Who we’re looking for
PwC are looking for an experienced Head of Pursuits in our Consulting Private Activation Hub.
This role will work closely with the leadership team and Activation Hub Director to develop and execute our go to market strategy with a strong focus on outcomes. We’re looking for an experienced candidate, with extensive Pursuit Leadership experience - someone who has led high-performing pursuit teams in a complex service environment would be ideal. Industry Pursuit expertise outside of Financial Services and Government would be valuable, although not essential.
The successful job holder will lead a team of pursuit specialists and will have a background in sales and pursuit coaching. The individual will also be an active and senior member of our Pursuits and Proposals capability. This role reports to the Director of Sales & Marketing for Consulting.
About the team
This role sits within Pursuit & Proposals, part of 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
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The Private Pursuit team consists of nine team members who will report directly into this role.
Develop the sales strategy for the Private Cluster, working with the leadership team to define the mix of relationship selling and portfolio campaigning of key solutions.
Have a clear account strategy for relationship development and account penetration of Consulting services
Identify key solutions to campaign into the market and set clear targets
Keep an agile view, dependent on market environment and strategic priorities
Lead a world class pursuit team in the Consulting Private Cluster, operating as a leading and integrated component of the Activation Hubs.
Leadership of the Pursuit and Proposals team to ensure that best practice targeting, sales campaigns, qualification, bid management and Pursuit coaching is delivered across all four sector groups
Close alignment to the Cluster Chair and Sector Leadership team to ensure that Pursuit resource is deployed against the strategic priorities.
Recruitment and resourcing of the Pursuit & Proposals roles, in conjunction with the capability leader
Provide strategic analysis, support, challenge and qualification on the Private sector pipelines and key opportunities.
Maintain a win rate > 60% with a focus on transformational opportunities in the pipeline
Lead sales campaigns to deliver client conversations and leads (including working closely with the Marketing team to drive opportunities from marketing campaigns where relevant)
Proactively use Salesforce to execute sales strategy, increasing winning behaviours and focusing our bidding activity on the right opportunities, no bidding where appropriate, ultimately bidding less but winning more strategic opportunities.
Work with the EMEA Hub to maximise the opportunities for the UK
Act as a Pursuit coach, demonstrating a best practice sales approach.
Coach on individual opportunities or bids when required, to challenge and inspire excellent sales behaviours
Bring our Pursuit methodology and BXT approach to life across our opportunities
Upskill the practice through training programmes, self-serve bidding materials and sharing insights
Play a leading role as a senior member of the Sales capability in Sales & Marketing, working closely with the Sales Director and Capability Leader.
Lead by example on best practice pursuit and proposals
People manage members of the capability
Essential Skills & Experience
Strong people management and development skills with experience of managing pursuit/bids teams
Proven track record in business development, sales and client relationship management (ideally within a professional services environment)
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.
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 Consulting teams
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.