Global Industry Leader

ERM is the world’s largest pure-play sustainability consultancy and we have been named as a leader in the ESG & Sustainability Consultancy industry, according to new independent research. We have an impressive client base including over 50% of global Fortune 500 companies. Our diverse team of world-class experts supports clients across the breadth of their organizations to operationalize sustainability, underpinned by our deep technical expertise. We call this capability our “boots to boardroom” approach for its comprehensive service model that allows ERM to develop strategic and technical solutions that advance objectives on the ground and at the executive level.

The role

This role is critical to the execution of our global industry strategy with a focus on:

·Setting and leading the execution of the industry vision, strategy and annual Industry plan (all client tiers)

·Being active in the market in driving strategic relationship development and opportunity pursuits

·Engagement with all regions/BUs with direct support in achieving KCP sales and revenue budgets, with a laser focus on sales prioritization and pipeline conversion

·Leading the campaign driven demand generation model for their industry working closely with RCD’s and marketing to deliver target outcomes

·Ensure account and pod teams work effectively to expand relationship footprint at all accounts

·The GIL will manage GKC AD performance and in most cases will fulfil the role of RIL within the region they are located.

Key Accountabilities & Responsibilities % Time

Market-Facing Accountabilities:

·Create a compelling brand strategy, including relationships with industry governing bodies and platforms, to build ERM’s reputation & ability to attract new clients/client buyers and grow/create market share.

·Build a strong personal profile in the Industry; speak at major events; have a POV that senior leaders in the Industry & ERM clients want to engage with.

·Development and delivery of Industry Sales & Marketing campaigns and lead generation outcomes.

·Work with Global and Regional Key Client teams to drive account performance, ensuring best practices and client successes are being shared and replicated across the Global & Regional Key Client portfolio.

·Support and drive our relationship footprint expansion, across a wider set of buying centres, and elevate ERM’s relationship capital to more members of the executive and C-Suite levels.

ERM-Facing (Internal) Accountabilities:

·Development & execution of Industry Vision and Strategy.

·Execution of annual Industry Plan, including:

oPriority regional, service and strategic partnership interlocks.

oKey elements of ‘Industry Operating Cadence’, such as Industry QBRs; and monthly review of Industry Plan progress, including account plans, marketing and lead generation campaigns, pipeline health, sales and net revenue performance for the Global Industry (all client tiers) project sales and net revenue for key deals, across the full client portfolio, ensuring GKC performance to plan.

·In conjunction with GKC AD, work to identify the priority buying centres and related buyer relationship maps, covering all four of the Market Drivers (MCPs, M&A life cycle, Decarbonization, Disclosures) plus other relevant Client or Industry specific Demand Themes.

·Support the upskilling of GKC ADs, adjust AD positions and GKC Teams as appropriate.

·Support the upskilling of RILs. Working with RILs to ensure they are driving activity into the RKC and Pod Teams effectively, ensuring that an Industry perspective is being implemented.

·Build a global Industry leadership team, including GKC ADs, RILs, relevant Pod Directors, harnessing the collective knowledge, ideas and passion of ERMers to create a motivated and connected global Industry community, who are focused on our business imperatives for generating external opportunities.

·Drive adoption of commercial excellence programs, like Client Excellence, R2L, use of Salesforce, etc. with GKC AD’s and their account teams.

Influence And Decision-Making Authority

1.Decision making:

·Responsible for Lead generation Campaign selection (including F2F Campaigns & recommendations for Digital Marketing Campaigns); Industry Marketing Strategy, for agreement/ alignment with Global Marketing & Regions; Industry prioritization of pipeline.

·Takes full ownership of the ‘whole Industry’, i.e. acts as “CEO of Industry” and is responsible for everything that happens across ERM within it.

2.Influencing:

·Represents the organization externally as a senior leader and has an Industry profile

across ERM priority clients. Applies extensive expertise and provides organizational

thought leadership.

·Establishes and implements long term strategies for their Industry (up to and including group-wide strategy), with direct impact on the results of the organization.

Job Requirements & Capabilities

Qualifications:

·MSc or BSc Degree in related field (ideal but not critical) or equivalent technical expertise (10-15 years’ experience in sales or technical field).

·This role will benefit from significant account management experience, where you will have demonstrated your sales management skills and ability to handle client relationships and account teams expertly.

·You will have a strong Industry POV on client needs, trends and how to map ERM capabilities to these in a compelling value proposition.

Job specific capabilities/skills:

·Market facing:

oDeep understanding of the Industry, the clients ERM serves within the Industry, the value chain, competitors, with strong POV on how sustainability issues interface with the Industry’s commercial context, client objectives & imperatives.

oTrack record of expanding & elevating relationships to executives, C-Suite, Function & BU Leaders – and ability to enable ADs to do the same in their accounts.

oAlways looking to grow the client relationships and connect colleagues.

oGood balance between growing existing client relationships and adding new ones – never complacent with the status quo.

oShould be very comfortable and capable at articulating the full breadth of ERM capabilities relevant to the Industry, client sustainability priorities and demand themes.

·ERM facing:

oA business builder – comfortable operating and influencing across the matrix.

oCommercially minded, with an understanding of the key business building blocks: clients & market understanding; compelling client orientated value propositions; team composition, competence & capabilities; business processes, cadence.

oProactive style, reaching out to their ERM & client network, driving client co-creation, enabling RILs, ADs, Pod Leads and AMs to orchestrate groups of cross-SL experts to align to Industry & client priorities/needs.

oRequires exceptional business knowledge, general management and leadership capability to lead Industry and account teams.

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ERM is committed to creating an inclusive workplace where everyone feels valued, respected, and empowered to thrive, it’s an essential part of what makes ERM a great place to build a career and helps us create better solutions for our clients.

We welcome talent from all backgrounds and provide equal opportunities for every candidate. If you have a disability, are neurodivergent, or need accommodations during the selection process, we’re here to support you. Our commitment doesn’t stop at hiring. Once you join us, we’ll ensure you have the tools, support, and adjustments needed to succeed and feel a true sense of belonging. Learn more about our Diversity, Inclusion & Belonging (DIB) efforts by visiting our website or exploring our 2025 Sustainability Report..