About the Team
PwC is looking for an experienced and highly motivated Business Development Manager to work within the Sales and Marketing Team (SMT).
The New Business team focus on building relationships with target clients, generating new business opportunities in the market, and promoting sales effectiveness & best practice across the firm. The team takes responsibility for ensuring that all new business development activity delivers return on investment and profitable revenue.
This role sits in the Private Business Sales & Marketing team and will focus on the following:
Driving new business development activity within the London region focusing on the Private Business market. You will be expected to establish a network of commercial relationships and a pipeline of new business opportunities, providing the catalyst in your market for revenue growth. This will involve identifying target clients and making cold approaches to senior stakeholders.
Driving business development activity across a portfolio of targets and clients throughout the geography. Working closely with the key Partners across all service lines and Private Business leadership to drive profitable revenue growth.
The jobholder must possess the experience and professionalism to be credible in the market, as well as to challenge and influence senior management internally, and be able to demonstrate a thorough understanding of the strategic business drivers for PwC.
Sales & Marketing is a centralised support function and covers all aspects of professional services marketing, proposal 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
About the Role
This role will focus on driving new business development activity for Private Business and will report to the Regional Sales & Marketing Business Partner and Private Business Sales & Marketing Leader.
You will work with key stakeholders internally to identify, develop and convert new business opportunities. Key responsibilities will include:
Management of a portfolio of key targets consisting of a blend of existing clients and new (whitespace) opportunities.
Drive client facing activity by identifying opportunities and securing meetings within that portfolio through cold and warm approaches.
Implement best practice to expand our relationships across the portfolio and drive new opportunities.
Build your profile in the market and establish yourself as a recognised PwC figurehead, acting as the focal point of all business development activity.
Establish a network of commercial relationships with intermediaries and the wider business community
Develop a pipeline of opportunities & drive the pursuit process through to conclusion
Attend relevant client and/or intermediary events to network and represent PwC in the market. Ensure effective follow up.
Develop an understanding of key client issues and the relevant PwC propositions that are successfully generating revenue
Support, drive & deliver key national Sales Campaigns when required
Coach Partners & Staff on business development best practice
Attend and/or chair relevant internal business development meetings and drive subsequent actions.
Ensure the messages & learnings from Client Feedback are shared and acted upon to help increase opportunity conversion & client satisfaction
Accurately record all business development activities (meetings and opportunities) in our CRM system to evidence performance and ROI
Skills & Experience Required
Proven track record in a client-facing business development role.
An expert understanding of targeting & lead generation with the ability to implement both strategic and tactical initiatives.
The proven ability to drive and develop a pipeline of opportunities and ability to approach cold targets not known to PwC.
Strong knowledge of Pursuit, SPIN, Miller Heiman or another relationship/sales methodology and evidence of using it to drive opportunities through to revenue.
Experience of operating in a complex organisation with service focused propositions
Strong relationship management skills
Proactive with a positive ‘can do’ attitude
Self starter able to work effectively as part of a ‘virtual team’.
A team player. Able to actively contribute & participate as a member of the Sales capability and wider Sales & Marketing Function.
The ability to build networks with Partners & staff at all levels across the firm and influence effectively.
A sound business understanding as well as being commercially astute and risk aware.
An accomplished networker
A good communicator