Head of Sales - London, United Kingdom - PwC

Description

Line of Service

Internal Firm Services

Industry/Sector

Not Applicable

Specialism

IFS - Internal Firm Services - Other

Management Level

Senior Manager

Job Description & Summary

Who we are looking for

PwC is looking for a commercially minded, client-centric Head of Sales to join us as a key member of our Audit Sales & Marketing team.

The successful candidate will be involved in shaping and executing the Sales strategy, managing the Audit pipeline, providing insight and challenge and ensuring that Must Win opportunities are qualified and have the right support. 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. Audit is a regulated business and the job holder must ensure that they understand and operate within any regulatory and ethical frameworks.

Reporting to the Director of Sales & Marketing for Audit and working closely with the Audit leadership, you can expect challenge and ample scope to develop. You will manage both pipeline and proposals specialists 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 line manages a team and so experience of leading teams and a proven track record of business development, sales/pipeline management and bids and proposals 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, sitting within the Business Development capability team, and will be expected to contribute to and draw upon this wider network for development and delivery support.

In this role you will:

• Act as a specialist sales/business development adviser to the Audit Markets Group and Wider Leadership team, providing strategic analysis, support, challenge and qualification on the Audit pipeline and key opportunities.
• Develop the sales strategy to support the Audit Line of Service, working with the leadership team to define the mix of relationship selling and pursuit management needed for different market segments and services.
• Manage the pipeline cadence across the Line of Service effectively, and provide insight, support and challenge
• Produce sales reports for the Audit Exec and Wider Leadership.
• Ensure the integration of Salesforce into all key Audit sales processes.
• Oversee the adoption of new Salesforce protocols across Audit
• Provide governance on data integrity in Salesforce and flag issues with leadership
• Manage the Audit Tender Approval process (ATAP) and support the ATAP panel. This includes overseeing the scheduling team and the team taking minutes, ensuring that everything is documented and the process runs smoothly.
• Lead the provision of Bids and Proposals support to Audit opportunities, including:
• Leadership of the Bids and Proposals team in Audit 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. This includes working closely with the Audit proposals director to ensure 'must win' opportunities have appropriate support
• Work across lines of service collaborating with other Heads of Sales / Sales and Marketing colleagues to ensure that resources are deployed against priorities.
• Deployment of Pursuit Partner coaches to opportunities.
• Coaching on selected, strategic 'must win' opportunities for Audit.
• Ensure post decision reviews are undertaken on competitive opportunities and insights are shared
• Oversee the design and delivery of self-serve audit bidding materials
• Play a leading role as a senior member of the Sales capability in Sales & Marketing, working closely with the capability leadership team.
• Lead by example on Sales excellence, including Salesforce usage
• Career coach members of the capability
• Contribution to the implementation of the Sales and Marketing go to market priorities

Essential skills and experience

• Proven track record in business development, sales and client relationship management (ideally within a professional services environment).
• An understanding of working in a regulated environment.
• An expert understanding of pipeline management, 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 - pursuit/bid management skills would be advantageous but not essential.
• Strong project 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 Audit Sales & Marketing 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.
• A sound business understanding as well as being risk aware.

About the team

This role sits within the Sales capability, part of Sales & Marketing, PwC's centralised support function, and covers all aspects of professional services marketing, sales support and business development. We work together with the Clients & Markets Executive to build and sustain competitive advantage. We execute our go-to-market strategy using our expertise, talent and assets to drive commercial outcomes, for us and our clients. The Sales capability operates with a culture focused on client-centricity and our clients issues, ensuring we are operating with a commercial mindset and a consistent level of quality and excellence in all we do. We work together to ensure these attributes are present in all activities and interactions, every day.

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

Degrees/Field of Study required:

Degrees/Field of Study preferred:

Certifications (if blank, certifications not specified)

Required Skills

Optional Skills

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