PwC is looking for a credible and highly motivated Business Development Manager to work within the Client & Market Development (CMD) Function. The opportunity management team focus on business development, opportunity management and ensuring sales effectiveness & best practice across the firms opportunities (excluding proposals). The team focuses on ensuring that these business development activities deliver return on investment and revenue conversion.
The jobholder must possess excellent influencing and powerful communication skills in order to be credible and to be able to challenge senior management as well as demonstrate a thorough understanding of the strategic business drivers for PwC. The jobholder must be creative and innovative and be able to effectively communicate key business messages to a diverse audience. Excellent project management skills are required as is a proven track record in opportunity management and sales effectiveness.
About the role
CMD is a 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 firms market strategy and in particular to deliver:
Revenue growth
Enhanced relationships and networks
A distinctive brand experience
The jobholder will report to the Business Development Team Leader in Scotland. The Business Development team focus on opportunity management, proposal support and ensuring sales effectiveness & best practice across the firms opportunities.
In this role, the successful candidate will work with their key stakeholders to drive business development activities. Key responsibilities will include:
Drive pipeline and lead the pursuit process for all major opportunities (including contribution to pipeline where appropriate).
Attend client, prospect and/or intermediary events. Ensure effective follow up on these events.
Attend and lead Account Planning Workshops (APWs)
Assume relationship/account management responsibilities for a number of priority accounts. Implement account planning best practise, drive relationship building and develop and/or drive One Firm opportunities on these accounts.
Work with other MBD teams to ensure that the Firms insight, thought leadership and marketing campaigns (relevant to your LoS or Market) are properly targeted, driven and deliver return on investment.
Support, drive and deliver key national Sales Campaigns when required including generating leads and meetings for partners within the region
Coach Partners and staff on business development and opportunity/pursuit management
Ensure the messages and learning from Client Feedback are shared and acted upon to help increase opportunity conversion and client satisfaction.
Contribute ideas and insights to the lead generation and opportunity management community within PwC
Be accountable and able to demonstrate the relationship management, revenue conversion, return on investment (ROI) and speed to market activities that you have undertaken
Requirements
Proven track record in business development, sales and client relationship management (ideally within a professional services environment)
An expert understanding of targeting and opportunity management with the ability to implement both strategic and tactical initiatives
The proven ability to drive and develop pipeline opportunities
Strong knowledge of Velocity, SPIN, Miller Heiman or another relationship/sales methodology and proven experience in driving opportunities through to revenue
Client focused with strong relationship skills
Excellent project management skills
Proactive with a positive can do approach
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 Proposal and Opportunities Function
The ability to form networks with Partners & staff at all levels and influence effectively
A sound business understanding as well as being commercially and risk aware
Our competencies
Our people need to demonstrate a defined set of core skills and behaviours. We refer to these as our global core competencies. They're integral to who we are as a firm and form the basis of our people appraisal process. We will also assess you against them within our recruitment process to benchmark your own skills and behaviours. We recommend you visit the below web page to find out more about our global core competencies and to consider how your own experiences will align against them. This will help you through the recruitment process with us.
