North America Commercial Leader, Corporate Sustainability (Partner Level)

Company: Environmental Resources Management (ERM)
Location: Walnut Creek
Posted on: September 21, 2023

Job Description:

North America Commercial Leader, Corporate Sustainability (Partner Level) page is loaded North America Commercial Leader, Corporate Sustainability (Partner Level) Apply locations Chicago, Illinois Irvine, California Denver, Colorado Boston, Massachusetts Walnut Creek, California time type Full time posted on Posted Yesterday job requisition id R00020073 North America Commercial Leader, Corporate Sustainability (Partner Level) Job Profile Summary

• Drive market presence and promote Thought Leadership in response to current and emerging client needs linked to sustainability and ESG.
• Lead / inform / enable innovation in client engagement and delivery.
• Promote (purposeful) collaboration with commercial and delivery teams, fostering a common purpose while building the confidence of practitioners.
  • On the commercial front: (1) be conversant on market drivers, regulatory emerging issues and regulatory developments; (2) frame and contextualize value propositions in response to client needs; (3) develop and calibrate service offerings that may resonate with clients; and (4) test those offerings to assess risk and value opportunities.
  • On the technical front: (1) provide thought leadership that informs and enhances our delivery capabilities; (2) engage technical communities on delivery challenges and learnings; (3) devise upskilling programs/initiatives based on client needs and staff capabilities; and (4) promote knowledge sharing of best practices, lessons learned and tools/approaches.
  • Be an architect and connect the ESG dots for our community and the clients we serve. Frame client discussions as a continuous improvement journey, where 'story telling' meets 'performance management.'
  • On client engagement, coach teams on helping clients (1) understand commercial and customer impacts; (2) address risk management and value creation levers; (3) align the ESG ownership and governance to drive transformation.
  • Develop and lead robust and relevant service campaigns for the NA Region, informed by market intel and in cooperation with technical communities and commercial teams.
  • Unpack, translate and promote the full range of service offerings to the Key Clients and HG/HV accounts in the region (and raise awareness of those offers to client-facing personnel at ERM).
  • Be visible in the market, delivering Thought Leadership, promoting the ERM brand and identifying and attracting service-related acquisitions and talent.
  • Inform and contribute to regional marketing and branding events, including participation at conferences and generating/editing client alerts.
  • Liaise with operational leads (BUMPs and Area Managers) on recruitment, retention and rewarding of personnel.
  • Work with supporting services including L&D, value-pricing, contracting, HR, and Legal to tailor service-specific policies, procedures, and curricula. Accountabilities
    • Deliver on services growth year-on-year, as specified in the budget. That growth depends on FTEs, sales, revenue generated, labor rate and multiplier. Commercial literacy and operational fluency are expected.
    • Assess market opportunities with Key and HGHV Clients, working with ERM account teams to develop and convert top opportunities in close coordination with BUMPs and PICs (on resourcing and capabilities).
    • Translate and account for funnel inflows, opportunity velocity, win rates and staff capabilities when assessing supply and demand for ESG and sustainability services. Have a point of view on client needs to enable investment and to inform service campaign decisions.
    • Sponsor/own development and evolution of value propositions and marketing collateral for service campaigns. Ensure such content meets client needs, are aligned with our commercial strategy, and advance our positioning/branding in the market.
    • Work collaboratively with internal regional leadership (e.g. RILs, ADs/AMs, TC Leads, BUMPs, and Area Managers) to explain and illustrate our range service offerings.
    • Leverage market developments, client insights and service development personnel to enhance value propositions and to calibrate service campaigns.
    • Participate in the recruitment of key hires across NA BUs based on funnel dynamics, market conditions and community capabilities (now and in the future). Job Responsibilities 1. Drive the ESG and Sustainability Commercial Agenda - Build a Business
      • Lead service innovation (new or amended service offerings, technological enablement, adaptations by market/sector) that is responsive to client needs and market changes.
      • Together with the Global and Regional Service Leaders, understand what a sustainability client journey is and participate in/contribute to customization of journeys based on the maturity level of the client.
      • Help restore trust in ESG: prepare clients for investment-grade ESG disclosures. Coach practitioners and client-facing personnel on developing ESG strategies and recommending targets built for real impact.
      • Be familiar with assurance and be able to demonstrate its value (given increased importance of ESG data).
        • As sustainability data enters the domains of CFOs and Legal Counsels, understand the challenges, risks and opportunities associated with compiling, assessing and disclosing ESG data.
        • On supply chain management, explore opportunities in managing ESG performance of clients' supply chains.
        • Navigate recently promulgated and emerging non-financial reporting requirements. Focus on 4 elements of importance to CSRD, TFND, TCFD, SEC and ISSB - (1) better communication of ESG risks; (2) clear outlining of strategy; (3) systematic disclosure of ESG targets and progress; and (4) strengthen their ESG governance structure.
        • Engage, inspire and collaborate with SMEs from Technical Communities to ensure that innovation is embedded in client value propositions and service offerings.
        • Frame and lead the execution of service campaigns for the NA Region, working closely with the Global Service Leader, RILs, ADs, AMs and other senior sellers.
        • Cooperate with regional marketing teams to develop service-specific marketing materials to advance our market position.
        • Collaborate with the SustainAbility Institute by ERM to generate Thought Leadership on emerging issues, technical insights and innovative delivery.
        • Curate and contextualize a routine report for the service (sales results, opportunity pipeline, and other quantitative and qualitative metrics), to enable and inform performance management and commercial success.
        • Exchange best practices for commercial approaches with CS Partners and Senior Sellers, Regional Leaders of other Services across the Region. Given the 'direction of travel' of sustainability disclosures, build bridges with/liaise systematically with climate/carbon teams.2. Support Operations in Enabling Service Line Growth - Recruit and Retain
