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Accenture 財務本部 コマーシャルディレクター/管理部門/シニアマネジャー - アソシエイト・ディレクター in Yokohama, Japan

Role Description

Work with client and account leadership to deliver Accenture's deal economics through rigorous adherence to the commercial process; by implementing, integrating, and managing the four pillars - financial, contract management, resource / project management and commercial relationship, and by providing an analytical focus to enhance commercial performance.Key Responsibilities

  • Oversee all commercial aspects of Accenture's relationship with a client to optimize financial and business operations results and to deliver client value

  • Commercial Director's role is to meet and/or exceed the expected profitability on the account

  • Clearly manage risk and the process for tracking contingency to limit surprises 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:

  • Financial Management

  • Contract Management and Legal

  • Program management office (PMO)

  • Commercial Relationship

  • People Resourcing and HR Management

  • Participate with account leadership in delivering successfully against the contract and client expectations

  • Establish and maintain on site engagement and client relationship

  • Work closely with account leadership regarding account planning and business strategy

  • 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 profitability for Accenture

  • Provide risk management strategies and techniques to help deliver optimized client value

  • Coordinate and focus on areas such as :

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

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

Qualifications

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 in negotiations

  • Given the account-wide breadth and depth of responsibilities, develop influence with the remainder of the account leadership team in order to affect account level strategy and decisions

  • Ability to understand the commercial issues, prioritize accordingly, establish an overall commercial plan for the account, drive client-focused (both internal and external) behaviors – and ensure follow through and frequent communication with relevant stakeholders

  • Strong people skills in order to effectively link the team's responsibilities to the objectives of the commercial team and account, create a challenging and rewarding work environment, and help commercial team members achieve their career aspirations

  • Deep understanding of contract management principles required to negotiate optimal terms and conditions, including understanding deal shapes, client solutions, and ongoing risk management

  • In-depth financial management capabilities and demonstrated ability to analyse financial information and manage a P&L

  • Clear understanding of the commercial levers of an outsourcing and/or consulting contract, and how to manage them over the duration of the contract, in order to both manage the existing business and help grow the account

  • Demonstrated ability to direct complex daily activities of multiple work streams, focused on issue resolution, while being an effective communicator/leader simultaneously across operating groups, growth platforms, an account, and the client.

  • A clear understanding of the utilization of risk management and risk/reward optimization

  • Resilient, self-motivated, goal driven orientation

  • Professional, confident, and strong leadership presence Objectives

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