Senior Manager

Job Description & Summary

A career in Sales and Marketing will provide you with the opportunity to focus on positioning a distinctive PwC brand in the marketplace and drive long term revenue growth for the Firm. You’ll focus on designing, developing, and implementing communication programmes and media events to promote and sell the PwC’s brand and services as well as contribute to and evaluating our pricing strategies in the marketplace.

As part of our Policy, Strategy and Leadership team, you’ll provide strategic oversight, manage operations, and develop policies for all aspects of our Sales and Marketing practice.

Job Description & Summary:

A career in Sales and Marketing, within Internal Firm Services, will provide you with the opportunity to focus on positioning a distinctive PwC brand in the marketplace and drive long term revenue growth for the Firm. You’ll focus on designing, developing, and implementing Go-To-Market plans, communication programmes and media events to promote and sell the PwC’s brand and services as well as contribute to and evaluate our pricing strategies in the marketplace.

Our team is a client focused group that is responsible for positioning the PwC brand and driving long term revenue growth. You’ll work with sales and marketing teams along with the various PwC competencies to drive consistency in executing our client relationship, and business development strategy, as well as driving our sales and account management framework to help deliver value on key business initiatives.

Who we’re looking for:

Do you have a proven track record in business development and client relationship management in a highly competitive, Business to Business environment? Your track record will have the client at the heart of everything you do, and you will ensure all activity is focused on having a commercial impact in the market.

We're looking for an experienced Manager, to focus on key account management as part of the Account Management team within our Sales and Marketing function. Our Account Management team focuses on the firm’s top priority accounts across different segments and supports lead relationship partners and account teams to drive profitable revenue growth and deliver exceptional client value.

The focus of this role will be supporting some of our priority clients within the sector, working closely with various competencies and colleagues within the broader sector team, as well as with colleagues within other Industries.

Experience working with sector clients or in a client facing or sales/ business development role focused on the <<sector name>> is highly desirable.

Responsibilities

• Facilitating and supporting client touch points and generating new revenue streams.
• Build and own C-suite/key influencers’ relationships. Work with the various competencies and lead relationship partners to identify and drive growth in new and existing relationships between PwC and the client to deliver opportunities and profitable revenue growth.
• Be the conduit of the account management team and different teams in the firm, driving broader and deeper relationships across the account, and supporting the conversion of strategic opportunities, delivering One Firm to the client.
• Ensuring all account fundamentals are in place, to drive sustainable growth for the business.
• Support the lead relationship partner or director in building high performing teams of partners and staff around their clients, sharing the knowledge and understanding of the client both in the account management team but also across the wider firm as required.
• Have a deep understanding of client’s priorities and strategies.
• Co-create and implement effective account strategies including relationship mapping, management of opportunity pipeline and generation of investment plans.
• Bringing discipline, structure, and support to account management teams through management information, market insight, knowledge sharing and meeting preparation.
• Working right across the pursuit process to inform, support, challenge and inspire their account teams to spot, develop and convert a pipeline of opportunities.
• Supporting the Firm’s one firm sales and marketing strategy, drawing on Sales and Marketing colleagues to deliver aspects where required.
• Identify opportunities in new areas, helping to drive the proposal process as appropriate.
• Ensure account infrastructure is in place and functioning appropriately – eg account team meetings; opportunity tracking and revenue reporting; client events/regular touch points; follow up on opportunities
• Manages ongoing client feedback process. This includes the conducting and sharing the outputs of client feedback and its actionables.
• Designs/manages delivery of the client planning workshops
• Follow up on opportunities with clients to ensure proposals are submitted on time; appropriate expertise is being deployed and deadlines are being met
• Acts as a central point of contact for the account team, helping the team across the region engage with the client in strategically defined areas; supports effective communication across the account team – e.g. through developing account communications, newsletters, value reports etc.

Metrics

• Target xx% y-o-y revenue growth from the client,
• Leads originated by self to contribute towards:
• New proposal submissions with value of Rs. Xxx
• Client wins with a value of Rs xxx
• Success (conversion) rate of opportunities
• No. of x-LOS / x-competency propositions taken to client
• YoY increase in no. of competencies working with the client
• Priority services and new services penetration
• Improve the relationship heat map -->assist in developing new relations, conversion from detractor to neutral, and neutral to positive *(as agreed with the Account Leader)

Skills and experience required

• At least 9 years’ (to 15 years) relevant work experience
• Experience working with sector clients or in a client facing or sales/ business development role focussed on the financial services sector is highly desirable.
• Transferable experience across other industries / sectors will also be considered.
• Excellent communication skills and gravitas with senior stakeholders, (both clients and senior staff) as well as demonstrating a thorough understanding of the strategic business drivers for the sector clients.
• Understanding of best practice account management with the ability to implement both strategic and tactical initiatives.
• A proven track record in sales, business development and client relationship management in a highly competitive environment.
• Strong stakeholder management and experience in working with diverse account teams.
• A proactive individual who is able to work effectively as part of a team, which may at times be geographically dispersed.
• A collaborative individual who is able to learn from, contribute and participate as a member of the Account Management capability.
• Commercial acumen both in terms of managing pipeline and challenging/coaching teams through the sales process.
• A strong knowledge of a sales methodology and proven experience of driving opportunities through to revenue.
• Understanding of effective relationship management/ opportunity management and pursuit processes
• Understanding of Indian <> market Education
• Master’s degree, MBA, CA
• Personal characteristics/capabilities
• Attention to details with high standard in quality of work
• Good presentation skills
• Outgoing personality with well-developed social and persuasive skills
• Flexible, adaptable, resilient and self-motivated
• Team player
• Curiosity and hunger to learn – interest in building their understanding of the firm and its services, and in building their career in the region’s – and the world’s – largest professional services firm.
• Advanced skills in PowerPoint, Excel and Word Nice to have
• Existing network of contacts that can be leveraged
• Understanding of professional services firms (either through experience of working in one or by being a client of one)
• Project management skill

Mandatory Skill Set-Sales, Key account management, Business development

Preferred Skill Set-Business development

Year of experience required-13 years

Qualifications-Master’s degree, MBA, CA

Line of Service

Internal Firm Services

Industry/Sector

Not Applicable

Specialism

Operations

Management Level

Senior Manager

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