          • Translate funnel dynamics (inflows, velocity, and win rate/abandonment rate by client type and service type) to engage BUMPs on client needs and staff capabilities.
            • Use such intel to calibrate ESG and Sustainability growth projections and how those projections impact hiring plans and budgets.
            • Provide advice and support in attracting and hiring people with the right skills to position for/sell service offerings.
            • Drive / own / support top opportunities related to service offering, including advising on Go/No-Go for significant tenders and contributing to pricing and staffing decisions.
            • Assess and advise on staffing models and bespoke approaches for significant tenders.3. Inspire the NA Sustainability and ESG staff - Engage, Inform and Upskill
              • Work with the TCL to update the community on strategy, tactics, and initiatives.
              • Focus on inclusion, agility and confidence-building, so the community shares a common purpose and feels valued and empowered.
              • Communicate expectations clearly and often. Work with teams on consulting dynamics and commercial fluency. Transmit the results of our work in a manner that inspires and motivates.
              • Foster community dynamics across the NA region. Lead regular team updates and promote participation across BU and career levels.Leadership Capabilities
                • Drives Execution - Advanced Practitioner
                • Inspires Engagement - Advanced Practitioner
                • Partners with Clients - Expert
                • Thinks Strategically - Expert
                • Is Agile - Expert
                • Leads Authentically - Advanced PractitionerJob Capabilities
                  • Consulting - Advanced Practitioner
                  • Account Management - Practitioner
                  • Client Business Development - Expert
                  • Project & Program Management - Practitioner
                  • Structured Thinking & Effective Communication - Expert
                  • Analysis, Problem Solving & Decision Making - Expert
                  • Digital Literacy & Data Analytics - Expert Measuring Impact: the nature of the job's influence on business results while recognizing that the influence can be direct or indirect. Details of how impact is measured (BSC).
                    • Identification and assessment of market opportunities for evolving investment in services/integrated solutions
                    • Development of client opportunities related to the service
                    • Development of services and associated client development support materials (e.g., insights, POV, client journey, value proposition) to support service revenue growth and expand sales capability
                    • Expansion of ERM's client development and sales capability
                    • Growth in opportunity pipeline
                    • Building capability to lead growth in the service offering across the region
                    • Brand recognition at executive management level for Key and HGHV Clients For the North America Commercial Leader, Corporate Sustainability (Partner Level) position, we anticipate the annual base pay of $200,000 - $240,000. An employee's pay position within this range will be based on several factors including, but -not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs. We also may have instances where employee's fall outside of the range based on the factors noted above. This job is also eligible for bonus pay. We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401(k), and any other benefits to eligible employees. You can apply for this role through https://www.erm.com/careers/apply/ or through the internal careers portal if you are a current employee. Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, or any other form of compensation that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law. Who We Are: As the largest global pure play sustainability consultancy, we partner with the world's leading organizations, creating innovative solutions to sustainability challenges and unlocking commercial opportunities that meet the needs of today while preserving opportunity for future generations. At ERM we know that creating a diverse, equitable and inclusive work environment is an essential part of making our company a great place to build a career. We also see our diversity as a strength that helps us create better solutions for our clients. Our diverse team of world-class experts supports clients across the breadth of their organizations to operationalize sustainability, underpinned by our deep technical expertise in addressing their environmental, health, safety, risk and social issues. 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 or at the executive level. Please submit your resume and brief cover letter. -ERM does not accept recruiting agency resumes. Please do not forward resumes to our jobs alias, ERM employees or any other company location. ERM is not responsible for any fees related to unsolicited resumes.ERM is proud to be an Equal Employment Opportunity employer. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, gender identity, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. - Thank you for your interest in ERM! Similar Jobs (5) Partner, Corporate Sustainability (Partner Level) locations 31 Locations time type Full time posted on Posted 30+ Days Ago Partner, New Energies (Partner Level) locations 6 Locations time type Full time posted on Posted 9 Days Ago About Us ERM is a leading global provider of environmental, health, safety, risk, social consulting services and sustainability related services. We work with the world's leading organizations, delivering innovative solutions and helping them to understand and manage their sustainability challenges. To do this, we have more than 5,500 people in over 40 countries and territories working out of more than 160 offices. For nearly 50 years we have been working with clients around the world and in diverse industry sectors to help them to understand and manage their environmental, health, safety, risk and social impacts. The key sectors we serve include Oil & Gas, Mining, Power, and Manufacturing, Chemical and Pharmaceutical. All face critical sustainability challenges and our clients in these and many other areas rely on our ability to assist them operate more sustainably which has a positive impact on our planet. "The business of sustainability" reflects what we do to support our clients as they strive to attain their business goals. Sustainability and business are now inextricably linked and as an expert in sustainability, we play a role in helping companies achieve their objectives with an understanding of how this impacts wider society and the environment. We intend to contribute even more to the global dialogue on sustainability and expect our work on sustainability challenges and opportunities to deliver growth in our business. Sustainability is our business. ERM Homepage
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Keywords: Environmental Resources Management (ERM), Walnut Creek , North America Commercial Leader, Corporate Sustainability (Partner Level), Other , Walnut Creek, California