Who we're looking for
PwC are looking for a dynamic Head of Sales & Pursuits, as a key member of our Tax Sales & Marketing team.
The Tax 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. It encompasses services designed to help our clients harness the technological revolution, navigate regulatory uncertainty, and build trust.
The role offers a significant development opportunity for senior managers 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 Tax and working closely with the Tax 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 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. You will join an overall team of
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 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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In this role you will
Develop the Sales strategy to support the Tax LoS (including Legal, P&O, Corporate and Indirect) working with the leadership team to define the mix of relationship selling and portfolio campaigning of key solutions.
Have a clear strategy for relationship development and account penetration of Tax services
Identify key solutions to campaigns into the market and set clear targets
Keep an agile view, dependent on market environment and strategic priorities
Oversee the design and delivery of a programme to increase the support the development of a sales culture within Tax. This will address the way we motivate, empower and upskill the practice through training programmes, self-serve bidding materials and sharing insights
Lead the Sales team and ensure the team are aligned behind the PCP Programme - working closely with the LTPs and TLT.
Lead the Pursuit & Proposals team. Responsibilities include:
Leadership of the Pursuit and Proposals team in Tax to ensure that best practice qualification, bid management and Pursuit coaching is delivered across the business.
Defining the bid resourcing model (specialist v in-business) and managing resourcing requirements.
Close alignment to the Pursuit and Proposal Leader to ensure that resource is deployed against priorities.
Deployment of Tax Partner Panel coaches to opportunities.
Coach on selected, strategic Tax opportunities.
Drive and co-ordinate national sales efforts on all Tax sales campaigns and sales sprints across multiple business units using campaign best practice. Work closely with Tax marketing to ensure drive opportunities from marketing campaigns.
Provide strategic analysis, support, challenge and qualification on the Tax pipeline and key opportunities. Proactively use Salesforce to drive sales strategy, increase winning behaviours and focusing our bidding activity on the right opportunities.
Be a key member of the Tax Sales and Marketing team,
when required undertake ISPRs and PDRs
lead on driving sales enablement campaigns in conjunction with the business.
Coach on individual opportunities or bids when required, to challenge and inspire excellent sales behaviours
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