Line of Service

Internal Firm Services

Industry/Sector

Not Applicable

Specialism

Operations

Management Level

Senior Manager

Job Description & Summary

At PwC, our people in brand management, marketing and sales focus on collaboration to develop and execute strategic sales and marketing initiatives. These individuals focus on driving revenue growth, promoting the Firm's services, enhancing brand visibility, and capturing new business opportunities. They utilise market research, digital marketing, creative campaigns, and effective sales strategies to engage clients, enhance the firm's brand and market presence, and achieve organisational targets.

Those in business development at PwC will focus on identifying and pursuing new opportunities to drive growth and expand the Firm's client base. Your work will involve building relationships, conducting market research, and developing strategic plans to drive revenue and achieve business objectives.

*Why PWC

At PwC, you will be part of a vibrant community of solvers that leads with trust and creates distinctive outcomes for our clients and communities. This purpose-led and values-driven work, powered by technology in an environment that drives innovation, will enable you to make a tangible impact in the real world. We reward your contributions, support your wellbeing, and offer inclusive benefits, flexibility programmes and mentorship that will help you thrive in work and life. Together, we grow, learn, care, collaborate, and create a future of infinite experiences for each other. Learn more about us.

At PwC, we believe in providing equal employment opportunities, without any discrimination on the grounds of gender, ethnic background, age, disability, marital status, sexual orientation, pregnancy, gender identity or expression, religion or other beliefs, perceived differences and status protected by law. We strive to create an environment where each one of our people can bring their true selves and contribute to their personal growth and the firm’s growth. To enable this, we have zero tolerance for any discrimination and harassment based on the above considerations. "

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 evaluating 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 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 partner 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 opportunitiesManages 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 workshopsFollow up on opportunities with clients to ensure proposals are submitted on time; appropriate expertise is being deployed and deadlines are being metActs 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 report 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. XxxClient wins with a value of Rs xxxSuccess (conversion) rate of opportunitiesNo. of x-LOS / x-competency propositions taken to clientYoY increase in no. of competencies working with the clientPriority services and new services penetrationImprove 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 experienceExperience working with sector clients or in a client facing or sales/ business development role focussed on financial services sector is highly desirable. Transferable experience across other industries / sector 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 processesUnderstanding of Indian <<sector name>> market

Mandatory skill sets:

Sales

Preferred skill sets:

Business development

Years of experience required:

10 plus years

Education qualification:

B.Com, BBA, MBA, M.Com, PGDM

Education (if blank, degree and/or field of study not specified)

Degrees/Field of Study required: Bachelor in Business Administration, Bachelor of Commerce, Master of Business Administration

Degrees/Field of Study preferred:

Certifications (if blank, certifications not specified)

Required Skills

Business Development Plans, Sales

Optional Skills

Accepting Feedback, Accepting Feedback, Active Listening, Analytical Thinking, Business Case Development, Business Development, Business Expansion, Business Partnering, Business Presentations, Business Requirements Analysis, Client Management, Client Prospecting, Coaching and Feedback, Communication, Compensation Strategy, Contract Negotiation, Creativity, CRM Software, Customer Acquisition, Digital Business Development, Distribution Channel Performance, Embracing Change, Emotional Regulation, Empathy, Executive Negotiation {+ 38 more}

Desired Languages (If blank, desired languages not specified)

Travel Requirements

Not Specified

Available for Work Visa Sponsorship?

No

Government Clearance Required?

No

Job Posting End Date