About Accenture   
Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent and innovation led company with 738,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology with unmatched industry experience, functional expertise and global delivery capability. We are uniquely able to deliver tangible outcomes because of our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Accenture Song. These capabilities, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients succeed and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities. Visit us at www.accenture.com 

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: - People Resourcing and HR Management

- Financial Management

- Contract Management and Legal

- Program management office (PMO)

- Commercial Relationship

 - 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 :

 

People Resourcing and HR Plan Management

- Training Management

- Staffing

- Annual Process Administration

- HR Support

- Facilities

- Labour Mix Reporting/Analysis

- Set Unit Targets

- Supply/Demand

- Forecasting

- Bench management

 

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

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 analyze 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

About Accenture

Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent- and innovation-led company with approximately 791,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology and leadership in cloud, data and AI with unmatched industry experience, functional expertise and global delivery capability. Our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Song, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients reinvent and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities.

Visit us at www.accenture.com 

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We believe that no one should be discriminated against because of their differences. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, military veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by applicable law. Our rich diversity makes us more innovative, more competitive, and more creative, which helps us better serve our clients and our communities.