Retail/CPG/Pharma Managing Partner
The MCRU business in Gartner Consulting is the agglomeration of multiple industrial segments who are each undergoing major shifts in the way that they go to market leveraging technology; how they use technology internally to drive and enable external strategy; and how they use technology to optimize business costs Gartner Consulting’s go-to-market strategy focuses on satisfying these basic needs by offering: 1) Apps Transformation – whether you are entering new markets, scaling back or shifting the mix in your business, everyone has a pattern of shifting demand for IT applications. At the same time, the supply base has radically shifted to digital solutions delivered through the cloud (think R4 HANA, Workday). Gartner understands both worlds very deeply and helps MCRU businesses understand and govern demand, develop strategies and plans for the post-modern world, helps execute sourcing and programme management and transform legacy technical debt to a forward looking portfolio which drives business results. 2) Apps Delivery Optimization – IT departments, both insourced and outsourced, are constantly being asked to delivery more with less, but identifying which areas to focus on and how productivity can be enhanced to deliver that promise can be hard. Gartner helps develop transparent cost models of IT so that the business can see precisely the impact of their requirements on IT costs, and then shows how a combination of re-prioritization, productivity and sourcing contract optimization can deliver cost optimization and “rebalance” the books. 3) Market Analytics – “every company is a technology company” is fast becoming true. Either MCRU companies are investing in software companies or they are using hardware, software and services to enable and be a part of the core product e.g. a car becomes a Connected Car. Jeff Immelt is not in the business of selling trains – GE now sells “train time” as a managed service. The internet of things is the pervasive market for our MCRU clients. Gartner has a deep understanding of technology and technology enabled markets – we are often the definitive source of data about these markets and provide market and competitive intelligence, product development and packaging services including the sourcing of the technology partners required to build a technology enabled product, solution messaging and positioning services as well as sales, marketing and channel enablement. 4) Digital – how a new product is built through its supply chain, serviced, delivered and customers managed is now through a digital value chain. How these new value chains are configured, how they leverage emergent technology, how they involve internal and external stakeholders at various stages, how and why the IT department develops, supports and manages these value chains are all areas where Gartner can help add strategy, structure, examine readiness and impact of adoption, assess and develop business cases and plans, and assist in programmatic execution of an end to end digital programme. 5) Benchmarking - Benchmarking is an essential component of setting a baseline for strategic change. It shows the art of the possible – whether defining new boundaries of productivity and outcome, or defining targets for cost reductions or operational synergies, or assessing status of digital or security activities. Wherever clients are in their business cycle – checking what has been done OR seeing what needs to be done, some form of benchmark is always appropriate. The Managing Partner position provides the opportunity to help our MCRU clients address their most pressing and strategic business and IT needs. This position provides leadership and executive oversight support for a large and complex portfolio of clients. It is an opportunity to be part of a vertical industry team who shares a common passion for making a difference to our clients and in transforming the market.
Based on a thorough study of what traits are common amongst our leading Managing Partners, Gartner Consulting has concluded that this position is ideal for individuals who thrive on autonomy, continuous learning and thought leadership, client and industry impact, and team building and collaboration. The key traits that we are specifically seeking in this MCRU Managing Partner position include: • Integrity • Self-motivated but best in a team environment • Ability to build and sustain trust-based, value-added relationships internally & externally • Sales Acumen (including Demand Generation, Lead Capture, Closing, Extension/Expansion) • Engagement delivery and management for multiple accounts and complex projects • Executive Presence • Problem Solving Responsibilities Market Penetration and Growth • Understand pressing market issues, challenges, and business drivers and determine areas where Gartner Consulting can add the most value • Identify and develop opportunities where Gartner Consulting can make a significant impact to our client’s business needs and challenges Account Penetration and Growth • Focus on expanding and growing a portfolio of strategic accounts through excellent client relationships and high-quality engagement delivery • Collaborate with account executives and other Gartner business unit partners (Research, Executive Programs) in developing actionable plans to provide business relevant, value-added services to clients in assigned account portfolio • Identify account opportunities for growth and long term, sustainable strategic partnership with clients consistent with Gartner Consulting services • Lead Gartner Consulting sales and business development efforts in assigned portfolio, including demand generation and management, scope of work (SOW) discussions, proposal development, and final SOW and contracting process. • Team with industry / practice leads to ensure appropriate vertical and solution knowledge and alignment to meet client needs • Apply Consulting risk management and quality/value assurance processes to help ensure that pursuits, sales efforts, and scopes of work result in maximum client value while mitigating potential risks in engagement scope, timelines, and budget. Consulting Engagement Delivery • Lead client engagement delivery for multiple accounts and complex projects • Ensure client satisfaction and delivery success • Provide oversight and coaching of team members to ensure engagement delivery remains within specified scope, schedule, budget, and margin. • Take the necessary steps to mitigate engagement delivery risks, including leading and participating in internal quality assurance reviews. • Manage engagements at or above gross margin target • Leverage existing client engagements for expansion/extension opportunities Influencing, Coaching and Mentoring • Proactively seek out ways to collaborate with leaders from all parts of Gartner to identify new and relevant market opportunities and develop strategies to address these • Mentor Gartner consulting associates in industry-relevant issues and trends, as well as organizational, business, behavioral, and technical skills Job Requirements: • 12+ years of management consulting experience, with preferred focus in engaging directly with executives in at least one segment of the MCRU market • Held similar business development/managing partner position for a minimum of 3+ years • Deep understanding of at least one segment of the MCRU industry • Ability to describe complex business and IT issues within the MCRU industry to a variety of audiences, especially executives • Ability to quickly understand and analyze client current state, understand client business directions and priorities, and synthesize this analysis to help set client strategies within the context of information technology enablers (e.g., people, process, technology) • Can independently develop and identify opportunities and lead large and complex pursuits, with support from other thought leaders and subject matter experts • Understands the business and economics of consulting, including financial management requirements Experience in one or more of the following areas: • Strategic Planning and Management • Transformation programs to support organizational goals and objectives • IT Service Delivery • Digital Strategy and Execution Required Skills and Competencies: • Leading, inspiring, building trust • Action and results oriented, decisive • Effective teaming and collaboration with Gartner and client teams • Creating, innovating, strategic thinking • Coaching, delegating and developing • Influencing and persuading • Principled negotiating • Resolving conflicts and problems • Being adaptable and resilient • Understanding of organizations, politics and culture • Working in highly matrix organization
Job ID 00018620
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