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 team
This 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 experience
Proven 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.