Strategic Procurement Advisor (associate Director) - government Services

Strategic Procurement Advisor

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The opportunity: The Strategic Procurement Advisor (SPA) creates and drives strategic relationships with client procurement teams, specifically the CPO, to positively position EY for competitive and sole source revenue generating opportunities and other account expansion activities. The SPA develops relationships with client procurement, at strategic and tactical levels as required, to become the "go-to EY resource" for influencing client procurement. By positively influencing client procurement teams, the SPA will assist the Global Client Services Partner (GCSP), Client Executive (CE), and other Service Line and Sector leaders to better understand the client procurement organization, its processes and nuances, and bridge gaps in communication required to successfully close new business opportunities. Sample activities for the SPA include face-to-face relationship building opportunities with clients including C-level client roles, participating in account planning workshops, virtual networking with client procurement teams and timely introductions of new offerings throughout the client ecosystem leveraging client procurement introductions. With a focus on the most complex deals and/or business situations, the SPA will collaborate with the Pursuit & Commercial Excellence (P&CE) teams, account teams, CEs, and GCSPs to support new and existing key client relationships. A key element of the SPA role is to have the ability to thrive in new and unfamiliar environments, as each client situation is different, and navigate the client's behavior and tactics to drive business development through strategic influence of client procurement. The SPA over time acts as EY's "Client Procurement Whisperer." The individual SPA position is also responsible for conducting training and coaching sessions for P&CE and account team members on Procurement COE topics to expand EY broader audience education efforts.

Your key responsibilities:

• Responsible for collaboration with P&CE leaders, GCSPs and account managers to help develop a plan that prioritizes accounts and opportunities where SPA's services can help to drive revenue and improve profitability through client procurement relationships
• Leads efforts with account teams to develop and execute negotiation strategies and activities necessary to achieve revenue growth with new and existing client accounts. Sample activities may include assess client procurement relationships using EY power map methodology, analyze contractual terms, pricing and scoping issues so EY can improve competitive position
• Provides strategic guidance to GCSPs and account managers before and during negotiations for favorable impact; assists and advice on account related tangibles, such as Master Services Agreements (MSA), Rate Cards, Preferred Provider Programs, Supplier Enabled Innovation, etc. detailing essential information related to scope of services and associated terms and conditions
• Assesses coaching needs, develops and executes training approaches and drives business meetings to develop partners, engagement leads and other account team members regarding key negotiating talents needed to support the pursuit and to win the client engagement
• Directs internal training sessions/workshops for diverse audiences within P&CE, Sector, and Service Lines; assorted topics could include collaboration with P&CE SPI Group, P&CE Negotiations Group and others for overview/service offerings, negotiation preparation/strategies, coaching on client discussion (e.g., script writing), contractual terms and conditions development strategies, etc.
• Oversees and collaborates with account teams to provide strategic guidance during the development of EY's response to Request for Proposals (RFPs) leveraging intelligence gleaned through client procurement channels
• Partners with account team to sustain and/or expand existing client procurement relationships; understand client expectations by developing key onsite relationships with senior level client executives, understanding the client decision-making process and helping them see how EY is supporting them
• Collaborates closely with cross-functional teams to understand clients' procurement needs, objectives, and expectations, and advises teams on how client procurement translates them into strategic procurement strategies
• Acts as a primary point of contact for client Procurement organizations, building and nurturing strong relationships that lead to long-term partnerships and mutual growth
• Leads discussions with client Procurement teams to understand their unique requirements and align our solutions to their business goals
• Conducts thorough market analysis to provide insights to client procurement organizations on emerging trends, potential risks, and opportunities for strategic sourcing
• Leads negotiations with client Procurement teams to secure favorable terms, pricing, and conditions, while maintaining trust and fostering collaboration
• Establishes credible relationships and becomes a trusted advisor to client procurement teams, specifically the CPO
• Provides expert guidance to clients on procurement best practices, supplier selection, contract management, and sustainability initiatives
• Monitors and measures the success of procurement strategies, gathering feedback from client procurement and continuously improving our approach
• Stays informed about industry regulations, compliance requirements, and ethical procurement practices to ensure our engagements adhere to relevant standards

Skills and attributes for success:

• In-depth experience and understanding of the Procurement landscape, IT and business process services marketplace, including managed services model, and strategic industry trends (e.g., cost drivers, levers, competitive situations, legal terms and conditions)
• In-depth procurement and negotiations background as well as direct negotiation experience
• Knowledge of business and management principles involved in strategic account planning and business development
• Knowledge of impacting laws, legal codes, precedents, and government regulations that could impact business decisions and contract terms and conditions
• Strong teaming and negotiating skills persuading others to agree to pricing, terms and frameworks beneficial to the Firm
• Effectively communicates verbally and in writing to clearly articulate key information and insights
• Uses logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems
• Keen judgment and decision making skills; considers the relative costs and benefits of potential actions to choose the most appropriate one

What we look for:

We are looking for you to make a significant contribution to Deal Activation in America. You will bring new thinking, energy and enthusiasm alongside expertise in deal management to a team that's contributing to EY's new global strategy. We are seeking a highly skilled and motivated Strategic Procurement Advisor (SPA) to join our team, focusing on client engagement and interactions with client Procurement organizations. As a Strategic Procurement Advisor, you will serve as a key liaison between our organization and our clients, ensuring seamless collaboration, strategic alignment, and exceptional client service. Leveraging your expertise in procurement, negotiation, and client relationship management, you will play a critical role in driving successful interactions with client Procurement teams. This role offers an exciting opportunity to contribute to our clients' success while influencing our organization's growth through strategic procurement advisory. We foster a diverse and inclusive work environment where innovation and collaboration thrive. If you are a strategic thinker with a passion for delivering exceptional client experiences and influencing successful outcomes, we invite you to join us in shaping our clients' and organization's future success.

Minimum 10 years of progressive experience in procurement, strategic sourcing, supplier management, and Business Development with a proven track record of successful client engagement

Exceptional negotiation skills, with the ability to lead high-stakes negotiations and maintain collaborative relationships with client Procurement teams

In-depth knowledge of procurement of best practices, market trends, and client relationship management

Speaker at Procurement Industry events and has CPO connections

Excellent interpersonal and communication skills, with the ability to effectively convey complex information to diverse stakeholders

Proficiency in procurement software and tools, as well as Microsoft Office Suite

A customer-focused mindset with a commitment to exceeding client expectations

Demonstrated commitment to ethical procurement practices and sustainability initiatives

Proven ability to work in a collaborative environment and build strong relationships internally and externally

Previous experience in consulting or advisory roles. Client negotiation and/or business development experience in the professional services and solutions arena, a proven record for negotiating and selling complex services and solutions at the "C-suite" level of mid to large size companies

Experience working in a large complex global organization

Experience leading and managing high-performance teams

Candidates should possess experience in artificial intelligence (AI) technologies and applications, demonstrating the ability to leverage AI tools to enhance business processes and decision-making

Proficient in influencing and building collaborative relationships with a wide range of stakeholders

Bachelor of Arts (BA) or Science (BS) degree (in related discipline, I.E., Business, Supply Chain Management, or related field recommended)

Advanced degree preferred (I.E., Masters)

Purchasing/Procurement certification or relevant certification (e.g., CSCP, CPSM) is preferred

Other requirements:

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