Job Description

Line of Service Internal Firm Services

Industry/Sector Not Applicable

Specialism Operations

Management Level Director

& 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.

Our Sales and Marketing Generalist - Practice Support team focuses on designing, developing, and implementing communication programmes and media events to promote and sell PwC\xe2\x80\x99s brand and services as well as contribute to and evaluate our pricing strategies in the marketplace.

\xe2\x80\x93 Account Driver (Manager)
Line of Service: Internal Firm
Services Industry/Sector: Multiple sectors
Specialism: IFS - Clients & Markets
Management Level: Manager/Senior Manager /Director
& Summary:
A 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 for:
Do you have a proven track record in business development and client relationship management in a
highly competitive, Business to Business environment? Your track record will have the client at the heart
of everything you do, and you will ensure all activity is focused on having commercial impact in the
market.
We\'re looking for an experienced Manager, 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 the sector, working closely
with various competencies and colleagues within the broader sector team, as well as with colleagues
within other Industries.
Experience working with sector clients or in a client facing or sales/ business development role focused

Responsibilities

\xef\x82\xb7 Facilitating and supporting client touch points and generating new revenue streams.
\xef\x82\xb7 Build and own C-suite/key influencers\xe2\x80\x99 relationships. Work with the various
competencies and lead relationship partner to identify and drive growth in new and existing
relationships between PwC and the client to deliver opportunities and profitable revenue
growth.
\xef\x82\xb7 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.
\xef\x82\xb7 Support the lead relationship partner or director 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.
\xef\x82\xb7 Have a deep understanding of client\xe2\x80\x99s priorities and strategies.
\xef\x82\xb7 Co-create and implement effective account strategies including relationship mapping,
management of opportunity pipeline and generation of investment plans.
\xef\x82\xb7 Bringing discipline, structure, and support to account management teams through
management information, market insight, knowledge sharing and meeting preparation.

\xef\x82\xb7 Working right across the pursuit process to inform, support, challenge and inspire their
account teams to spot, develop and convert a pipeline of opportunities.
\xef\x82\xb7 Supporting the Firm\xe2\x80\x99s one firm sales and marketing strategy, drawing on Sales and
Marketing colleagues to deliver aspects where required.
\xef\x82\xb7 Identify opportunities in new areas, helping to drive the proposal process as
appropriate.
\xef\x82\xb7 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
\xef\x82\xb7 Manages ongoing client feedback process. This includes the conducting and sharing the
outputs of client feedback and its actionables.
\xef\x82\xb7 Designs/manages delivery of the client planning workshops
\xef\x82\xb7 Follow up on opportunities with clients to ensure proposals are submitted on time;
appropriate expertise is being deployed and deadlines are being met
\xef\x82\xb7 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.

Metrics

\xef\x82\xb7 Target xx% y-o-y revenue growth from the client,
\xef\x82\xb7 Leads originated by self to contribute towards:
o New proposal submissions with value of Rs. Xxx
o Client wins with a value of Rs xxx
\xef\x82\xb7 Success (conversion) rate of opportunities
\xef\x82\xb7 No. of x-LOS / x-competency propositions taken to client
\xef\x82\xb7 YoY increase in no. of competencies working with the client
\xef\x82\xb7 Priority services and new services penetration
\xef\x82\xb7 Improve the relationship heat map -->assist in developing new relations, conversion
from detractor to neutral, and neutral to positive

*(as agreed with the Account Leader)

Skills and experience required

\xef\x82\xb7 At least 9 years\xe2\x80\x99 (to 15 years) relevant work experience
\xef\x82\xb7 Experience working with sector 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.
\xef\x82\xb7 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 sector clients.
\xef\x82\xb7 Understanding of best practice account management with the ability to implement both
strategic and tactical initiatives.
\xef\x82\xb7 A proven track record in sales, business development and client relationship
management in a highly competitive environment.
\xef\x82\xb7 Strong stakeholder management and experience in working with diverse account
teams.
\xef\x82\xb7 A proactive individual who is able to work effectively as part of a team, which may at
times be geographically dispersed.

\xef\x82\xb7 A collaborative individual who is able to learn from, contribute and participate as a
member of the Account Management capability.
\xef\x82\xb7 Commercial acumen both in terms of managing pipeline and challenging/coaching
teams through the sales process.
\xef\x82\xb7 A strong knowledge of a sales methodology and proven experience of driving
opportunities through to revenue.
\xef\x82\xb7 Understanding of effective relationship management/ opportunity management and
pursuit processes

Education

\xef\x82\xb7 Master\xe2\x80\x99s degree, MBA, CA
Personal characteristics/capabilities

\xef\x82\xb7 Attention to details with high standard in quality of work
\xef\x82\xb7 Good presentation skills
\xef\x82\xb7 Outgoing personality with well-developed social and persuasive skills
\xef\x82\xb7 Flexible, adaptable, resilient and self-motivated
\xef\x82\xb7 Team player
\xef\x82\xb7 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.
\xef\x82\xb7 Advanced skills in PowerPoint, Excel and Word Nice to have
\xef\x82\xb7 Existing network of contacts that can be leveraged
\xef\x82\xb7 Understanding of professional services firms (either through experience of working in
one or by being a client of one)
\xef\x82\xb7 Project management skill

Mandatory Skill Set-Business development
Preferred Skill Set-Business development
Year of experience required-15Years
Qualifications-MBA/ BCom / Similar

Education (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 Business Development

Optional Skills

Desired Languages (If blank, desired languages not specified)

Travel Requirements

Available for Work Visa Sponsorship?

Government Clearance Required?

Job Posting End Date

PwC