Strategic Procurement Advisor - Associate Director

Location: New York City, Boston, Philadelphia, Washington, Chicago, Denver, Phoenix, Dallas, Austin

About the role

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 to become the “go-to EY resource” for influencing client procurement. By positively influencing client procurement teams, the SPA assists 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, bridging gaps in communication required to successfully close new business opportunities.

Sample activities include face-to-face relationship-building with clients, including C-level roles, participating in account planning workshops, virtual networking with client procurement teams, and timely introductions of new offerings leveraging client procurement introductions. With a focus on the most complex deals and business situations, the SPA collaborates with Pursuit & Commercial Excellence (P&CE) teams, account teams, CEs, and GCSPs to support new and existing key client relationships. The role requires thriving in new and unfamiliar environments, navigating client behavior and tactics to drive business development through strategic influence of client procurement. Over time, the SPA acts as EY’s “Client Procurement Whisperer.” The SPA also conducts training and coaching sessions for P&CE and account team members on Procurement COE topics to expand EY’s broader audience education efforts.

Responsibilities

• Collaborate with P&CE leaders, GCSPs, and account managers to develop a plan prioritizing accounts and opportunities where SPA’s services can drive revenue and improve profitability through client procurement relationships.
• Lead efforts with account teams to develop and execute negotiation strategies and activities necessary to achieve revenue growth with new and existing client accounts. Activities may include assessing client procurement relationships using EY power map methodology, analyzing contractual terms, pricing, and scoping issues to improve EY’s competitive position.
• Provide strategic guidance to GCSPs and account managers before and during negotiations for favorable impact; advise on account-related tangibles such as Master Services Agreements (MSA), Rate Cards, Preferred Provider Programs, Supplier Enabled Innovation, detailing essential information related to scope of services and associated terms and conditions.
• Assess coaching needs, develop and execute training approaches, and drive business meetings to develop partners, engagement leads, and other account team members regarding key negotiating talents needed to support the pursuit and win client engagements.
• Direct internal training sessions/workshops for diverse audiences within P&CE, Sector, and Service Lines on topics such as negotiation preparation/strategies, coaching on client discussions (e.g., script writing), contractual terms and conditions development strategies.
• Oversee and collaborate 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.
• Partner with account teams 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 supports them.
• Collaborate closely with cross-functional teams to understand clients' procurement needs, objectives, and expectations, and advise teams on how client procurement translates them into strategic procurement strategies.
• Act as a primary point of contact for client Procurement organizations, building and nurturing strong relationships that lead to long-term partnerships and mutual growth.
• Lead discussions with client Procurement teams to understand their unique requirements and align solutions to their business goals.
• Conduct thorough market analysis to provide insights to client procurement organizations on emerging trends, potential risks, and opportunities for strategic sourcing.
• Lead negotiations with client Procurement teams to secure favorable terms, pricing, and conditions while maintaining trust and fostering collaboration.
• Establish credible relationships and become a trusted advisor to client procurement teams, specifically the CPO.
• Provide expert guidance to clients on procurement best practices, supplier selection, contract management, and sustainability initiatives.
• Monitor and measure the success of procurement strategies, gather feedback from client procurement, and continuously improve the approach.
• Stay informed about industry regulations, compliance requirements, and ethical procurement practices to ensure engagements adhere to relevant standards.

Requirements

• 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 best practices, market trends, and client relationship management.
• Experience as a speaker at Procurement Industry events and 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.
• 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 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.
• Proven ability to influence and build collaborative relationships with a wide range of stakeholders.
• Bachelor of Arts (BA) or Science (BS) degree in a related discipline (e.g., Business, Supply Chain Management). Advanced degree preferred (e.g., Masters).
• Purchasing/Procurement certification or relevant certification (e.g., CSCP, CPSM) is preferred.

Skills

• 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 affect business decisions and contract terms and conditions.
• Strong teaming and negotiating skills to persuade others to agree to pricing, terms, and frameworks beneficial to the Firm.
• Effective verbal and written communication to clearly articulate key information and insights.
• Ability to use logic and reasoning to identify 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.
• Ability to identify complex problems, risks, and review related information to develop, evaluate, and implement solutions.
• Ability to work independently and manage multiple priorities simultaneously.
• Strong business partnering skills and ability to build compelling narratives for non-commercial or non-technical audiences.
• Curiosity and desire to learn from colleagues and share experiences.
• Ability to collaborate with stakeholders to solve challenging problems.
• Commitment to quality in work output.
• Proficiency in leveraging AI platforms to optimize work responsibilities and streamline processes.

Other Requirements

• Depending on client location/regional geography, some travel may be required, as well as attending leadership meetings/training.
• Internal and external obligations may require working after normal business hours.
• Experience leading virtual teams and drawing the best from others, embracing differences, and encouraging diversity for successful outcomes.
• Strong interpersonal, communication, and writing skills.

Benefits

As part of this role, you'll work in a highly integrated, globally diverse team with the opportunity and tools to grow, develop, and drive your career forward. Here, you can combine global opportunity with flexible working conditions. The EY benefits package goes above and beyond, focusing on your physical, emotional, financial, and social well-being. Your recruiter can talk to you about the benefits available.