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Bids and Proposals Manager

Posted: 8 Jun 2021 Closes: 9 Jul 2021
London Competitive
Permanent & Full-time PwC_173357WD-int

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 driving long term revenue growth. Our Sales and Marketing Generalist - Practice Support team focuses on designing, developing, and implementing communication programmes and media events to promote and sell PwC's brand and services as well as contribute to and evaluate our pricing strategies in the marketplace.
Who we are looking for

We are looking for an experienced and impactful Pursuit Coach for the Private Sector Consulting Activation Hub team. The Private Sector Consulting team covers four key industries including Retail & Consumer, Technology, Media and Telecoms, Energy & Utilities and Industrial Manufacturing & Products.

The Pursuit specialist will be able to competently coach opportunities end to end throughout the pursuit cycle, as required. They will lead by example acting as the conscience of the client, regularly providing challenge around pursuits, propositions, pipeline and campaigns using timely interventions to help the business win revenue and make the most out of every client interaction.

You should have experience of facilitating and leading kick-off/strategy meetings, storyboarding and coaching senior stakeholders around strategic messaging and win strategies. You will be confident at coaching and preparing client teams for presentations and conducting post decision reviews with clients.

An understanding of the professional services environment as well as having client facing experience is important.

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.

Your responsibilities

This role will work closely with the Team Leader, and the Partner team, whilst reporting in to the Sales Capability.

In this role, the successful candidate will:
  • Play a lead role in the resourcing of bids within the Consulting Activation Hub
  • Model bids & pursuit best practice in the line of service, bringing energy, impact and strategic advice
  • Make recommendations on relevant propositions and collateral to share with clients
  • Provide coaching for early client conversations, oral presentations and negotiations
  • Facilitate kick off, storyboarding and win themes sessions and provide independent review and challenge of win themes, proposals and other bid materials
  • Carry out internal pitch team debriefs and conduct Post Decision Reviews (PDRs) with the client
  • Bring the best of PwC by connecting teams with relevant people and departments such as Design, Commercial Excellence, Resourcing and Risk
  • Work closely with Marketing, Business Development and Account Management to form a seamless value chain for our clients
  • Be an active member of the Bids and Proposals team and the wider Sales and Marketing function as a Sales professional who is an expert at delivering winning approaches and methodologies
Requirements
  • Proven track record in a similar Pursuit/Proposals coaching role, with an expert understanding of sales best practice and a client focused outlook
  • Evidence of excellent influencing and communication skills and the capability to challenge and manage senior stakeholders
  • Proactive with a positive can do approach
  • Self-starter able to work effectively as a member of a team
  • The ability to form networks with partners and staff at all levels
  • Commercially and risk aware
  • Emotional intelligence and an ability to flex style to the situation
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