Regional Principal Consultants
Business Consulting @ Genesis10: The Business Consulting organization within Genesis10 will focus solely on customer outcomes. Our team consists of seasoned consultants with years of experience in large engagement advisory, design, development, deployment and management expertise, within several core vertical markets (finance, healthcare, public sector, and manufacturing).
When we say customer outcomes, what we mean is that our experts will learn what our customer’s business or technology challenges or desires are, craft a specific statement of work or defined work effort to achieve those outcomes, and then measure and monitor the project as we drive towards our "joint" goals. Our customer's reference is our ultimate measure of success. We want every engagement that we undertake in solutions to earn the customers reference so when asked, "Would you do this again?" they say emphatically, "Yes!"
Regional Principal Consultant
- The primary role of the Regional Principal Consultant is to establish and grow a pipeline of Business Consulting business in an assigned geographical marketplace. Working with local Managing Directors (General Managers), Account Management (Sales) and Delivery Managers (temporary staffing consultant care), the RPC will act as the primary subject matter expert for; qualifying existing opportunities, presenting our message to generate interest in established accounts, and reaching out to prospects to initiate new opportunities in non-existing Genesis10 customers.
- The secondary role of the Regional Principal Consultant will be to maintain; accurate Business Consulting sales forecast and pipeline, build statements of work, aid in the crafting of business portion of new contracts, and team with the Regional Project Directors to ensure consistent delivery of deliverables which map to original scope designed by the RPC.
Key Performance Indicators:
1. Financial Performance of assigned marketplace and target revenue and margin. Each Regional Principal Consultant will initially be assigned a $2-4m revenue target with an overall GM of 30%. The Business Consulting Pipeline and Forecast for each assigned region will be the responsibility of the RPC and be reported to the Business Consulting SVP weekly. Weight 35%
2. Pre-Sales Support and Training of all Account Managers, Delivery Managers (staffing) and Business Consulting resources assigned to the region. The RPC will leverage the Regional Project Directors for the delivery training and reporting. Additionally, the Principal Consultant will follow Deal Qualification Criteria to ensure that all deals are properly qualified. Weight 15%
3. Deal Making – Ensure all deals are desirable from the Business Perspective and structured in a manner to maximize delivery and success. Experience required includes the perspective that all contractual documents may ultimately lead to a G10 contractual commitment. The candidate should be able to produce Proposals written in response to Client RFP’s, Statements of Work to support proposals, Change Orders to existing SOW’s and “Rough orders of Magnitude” estimates. Lastly, all deals need to be written with compliance, regulatory and risk aspects taken into consideration. Weight 25%
4. Establishment of Best Practices and Documentation will be essential to the growth and focus of key resources in the Business Consulting group. Year two investments and specialization will be driven by the successes and trends that we document and report in year one. Weight 10%
5. Quality and Continuous Improvement: After each new contract is closed the Regional Principal Consultant will dual role into an Engagement Manager providing contract management oversight and customer satisfaction visits with the customers to ensure what they invested in us is what value they are receiving from our engagements. Weight 5%
Requisite Skills:
Technical:
- Demonstrated skills, understanding and track record in consulting, advising, crafting statements of work and or proposals, and managing engagements in one or many of the following areas:
- Client Server Technologies
- Security, Domain and Messaging Technologies
- Desktop, Mobiles, and other client access devices
- Enterprise Business Applications (ERP, CRM, DSS, SaaS)
- Custom Application Development Projects
- Business Process Mapping and Documentation Technology Process Mapping and Documentation
Business:
- Demonstrated skills, understanding and track record in consulting, advising, crafting statements of work and or proposals, and managing engagements in one or many of the following areas:
- Business Process Analysis, Optimization, Engineering
- Business Management Consulting Engagements
- Executive Level Workshops, Roundtables, and Strategy and Planning work
- ERP-type functional business needs assessments and business requirements analysis
- Application development projects to include different development standards and technologies
Soft and Practical Skills:
- Communication
- Excellent oral, written, and presentation skills
- Being that the Business Consulting organization at Genesis10 is a new portfolio element, it will be critical that all communications be carefully crafted and properly delivered.
- Customer Focus
- Proficient in managing and leading customer conversations at all levels within the organization from front line management to C-level executives
- Strong conflict resolutions skills and demonstrated experience
- Strong collaboration skills and ability to facilitate multiple stakeholders and parties to a mutually beneficial solution
- Business & Professional Conduct
- Must have strong professional appearance
- Must demonstrate strong abilities to listen, understand, and reinforce customer’s wants and needs during meetings Must set the standard for consultative sales and positioning skills within Genesis10
- Must collaborate and work in a professional manner with all internal Genesis10 departments, vendors and partners
- Diversity
- Candidates must have demonstrated track record of working in diverse environments including race, ethnic groups, cultures and regional customs
- Must be able to work in diverse teams and use that diversity as a strength in the overall solution
- Results Oriented
- Strong candidate will have demonstrated track record of delivering measurable results in areas of consulting, building customer requirements, delivering engagements and delivering at or above customers expectations
- Must be driven by overall team and company objectives not just personal objectives
- Documentation and Knowledge Transfer
- Employee documents and publishes information, meeting minutes, and processes and procedures in a standardized manner insuring all stakeholders have access.
- Supervisory Skills
- The Regional Principal Consultant will not have any direct reports but will be responsible for leading and participating in account strategy and planning meetings and activities.
Additional Important Considerations:
- Negotiations Experience
- Demonstrated skills building business and functional requirements (business language) for customer contracts.
- Must have experience working with finance, legal, the lines of business (within G10) and customer stakeholders to drive a piece of work to and through the contract and acquisition process. This includes all Proposal Writing skills and risk and compliance criteria completed for all initiatives.
- Computer Skills
- Strong experience in full Microsoft Office 2003-2007 Suite – Microsoft Word 2003+, Excel 2003+, PowerPoint 2003+, Outlook 2003+
- Microsoft Project 2003+ and Visio 2007+ preferred as well
- Intermediate or better working with Windows XP and or Vista desktop operating system, Windows networking and wireless networks
- Strong Engagement Oriented Experience – Right candidates will be familiar with managing the risk, quality, financials, resources and schedule for complex engagements.
- The right candidate will have 7-10 years experience scoping, negotiating, delivering and managing large projects and consulting engagements
- Candidate will also have experience either managing directly or indirectly the profit and loss statement for a portfolio of projects or engagements.
- Education – Strong candidates will have a minimum of a Bachelors degree in business, finance or technical field. Commensurate experience will be taken into consideration Industry accreditations will aid in selection (PMP, Six Sigma, CPA, Business Analysts, etc.)
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