LocationFlexible with some travel to London required, 40-60% of working time to be spent in a PwC office

Who we're looking for

PwC’s 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 Markets Activation, 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 Government & Health Industry, in the Markets Activation pillar. The role will be focussed on government sectors (central and local), working under the direction of the G&HI Head of Sales and alongside an equivalent role focussing on health industries.

The Business Development Lead will develop and retain an elevated knowledge of the government sector(s) and wider Industry dynamics to support the creation and execution of sector based sales strategies, help shape our campaigns and optimise/ accelerate our pipeline.

Experience working in government, or in a client facing or sales/ business development role focussed on government is essential. A passion for providing market leading Industry insight is crucial.

The role holder will be required to:-

  • Support the G&HI Head of Sales to create and execute the Sector based sales strategy (working with marketing) to provide a seamless go to market strategy that is inclusive of our growth accelerators, platforms and alliances 

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

  • Leadership of sector and sub sector cadence 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.

  • Utilize and develop relationships at key sector influencers and industry bodies to enhance our market footprint.

  • Role model key business development behaviour into the sector account teams and provide strategic sector insight to support around opportunity identification and progression.

  • Provide insight and guidance to segmentation and prioritisation, anticipating and implementing key changes in the way we deliver and promote our core priorities.

  • Provide continual analysis of market trends (internal and external) 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 role holder will be embedded into the G&HI Industry team but will work in collaboration with the campaign and pipeline pillars, providing a seamless business development experience for our key stakeholders and clients. To achieve this, the role holder will develop meaningful connections across the business development sales cycle and support key decisions around campaign development and qualification, must win identification and key opportunity qualification. The majority of the focus will be at the early stages of the sales cycle and will focus on:-


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

  • Review sector pipeline trends to understand sales performance, with translation to business messages that our Partners and Directors can act upon.

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

  • Deliver 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.


  • Attend the relevant campaign cadence to provide leading 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, ensuring we talk the language of key Industry stakeholders and remain relevant.

  • Provide direction around the relevant target client blueprint.

  • Support around the target client list creation with the target client blueprint in mind.

  • Enable access where possible to supporting account teams on the relevant sector target lists.

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

Skills and experience required

  • Experience working in government, or in a client facing or sales/ business development role focussed on government is essential. A passion for providing market leading Industry insight is crucial.

  • Demonstrated experience in a business development role within PwC, or in other service-focused organisations. 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.

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

  • Ability to translate key client issues into a possible campaign blueprint and 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.

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

  • Strong understanding of the sales cycle and the required components to promote and drive a successful opportunity. Experience of public sector procurement is highly desirable.

  • 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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