Job Description

Line of Service Internal Firm ServicesIndustry/Sector Not ApplicableSpecialism OperationsManagement Level Senior Manager & 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\xe2\x80\x99ll focus on designing, developing, and implementing communication programmes and media events to promote and sell the PwC\xe2\x80\x99s 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\xe2\x80\x99ll provide strategic oversight, manage operations, and develop policies for all aspects of our Sales and Marketing practice. \xe2\x80\x93 Account Driver (SM/AD)Line of Service: Internal Firm ServicesIndustry/Sector: Financial ServicesSpecialism: IFS - Clients & MarketsManagement Level: Senior Manager/Associate Director & SummaryA 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\xe2\x80\x99ll focus on designing, developing, and implementing Go-To-Market plans, communication programmes and media events to promote and sell the PwC\xe2\x80\x99s 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\xe2\x80\x99ll 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\xe2\x80\x99re looking forDo you have a proven track record in business development and client relationship management in a highly competitive, Business to Business environment? Can you demonstrate that you have experience of working with, developing and coaching diverse account teams? Your track record will have the client at the heart of everything you do and you will ensure all activity is focussed on having commercial impact in the market.We\'re looking for an experienced Director, 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\xe2\x80\x99s 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 Financial Services sector, working closely with various competencies and colleagues within the broader Financial Services sector team, as well as with colleagues within other Industries.Experience working with BFSI clients or in a client facing or sales/ business development role focussed on financial services sector is highly desirable.Responsibilities

• Facilitating and supporting client touch points and generating new revenue streams.
• Work with the various competencies and lead relationship partner to identify and build new client relationships as well as drive growth in existing relationships between PwC and the client to deliver opportunities and profitable revenue growth. This includes the conducting and sharing the outputs of client feedback.
• 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 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\xe2\x80\x99s 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\xe2\x80\x99s 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 \xe2\x80\x93 eg account team meetings; opportunity tracking and revenue reporting; client events/regular touch points; follow up on opportunities
• Manages ongoing client feedback process
• 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 \xe2\x80\x93 e.g. through developing account communications, newsletters, value report etc

Skills and experience required

• At least 15 years\xe2\x80\x99 relevant work experience
• Experience working with BFSI 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 financial services 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 Financial services market

Education

• Master\xe2\x80\x99s 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 \xe2\x80\x93 interest in building their understanding of the firm and its services, and in building their career in the region\xe2\x80\x99s \xe2\x80\x93 and the world\xe2\x80\x99s \xe2\x80\x93 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 skillsMandatory skill sets- Business Development, Sales, Account Management
Preferred skill sets- Account Strategies, Go to Market (GTM), Business Development Strategy
Year of experience required- 10
Qualifications- UG/PGEducation (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 Account Management, Business Development, SalesOptional Skills Account Strategies, Business Development Strategy, Go to Market (GTM)Desired Languages (If blank, desired languages not specified)Travel RequirementsAvailable for Work Visa Sponsorship?Government Clearance Required?Job Posting End Date

PwC