Director - Energy & Environment (E&E) Practice

Overview

Objectives

• Develop and evolve the strategic plan for the India Energy & Environment (E&E) Practice, working closely with the Global and APAC E&E Advisory Heads, India Country Leader, and counterparts in other region to ensure there is a globally consistent vision and full utilisation of resources across the group
• Manage the overall sales performance, working with the sales, consulting and research teams to ensure that the proposition is taken to market effectively. This will include sales planning, marketing strategy and thought leadership development
• Maintain a high level of customer interaction, developing your own personal business pipeline and delivering where appropriate on high visibility consulting assignments
• Manage regional recruitment, staff improvement and retention through working with the Human Capital Management team. Ensure that staff review processes are conducted on a regular basis and to a high quality.
• Provide client organisations with industry specific, business consulting expertise, whilst sharing knowledge and best practice across the Frost & Sullivan business. Attend customer conferences and workshops and develop a reputation for being an industry thought leader.

Responsibilities

Summary of Key Responsibilities

Management and business strategy

• Support annual planning process, focussing on people, product, promotion and place.
• Maintain visibility on the performance of the business, assessing the key KPI’s and reporting to E&E management team on progress against monthly financial goals, the annual strategic plan and the 3 year vision.
• Attend weekly management meetings, reporting on E&E performance to the regional leadership team
• Communicate and implement corporate level initiatives

Consulting, Research and project management

• Ensure the annual consulting plans are met, including KPI’s related to revenues, project profitability and analyst productivity
• Develop strong relationships with consultants outside of the business unit and leverage their skill sets effectively on projects
• Promote the business unit consulting capability through a variety of marketing channels. This includes promoting Frost & Sullivan’s capabilities related to market research, mega trends, Growth Analytics, strategy implementation
• Oversight of the consulting project pipeline from lead generation, lead qualification, proposal development and closure
• Ensure projects are on track and resolve potential challenges related to resourcing, deadlines and client expectation management
• Monitor client satisfaction through end of project reviews and ensure feedback is captured and communicated to teams
• Improve the consulting skill sets within the team
• Manage own consulting target

Thought Leadership

• Set the business unit research agenda for the year in collaboration with the global counterparts, ensuring a blend of research types to meet the requirements of our customers. This includes market analysis, competitive benchmarking and visionary research
• Develop thought leadership on critical research topics, personally delivering presentations, managing workshops and promoting through media channels

People management and leadership

• Motivate, drive and inspire the team to achieve consistent revenue delivery in-line with annual business objectives.
• Provide coaching, guidance and direct leadership to the respective teams
• Undertake performance reviews and annual appraisals
• Establish individual consulting team targets and KPIs, in line with achieving Frost & Sullivan’s business/revenue objectives
• Maintaining and developing operational processes to maximise the efficiency of the team and ensuring client value

New Business Development and Account Management

• Develop sales vision and strategy in collaboration with the sales leadership
• Meet weekly with the sales leadership to review sales pipeline and performance against the annual plan
• Develop new initiatives and work with the sales and product management on the go to market strategy
• Support sales team in a very hands-on manner, especially leveraging experience in deal closures, as a thought leader and senior consultant to take early stage opportunities to close
• Build strong personal relationships in key accounts
• Develop marketing strategy in collaboration with the sales leadership and marketing team.

Qualifications

Experience

• ~15 years of proven strategic level consulting experience within a client focused Market Research/Business Consulting environment with significant industry experience in either Energy & Power, Environment, Building Technologies, Sustainability, Industrial Automation, or Digitalization. The experience gained will have included delivery of high value consulting projects to multi-national organisations, facilitation of workshops with senior executives and clear examples of personal revenue generation in a consistent manner.
• Professional team management and leadership experience including setting team and individual target/objectives, annual appraisals / performance reviews and building, training, developing and inspiring a multi discipline team

Qualifications

• An engineering degree preferably in areas of BU specialization and/or business-related discipline.
• Post graduate qualification (MBA) in a related field would be desirable.