right resource should use a combination of domain, market experience, relationships, and drive to achieve the objectives
• Collaborate frequently with competency leaders, account leaders to work closely with their respective clients to identify sector opportunities, participate in RFPs, Pursuits, Influence, Present, Propose and Deliver large scale transformation programs for EY across all regions and delivery from GDS.
• GDS Life Sciences account leader would need to represent GDS in
  • Client RFP proposal presentations, orals, discussions, and workshops.
  • Analyst Surveys, EY Global and Regional events, Roadshows, Alliance meet.
• The person would also be responsible in nurturing existing Alliances into strong relationships and help identify & incubate strategic alliances for future in next gen technology

Knowledge and Skills Requirements:

• Prior experience in managing large accounts in life sciences (>$100 Mil)
• Demonstrate strong consulting experience, in-depth domain knowledge in Life sciences (Bio Pharma / Medical Devices) across the value chain – R&D, Drug Manufacturing, Commercial, Pricing, Product Planning, Product Launch, Market Access and Revenue Management, ability to sell and run large scale consulting engagements with distributed delivery mindset
• Ability to establish strong trusted relationships with executives (CEO/CIO/CTO) and other client C-suite membership as a thought leader and business advisor along with GCSPs
• Develop capabilities at GDS to support market development and service delivery. This would involve recruitment / training of relevant talent, regional integration, and market maker positioning, as well as development of both traditional and pay-per-use services for delivery across all regions.
• Transformation skills – ability to drive large scale transformation program
• Strong Domain expertise, 18+ years across a variety of roles spanning key account management, achieving hard targets (revenue) client delivery, innovation, people, and program management. At least last 5 years in leadership roles.

Education & Experience:

• Minimum of bachelor’s degree in Science, Information Systems Management, Accounting, Finance, or a related field with 18+ years of experience. Prior experience working in core industry is a huge plus
• Experience in management consulting and life sciences advisory consulting organizations is a huge plus
• Experience of managing accounts with Head Count above 500+ would be a huge plus.

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