Industry Leader - Compensation & Benefits - Consulting

The role is responsible for leading the projects and delivery of rewards benchmarking and design related engagements for clients in an identified industry or set of industries. 

- Generation of revenue through new and existing clients. 

- Developing strong working relationships with key people in the client organizations and advising them on Rewards and Benefits; 

- Providing ongoing support to clients in data interpretation; 

- Review survey data and reports and provide sign-offs; 

- Proactively engage with key clients (existing and prospective) to identify opportunities and form long-term sustainable relationships with them and partnering with internal stakeholders like Survey Operations WITH THE OBJECTIVE OF delivering world class rewards consulting and products to our clients.

- Actively engage in business development by independently engaging with key people in prospective clients and identifying opportunities for building a long-term, sustainable relationship; 

- Achieve increase in terms of number of paid participants in Industry TRS (as applicable) over previous year; Win projects with new clients; Win new clients for participating in the survey of the assigned industry

- Deliver C&B consulting assignments in a defined industry;

- Develop a deep understanding of rewards trends in specific industries; Establish self as a go-to person for rewards in the specific industry; Form a point of view on rewards practices to provide appropriate consulting advice to clients

- Proactively identify opportunities to win repeat business or multi-year contracts from existing clients; Establish a regular channel of communication with existing clients; Host networking events for clients and share client researches in relevant areas

- Monitor revenue and sales pipeline versus budgets on a regular basis for the assigned industry; Raise invoices and analyze data on collections and sales pipeline and guide Consultants accordingly

Performance Indicators:

- Budget vs. Actual Achievement

- New clients added

Not Peer Reviewed

- Cross-sales

Financial:-

- Deliver revenue budget basis the industry numbers & by product category

- Build & manage client base through retention of annuity clients as well as new client acquisition.

- Manage invoicing & collections for projects completed

Clients:-

- Ensure successful delivery of projects thorough effective project management & service delivery

- Build market insights for clients from existing work

- Client engagement/thought leadership actions in each of the industries (including forum partnerships

- Support the capability building for Workforce Analytics in IS / IS Operations to generate insights for clients.

- Understand client requirements based on meetings and discussions with clients

- Research material on the client organization to understand the context and requirement

- Apply analytical thinking to gain deeper understanding and identify key requirements or gaps

- Prepare an outline of the recommended solution; Review the recommended solution with the Business Leader; Present recommended solution to the client and modify

People

- Ensure cascade of communication and query resolution for the respective industries

- Support hiring for open vacancies within the cluster and/ or industry within reasonable time, and ensure successful onboarding of new hires

- Supervises a team of Analysts (1-2 resources); Provides guidance and support in meeting the goals; Provides feedback on a regular basis; Plans development of the team members

- Performance management