Overview

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

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 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 an Industry, in the markets activation pillar. It will sit within one or multiple sectors, where the Industry business development leader will develop and retain an elevated knowledge of the sector (s) 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 :-

  • Create and execute the sector based sales strategy and work collectively with marketing to provide a seamless go to market strategy which is inclusive of our growth accelerators, platforms and Alliance Partners.

  • 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 trade bodies to enhance 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 core sector support detailed above is the platform from which the Industry and campaign activator can provide impact across the development and execution of campaigns and around the understanding,  and optimisation of the pipeline. The role will find meaningful connections across the BD sales cycle where the sector based insight will be pivotal and support key decisions around campaign development and qualification, must win identification and key opportunity qualification. 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.

  • 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.

Campaign

  • 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.

The Insight campaign and pipeline activator whilst being embedded into the sector will power the campaign and pipeline pillar with sector based insight and will also synchronize into a wider cadence across these 2 pillars providing a seamless pipeline and campaign experience for our key stakeholders and clients.

Skills and experience required

  • 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.

  • 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.

  • 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.

  • 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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