The Regional Lead role requires a business leader capable of running a cross-industry portfolio of accounts, focused on transformation within the Procurement function. The role would lead teams whose goal it is to run healthy, growing, and profitable accounts, providing excellent service and impact results to their Clients. The Regional Lead has an Account Team assigned to each portfolio account: an Account Lead, a Delivery Lead, and support by a centralized Procurement Operations Infrastructure group.
The Regional Lead needs to be comfortable managing multiple, and at times competing, Client priorities and Client relationships, setting in place structures that allow consistent touch points with Client sponsors (CPO, CFO, Heads of Supply Chain) while enabling their Account Teams to execute against an agreed upon direction. The Regional Lead will be the Procurement Executive point of contact for Clients
The Regional Lead needs to be networked internally, learning how to navigate successfully internally, garnering support from the Account Leaders and consistently deferred to as the Procurement Operations Executive Sponsor. In collaboration with their Account Leads, the Regional Lead will ensure a Procurement Operations agenda is integrated into over-all account planning managed by Client Account Leads.
A standard set of responsibilities include:
- Provide Leadership to Account Teams, and Client sponsors (CPO, CFO, Heads of Supply Chain) in transforming Client’s Procurement organization
- Collaborate with Client sponsors on strategic planning initiatives (Procurement Road map), in support of core business strategies that influence and shape how Procurement needs to support the organization
- Lead Account Teams in identifying opportunities, challenges, and solutions, to support implementation of Procurement road map
- Manage Regional pipeline of revenue, headwinds and growth, to ensure Regional revenue goals are met
- Use interpersonal skills and strategic thinking for delivering messages, dealing with challenging topics and managing interpersonal conflict and escalated issues
- Encourage Account Team style and approach with an emphasis on improving a Client’s experience, reflecting the importance of excellent Client service, collaboration, and trust
- Encourage Account Teams to drive account specific creativity and innovation while supporting overall initiatives and Procurement Operations Platform enhancements
Metrics
Grow the Business
- Execute the growth strategy for a small or medium sized portfolio, engaging personally in critical and/or complete opportunities
- Champion the strategy and develop high-quality account plans, ensuring that the best assets, innovation and resources of our client are brought to clients within assigned portfolio
- Take actions designed to deliver superior client service and client satisfaction, and to meet or exceed targeted sales growth
- Take actions designed to meet or exceed targeted Contract Controllable Income (CCI) targets, collaborating with Delivery organization to address issues and manage client expectations
Basic Qualifications:
- 15+ years of relevant business and/or Professional Services experience, with experience in advancing a function’s (prefer Supply Chain, Finance, and/or Procurement) role
- Demonstrated results of leading revenue generation, and closing up sell/renewal revenue while also mitigating headwinds and restructures
- Demonstrated execution of Client road mapping, resulting in a mutually agreed upon plan for long term Client impact, and partnership alignment
- Demonstrated experience in managing a portfolio of clients across complex engagements in a matrix team environment
- Possesses strong leadership skills, in setting vision, goals and objectives and leading teams in successful achievement
- Demonstrated ability to successfully create high performing teams, able to work with flexibility and adaptability to continuous change
- Demonstrated negotiation skills leading to collaborative and mutually beneficial solutions
- Advanced listening and analytical skills, leveraged for problem solving
- Demonstrated experience in managing Executive Client relationships across long-term engagements (3+ years) in which clear “success” is defined (revenue growth, engagement renewal, public acknowledgement of relationships)
- Advanced communication, verbal and written, skills leading to repeated and successful interactions at the CPO, CFO and Head of Supply Chain level
- Advanced organizational management skills
- Advanced pipeline management and financial operations skills (revenue, margin, OI, etc.)
Location: prefer West Coast
If you are interested in this opportunity, please contact me, Larry Janis, janis@issg.net, 516-767-3030