In the Consultative Selling Process, he/she works on one hand with strategic customers(sometimes with simultaneous large projects) to develop a deep understanding of client business problems / needs, translating them into high value solution definitions for the enhancement/ customization of current engagement methodologies and possibly setting also direction for the implementation and delivery; and on the other hand works closely with Competency Leaders, Regional, Delivery Managers and Solutions Architect.
The Senior Consultant typically reports to a Competency/Practice Leader, to whom they can act for and provide management coverage, can manage a group of Consultants and has relevant individual and team targets to support Practice growth and profits. Consultants are personally billable and have specific targets for the Utilization of their billable and non-billable time.
Principle Activities (Responsibilities):
Leads simultaneously multiple large geographic/global/strategic customer engagement teams which includes actions such as: proactively understand customer business needs and industry, anticipate problems, provide relevant timely customer discovery and consultative assessment information to appropriate team, deliver solutions and communicate value and effectiveness of proposed offering, foster additional business, and maintain customer relationships.
Prioritizes and aligns work with engagement/project plans, schedules, changing work demands, and all relevant Company policies, practices, plus local legal requirements as well as supporting practice leaders and BDMs in closing or seeking service opportunities.
Understands industry and market trends, determining implications for service offerings/solutions as well as identifying and maintaining relationships with key internal/external influencers, thought leaders, associations, industry panels, speaking engagements, and client and Offering user groups.
Shares all learnings with business Practice, services sales, solutions development, and Marketing teams to validate customer requirements and review deliverables prior to customer sign-off/release.
Contributes to the effectiveness and maintenance of Practice and consultative selling methods, certifying practice offerings, developing new services delivery techniques, methods, and processes.
Lead initiatives to improve quality, efficiency, customer satisfaction and cost reduction to drive additional services opportunity and represent the practice internally and externally ( conferences, trade-shows, media), Achieving all appropriate financial objectives through billable utilization objectives to meet or exceed business objectives and Practice P&L targets.
Coaches, mentors, and leads others less Senior Consultants, validating their skills/capabilities when assigned.
Education/Experience/ Technical competencies :
BS / BA in Engineering or equivalent in relevant technical or business major, MBA / MS is preferred.
At least 10 years of professional experience being 8 years of consulting and solutions development expertise, providing fee based services in a customer facing role and at least 2 years direct operations supervisory responsibility preferably in industries such as light and heavy manufacturing, oil and gas, utilities, construction or transportation
Knowledge and experience in managing Capital Effectiveness projects, EPC ideally in Oil & gas.
Mastery of standard office applications including Microsoft Word, Excel, Power Point and Project; familiarity with Mini Tab, Visio and Lotus Notes; Six Sigma methodology or similar tool is a plus.
Willingness to travel up to 80% in support of client engagements.
Fluency in both written and spoken English and Bahasa Indonesia or Malaysia language. Any other will be a plus.
High Level understanding of the essential cultural elements of world-class safety and Sustainability/Operations, fundamentals of safety managing systems and sustaining tools/processes as well as demonstrated experience in the applying safety/ health regulatory requirements in a commercial setting.
Demonstrated complex customer engagement experience, with multiple large, strategic projects, preferably some global, establishing and maintaining relationships with high-level customers being able to prove delivery of high , revenue growth, profit and customer satisfaction consulting and services solutions.
Additional skills:
Business Acumen: Entrepreneurial spirit with passion for the task and business, seeking continuous personal development and knowledge improvement.
Communicating with impact: Ability to influence others, persuasive, with excellent oral/written communication and negotiation skills. Strong interpersonal skills, with high credibility and integrity
Driving for Results: Ability to set and manage expectations using the consultative sales approach with good planning and execution skills, delivering on commitments and accepting accountability for results, multitask oriented
Building Sustainable Customer Relationships: Ability to prioritize and meet deadlines with good management skills giving priority to client?s commitments remaining customer oriented.
Analysis and Judgment: Good analytical skills, enabling to present graphically delivering the message in a compelling way and being able to adapt them quickly to needs using standard features
Teamwork/Collaboration: Ability to work independently maintaining accountability to management coupled with team player skills.
Building Winning teams: Ability to structure and lead professional services engagement, to assess skills/ performance of project members, to relate findings to potential solution construction and to address organizational boundary challenges understanding customer policies, priorities and needs.
Championing Change: Highly self -motivated, flexible, with rapid adaptability to different cultures and environments. Ability to drive change management processes throughout the client engagement, interacting with senior leaders and to internally coach and mentor junior Consultant ensuring this type of culture
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