Large Pursuit Executive Coach

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PwC’s Marketing and Sales function is a client-focused, high-performing team, which is strategically aligned to the Firm’s priorities and passionately focused on positioning a distinctive PwC brand in the marketplace and driving long-term revenue growth for the Firm. The Advisory National Pursuit Team, NPT, is responsible for coaching and driving the firm’s largest and most significant pursuit opportunities within the Advisory line of service. Working at a senior level, this team serves as the Lead Pursuit Strategist/Executive Coach for the largest, most complex, and global brand-defining sales opportunities. The NPT Director leads the pursuit process and coaches the client service teams on: strategic competitive issues; key messaging; team selection; client meetings and interactions; presentation substance and style; differentiated value proposition development; proposal development; oral presentations; and follow-through to close. This interaction is with the senior team members and interfaces directly with the members of the USLT, Industry/Sector Leaders, Global Relationship Partners, and Senior Relationship Partners. This links to, and drives, the firm’s Pursuit Framework to deliver optimal performance and to consistently execute the winning strategies of the NPT and the Pursuit methodology.

Position/Program Requirements

Minimum Year(s) of Experience:
10

Minimum Degree Required: Bachelor’s degree

Demonstrates Proven Expertise Of, And Success In Roles Leading Extensively, Sales Methodologies, Sales Psychology, Human Interaction Techniques That Result In Coaching, Driving And Writing To Help Pursuit Teams-preferably Within a Global Business Consulting Partnership-formulate And Innovate Strategies, Messaging, Presentations And Materials To Win Significant Sales Opportunities, Which Includes The Following Areas

Thought leader specialization in a sector/sub-sector or specific solution/product;

Innovation and the creation and sharing of latest winning practices are critical to the role;

Performance of leadership roles and activities for a team, especially prior success leading certain sectors and/or solution connectivity and strategies, depending on specialization, that include business solutions, services or industries-i.e. large scale ERP implementations, organization-wide transformations, and industry sectors solutions management;

Collaboration, especially sharing optimal industry practices and providing and guidance, with broader teams and/or networks, particularly within a highly-matrix business environment across both national and local business markets;

Continuous improvement, including the sharing and identification of latest innovative techniques across business teams and stakeholders across a highly-matrix national and global business; and,

Continuous innovation and improvement focused on the use of communications and marketing to impact business pursuit activities while simultaneously enhancing a global sales brand, including brevity and impact with the use of video, graphics and new technology-based delivery methods.

Proven success in roles within both business consulting and public accounting environments is preferred.

Demonstrates Proven Expert-level Abilities And Success To Interact With The Senior-most Levels Within a Public Accounting And Business Consulting Environment, Coaching And Driving Client Service-focused Sales Teams That Provide To Its Largest Clients Complex Solutions And Services, Which Includes The Following Areas

Innovating and encouraging teams to listen, learn, and act upon input;

Thinking outside the box, while being pragmatic and focused on executing final business objectives, emphasizing passion and core abilities to be both objective and a voice of the client;

Developing and executing winning proposal strategies, as well as identifying trends, themes and issues across the competitive marketplace;

Providing client service teams with strategic counsel on competitive issues, key messaging, team selection, client meetings and interactions, presentation substance and style, differentiated value proposition and proposal development–including oral presentations and follow-through to obtain awarded contracts;

Leading and managing both strategic and tactical resources, including project managers, writers, and graphic designers;

Interacting with US and global executive leaders, as well as managing and coaching direct reports;

Utilizing extensive analytical and communication skills, working independently and as a team player; and,

Leveraging project management capabilities to lead and drive the lifecycle of business proposal management, emphasizing the ability to develop and craft sales proposals and material

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