Tuesday, January 19, 2010

Director Performance & Technology
Reports To Head of Advisory
Reports On IT Advisory & BPS Teams

Any nationality
Must be age 45 or younger*

*[Note:  This is a non-US job for a non-US employer in non-US countries where the labor laws do not prohibit age limits and where it is a commonly accepted business practice to impose age limits on potential candidates.]


 Must have RECENT BIG 4 EXPERTISE

· Package – KD 2700-3100 (US$9,436.27 - US$10,834.24)
· Bonus Scheme
· Relocation Package
· Mobile Allowance
· Tkt & Private medical – self and family

Position Overview
To develop and implement a growth strategy for the firm in the Performance & Technology departments. Leading and expanding the teams of specialists across the entire field of performance & Technology. To grow the business and expand the client base. Setting the objectives for the function, and cascading these down throughout the teams and business to ensure that the Firm is perfectly positioned to take full advantage of any opportunities in the market.

Main Responsibilities
Strategic

• Develop and implement a cutting edge ITA and BPS Advisory strategy that is designed to maximize and harness the full potential of the market in Kuwait.
• Ensuring the strategy is focused on the quality end of the market, creating value add for the client and maximum return for the firm.
• Develop a business development strategy that focuses on key accounts, both new and existing. Which identifies not only who the key target accounts should be but also how the Firm will break into those accounts and harvest the maximum return from them.
• Be a key member of the Advisory senior management team, driving the cross pollination of the advisory services across our client base.

Business Development

• Lead the business development activities for each of the functions, target key clients ensuring the firm is well presented, to enable the teams to secure advisory work from them.
• Work with the ITA and BPS advisory team and attend client meetings and presentations with them, providing extra weight when required and leading the efforts when necessary.
• Ensuring that all ITA and BPS advisory staff are employed effectively, and that they have job rotation, they share the lead and collaborate on the achievement of personal and functional business goals.
• Develop a strong network of Executive level contacts in Kuwait and ensure the network is harnessed to deliver results.

Management

• Take overall responsibility for the engagement management of the entire ITA and BPS Advisory activities, having ultimate sign off and approval on all engagements. Mitigating risk and ensuring quality.
• Day to day management of the department ensuring that the teams have sound yet challenging objectives set and that they are constantly evaluated against those objectives.
• Playing a key role in the Advisory teams management function, providing insight, coaching and mentoring to the less senior members of the team.
• Hold full profit and loss responsibility for the ITA and BPS Advisory function, ensuring that the business secured is in line with the functions objectives and that the gross margin is in line with the goals set.
• Approving all recruitment into the function, ensuring the team members are of the highest quality and have the right skill sets to compliment the existing team and ensure that each function achieves its targets.
• Report monthly on the progress of the function, in terms of revenue, profitability, target account successes, issues etc
• Take the responsibility for the function’s compliance with the firm’s risk management policies
• Representing the firm at local and regional networking events.
• Where appropriate represent the firm at IT’S global committees and events.
• Play an integral role in the Firm’s drive to become an employer of choice, by leading the team in a manner and style that inspires and drives them in a positive way.

Key Interfaces
· EXCOM
· Head of Advisory
· All Directors
· All Performance & Technology Teams.
· External Clients
· IT’S Global colleagues

Competencies

Business Focus

• Clear analytical and strategic thought process
• Able to process large amounts of information quickly and efficiently
• Able to identify key areas of development in the relevant market
• Able to set out a clear and concise vision and strategy
• Excellent ability to articulate and implement strategy.

Business Development

• Highly developed networking skills
• Excellent ability to ‘open doors’
• Highly skilled at influencing people.
• Excellent negotiation skills.
• Excellent ability to identify and clarify client requirements.
• Highly skilled in positioning an offer.
• Excellent ability to close deals.
• First rate ability to develop strong, meaningful and long lasting business relationships.
• Results focused.

Developing People

• Proven leadership skills
• Confident and friendly approach.
• Excellent team playing ability.
• Ambitious and totally professional.
• Accountable and business focused.
• Capable of building relationships and developing people.
• Prepared to work the hours required of the role.
• Flexible and adaptable.
• Sustain a high level of drive and resilience
• Demonstrate enthusiasm and a positive attitude when coping with pressure at work.
• Continuously learn from experiences.
• Seek out feedback and development opportunities
• Excellent coach and mentor, for developing people
• Communication
• Excellent communication skills
• Fluent in written and spoken English
• Highly refined presentation skills
• Able to provide honest and timely and constructive feedback
• Experience Required
• Graduate, ideally with a MBA / Bachelors in a related field.
• At least 15 years experience of working in the ITA/ BPS field, of which at least 7 years must have been in an executive level position focused on strategy.
• Proven experience in business development, both harnessing existing accounts and developing new ones.
• Preferably having extensive experience within a large consultancy company, ideally a ‘Big 4’ firm
• Experience of selling ITA and BPS and / or consultancy is essential

Deliverables
Short Term

• Develop the Performance & Technology Strategy, set budget, targets and team requirements
• Start recruiting the required additional team members, and begin the development of the current team.
• Identify key target client list and assign them to the team.

Medium Term

• Completed the initial recruitment of the Performance & Technology teams.
• Have made significant in roads to the target list, having penetrated a minimum of 60%, which means having entered into meaningful dialogue
• Be on or surpassing business targets.

Long Term

• Have penetrated and made significant in roads to all target clients.
• Developed the Performance & Technology team into a full efficient and effective team, who are at the top of all clients’ lists to call when relevant work comes up.
• Be on or surpassed all business targets.
• Secured IT’S Performance & Technology teams to be the unquestionable number 1 in the market place, within the big 4.