Overview

 

Who we're looking for

The business development capability revolves around 3 pillars of deliverables which are Campaign development and execution (making and driving the market), Pipeline management (how we optimise and accelerate what we generate) and Insight business development, which provides core industry and client based insight to power how we drive campaigns and manage the pipeline effectively and efficiently. 

This role will be based within the Industrial, Manufacturing & Services industry where the industry business development manager will develop and retain an elevated knowledge of the sectors and wider industry dynamics creating a level of expertise which is valuable in the wider industry support, but also in how we shape our campaigns and understand the industry pipeline.

To create and sustain the required sector based insight the role will be required to support some sector based activities such as :-

  • Support the execution of the sector based sales strategy and work collectively with marketing to provide a seamless go to market strategy

  • Support the sector in the budget and planning cycle through the lens of the account, line of service and growth accelerator alignment.

  • Work with leadership to create a fully collaborative community that focuses on the collective goal of strategy execution.

  • Enable integration with the sector based account team, creating a cohesive link between Industry and the relevant activation team in clients.

  • Develop relationships at key sector influencers and trade bodies to enhance market footprint.

  • Provide industry insight to account and sector teams, supporting identification and progression. 

  • Provide analysis of market trends ensuring industry and sector priorities are a reflection of current dynamics.

  • Support client peer group networks to foster collaboration across the peer group and enhance and extend relationships between the sector client group and PwC.

The majority of the focus of the industry campaign and pipeline activator will be at the early stages of the sales cycle and will focus on:-

Pipeline

  • Embed a pipeline cadence and rhythm in the sector to enable proactive identification of new must wins aligned to the must win identification criteria.

  • Interpretation of the industry healthcheck to inform knowledge around wider industry performance and to support any wider initiatives or interventions.

  • Contribute to win plan discussions to enable robust qualification of opportunities on key sector clients where appropriate and where sector knowledge would provide a significant advantage.

  • Create partnership with the client experience team to create industry and sector wide client insight to power pipeline understanding around Industry and stakeholder buying trends.

Campaign

  • Attend the relevant campaign cadence to provide insight around current market hotspots and drivers which create an impetus for campaign development.

  • Partnership with the campaign pillar business development team to create sales collateral and messaging with the Industry voice in mind

  • Support around the target client list creation

  • Work with the campaign BD team on briefing calls and the mobilisation of key material into account teams and the wider practice.

Skills and experience required

  • Demonstrated experience in a business development role. Experience of Professional Services would be preferable albeit not essential.

  • Experience of working with Salesforce is preferential, and an understanding of the core components of pipeline management is valuable.

  • An understanding of an Industry sector or client facing experience within a sector is preferred but not essential, a passion for providing market leading Industry insight is crucial.

  • Experience of developing and managing relationships with key decision makers and stakeholders.

  • Ability to provide momentum around campaign delivery is key.

  • Evidence of working as part of a wider sales or  business development function towards a set of common objectives.

  • Business and commercial acumen allowing you to analyse and interpret data, whilst being able to create meaningful business messages.

  • Understanding of the sales cycle and the required components to promote and drive a successful opportunity.

  • Agility and flexibility to meet the changing needs of the Leader of Industry and wider Industry market dynamics.

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 and 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.

 

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