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Head of Sales- Deals

Employer
PwC
Location
London (Central)
Salary
Competitive
Closing date
16 Dec 2019

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Job Details

PwC are looking for a dynamic Head of Sales to join our Deals Sales & Marketing team.

The Deals line of service at PwC provides market-leading services to a range of clients including some of the most innovative and successful brands in the world. Deals comprises four business units: Business Recovery Services; Corporate Finance; Forensics and Transaction Services.

The role offers a significant development opportunity for an experienced senior manager seeking to make a step change and increase their business influence and impact.

The successful candidate will be involved in shaping the Sales strategy and will be responsible for overseeing the development, planning and delivery of key sales programmes for this diverse, sizeable and fast evolving business line. To make an impact you will need to be self-starting and inquisitive in order to develop a thorough understanding of the strategic drivers for the business and the markets in which it operates.

Reporting to the Director of Sales & Marketing for Deals and working closely with the Deals leadership, you can expect challenge and ample scope to develop. You will be expected to lead and manage sales support specialists and generalists and will need excellent influencing and communication skills in order to make an impact on senior management. You will encourage creativity and innovation within your team and have the confidence and resilience to put forward different concepts and ideas.

This role manages a high performing and growing team of approx 10, so experience of leading teams and a proven track record of delivering a broad mix of sales enablement programmes is essential. You will need to be a role model to other team members with the ability to coach, develop and inspire junior team members to become highly effective specialists.

The successful candidate will be part of the PwC Sales & Marketing function and will be expected to contribute to and draw upon this wider network for development and delivery support.

About the teamThis role sits within Sales & Marketing, PwC’s centralised support function, and covers all aspects of professional services marketing, sales support and business development. The prime area of focus for the function is to support the development and implementation of the firm’s market strategy and in particular to ensure:

We innovate every day

We are inclusive by default

We deliver commercial impact with purpose

We tell stories that inspire

In this role you will:Develop the Sales strategy to support the Deals line of service, working with the leadership team.

Oversee the design and delivery of a programme to increase the support and development of a sales culture within Deals. This will address the way we motivate, empower and upskill the practice through training programmes and self-serve bidding materials.

Lead the Sales team and ensure the team are aligned behind the PwC Priority Client Programme and also to increase the Deals focus on Corporate clients.

Overall responsibility for the Deals Pursuit & Proposals team. Responsibilities include:

    Working closely with the team to ensure that best practice qualification, bid management and coaching is delivered across the business.

    Defining the bid resourcing model (specialist v in-business) and managing resourcing requirements.

    Provide strategic analysis, support, challenge and qualification on the Deals pipeline and key opportunities. Proactively use Salesforce to drive sales strategy, increase winning behaviours and focusing our bidding activity on the right opportunities.

    Coach on selected, strategic Deals opportunities.

    Be an advocate for and conduct client feedback as required.

Drive and co-ordinate national sales efforts on all Deals sales campaigns across multiple business units using campaign best practice. Work closely with Deals marketing to drive opportunities from marketing campaigns.

Play a leading role as a senior member of the Sales capability in Sales & Marketing, working closely with the Sales Director and Capability Leader and people manage members of the capability.

Essential skills and experienceProven track record in business development, sales and client relationship management (ideally within a professional services environment).

A Deals background would be advantageous but is not essential.

An expert understanding of sales enablement programmes and sales support.

Expert understanding of targeting and opportunity management with the ability to implement both strategic and tactical initiatives.

Strong knowledge of SPIN, Miller Heiman or another relationship/sales methodology and proven experience in driving opportunities through to revenue.

Accomplished sales coach

Strong project and bid management skills.

Client focused with strong relationship skills.

Strong people management and development skills with experience of managing and developing teams.

Proactive with a positive can do approach.

Self-starter able to work effectively as part of a virtual team.

Team player; able to actively contribute and participate as a member of the Sales capability and Deals team

The ability to form networks with partners and staff at all levels and influence effectively.

A sound business understanding as well as being commercially and risk aware.

Excellent influencing and powerful communication skills.

Company

Our values define how we do things. And our purpose is why we exist - now more than ever - to build trust in society and solve important problems for our clients and our communities. In a world we no longer recognise, we need to rely on the strength and agility of our people to help us to navigate these uncertain times.

We're committed to ensuring that care and our people's wellbeing remains central to our culture. While we may not know what’s ahead, we can do all we can to help shape the future. As we continue to navigate this unprecedented time, it’s important that we support our people, to help them take care of themselves and to ensure the right support is available when it’s needed.

For now, we ask you to join our talent network and stay in touch with what’s happening in real time, including new possibilities as they arise. Visit our website for more information on how we’re responding to this pandemic and what changes we’re making to our recruitment process. 

Stay safe and stay connected in this rapidly changing world.

PwC

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What we do

We’re one of the world’s leading professional services organisations. From 158 countries, we help our clients, some of the most successful organisations on the globe, as well as its most dynamic entrepreneurs and thriving private businesses, to create the value they want. We help to measure, protect and enhance the things that matter most to them.

What we offer

‘Dress for your day’ policy

At PwC our culture drives our success and gives us a sustainable advantage, and we want to create an environment where our employees feel empowered to work in a way that works best for them and help them become the best that they can be. To support our flexible work environment we’ve evolved our dress code policy to “dress for your day”. This reflects the trust we have in our employees to decide what they think is appropriate given their daily responsibilities.

Flexible Talent Network/Flexible working

We’re looking for talented professionals we can deploy on a recurring basis across all areas of  PwC, depending on our business needs. The way you work is up to you, whether that’s full-time, part-time, term-time or reduced hours, just let us know and we’ll try and match you to a suitable role. As well as wide ranging opportunities across our business, we have a specific need for qualified accountants to work during our busy season and a programme supporting those returning to work after a break.

Our Flexible Talent Network video - https://www.youtube.com/watch?v=fhaNetNieV4

As a leading professional services network we’re confident we can offer outstanding training and development opportunities, exposure to multi-disciplinary teams, and support from industry-leading experts. Discover where your talent could take you and join an employer focused on helping you reach your full potential.

Take the opportunity of a lifetime!

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What do PwC do? 

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