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Senior Account Manager

Posted: 8 Jun 2021 Closes: 9 Jul 2021
Birmingham Competitive
Permanent & Full-time PwC_196150WD

Who are we looking for
Are you an established and motivated Senior Sales and Account Management specialist? Do you have experience of growing new relationships, winning profitable new business and delivering exceptional client and stakeholder experience? Join PwC.
About the role
We are looking for a strong Senior Sales and Account Management professional to join our Midlands team and support our regional key account programme through:
Growing relationships and driving profitable growth across an allocated portfolio of accounts
Successful delivery and management of the Midlands key account programme
We are looking for someone who is experienced and comfortable in front of senior stakeholders and can demonstrate a strong track record of successfully building long term client relationships. You will use your sales expertise combined with your acquired knowledge of our products and services to build credibility with your clients and identify new business opportunities for PwC. In addition to this, you will have the opportunity to support, shape and lead on the execution of our Midlands region key account programme.
About the team
This role sits within the Sales capability, part of Sales and 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
The successful individual will need to build relationships with senior management, the business and account teams across our three Midlands offices (Birmingham, East Midlands and Milton Keynes) whilst reporting into the Midlands Sales and Marketing Business Partner.
Account Management Responsibilities
Establish yourself as the focal point of all activity on your accounts, both internally and with the client.
Drive external client facing activity by securing meetings with new and existing contacts.
Establish a network of commercial relationships across your allocated accounts.
Develop a pipeline of opportunities on each account and drive the pursuit process through to conclusion.
Develop a thorough understanding of your clients key issues and the relevant PwC propositions, ensuring we deliver the full breadth of the firm for their benefit.
Lead account planning meetings, ensuring they are client focused, commercial and actions are delivered upon.
Support, drive and deliver key national campaigns through your accounts.
Ensure the messages and learning's from Client Feedback are shared and acted upon to help increase opportunity conversion and client satisfaction
Accurately record all business development activity (meetings and opportunities) in our CRM system to evidence performance and ROI.
Position yourself as the Account Manager across your portfolio working closely with the wider account team.
Work collaboratively with your Sales and Marketing peers.
Key Account Programme Management Responsibilities:
Drive excellence across the Midlands programme through: 1. The adoption of the PwC account planning framework 2. The delivery of client and account planning workshops 3. Exemplar use of our CRM system in tracking and reporting account activity 4. Timely and accurate reporting against the required KPIs 5. Oversight of our regional client feedback programme.
Build strong working relationships with Lead Relationship Partners and Account Managers across the Midlands and provide them with the support required to drive robust account governance.
Establish a network of relationships across all Lines of Service in the region to support growth ambitions, and with Industry teams.
Support and attend client senior independent feedback sessions, utilise feedback to inform future planning and account development in order to address clients' needs (either directly or through the coaching of Lead Relationship Partners and Account Managers).
Develop an understanding of key client issues and the relevant PwC propositions that are successfully helping clients and generating revenue.
Support, drive and deliver relevant key national Sales Campaigns when required.
Coach Partners and Staff on business development best practice.
Support with the activation and execution of firmwide priority areas.

Role Requirements
Significant experience in a new business development or account management role within PwC and/or other complex service focused organisations.
Experience of programme / project management, either leading or making a significant contribution to the delivery of a key account programme or similar.
Strong knowledge of Pursuit, SPIN, Miller Heiman or another relationship/sales methodology along with evidence of using in practice to drive opportunities through to revenue.
Evidence of driving new business on key accounts or across an industry vertical through activity such as;
identification of new contacts at the targets who are potential buyers
driving new propositions across a portfolio
identifying and driving repeatable solutions
Demonstrate experience of developing and managing relationships with key decision makers at key accounts.
A track record of generating revenue with new relationships.
The proven ability to develop and drive a sustainable pipeline of opportunities.
Previous experience of managing / driving sales campaigns with associated project management skills
Evidence of working with other teams in Sales and Marketing on cross-functional projects
Ability to manage multiple stakeholders at a senior level
Strong Business and Commercial acumen allowing you to analyse and interpret data
An ability to interrogate the local market and identify key trends
Experience of working in professional services and/or other complex service-focused organisations.

Not the role for you?

Did you know PwC offer flexible contract arrangements as well as contingent work (ie temporary or day rate contracting)?
The skills we look for in future employees

All our people need to demonstrate the skills and behaviours that support us in delivering our business strategy. This is important to the work we do for our business, and our clients. These skills and behaviours make up our global leadership framework, 'The PwC Professional' and are made up of five core attributes; whole leadership, technical capabilities, business acumen, global acumen and relationships.

Learn more here: www.pwc.com/uk/careers/experienced/apply
Diversity

Valuing Difference. Driving Inclusion.

We work in a changing world which offers great opportunities for people with diverse backgrounds and experiences. We seek to attract and employ the best people from the widest talent pool because creating value through diversity is what makes us strong as a business, enabling us to solve important problems and deliver value to our clients. We encourage an inclusive culture where people can be themselves, are valued for their strengths and are empowered to be the best they can be. As an organisation with an increasingly agile workforce, we also support different ways of working offering flexible working arrangements. Learn more here about our work to support an inclusive culture.

www.pwc.com/uk/diversity
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