Activation Hub Leader (Head of Bids & Proposals), Consulting (G&HI)

Job description

Who we are looking for

PwC is looking for an experienced, credible and highly motivated Senior Manager Team Leader to lead one of the three Activation Hubs in the Consulting Line of Service.

Sitting within Sales and Marketing, the role holder will be responsible for leading a multi-disciplinary team of proposals/bids and business development professionals to work on prioritised must wins, strategic pursuits and campaigns. The role holder will work closely with the Cluster and Sector leads in Consulting and reports directly to the Consulting LoS Strategy Director.

The jobholder will require strong influencing and communication skills to work effectively alongside the Consulting Leadership Team. A thorough understanding of the strategic business drivers for PwC, as well as a strong and credible background in pursuits in professional services is key.

The jobholder must be creative and innovative and be able to effectively communicate key business messages to a diverse audience. Strong leadership skills are required, as is a proven understanding of sales and marketing.

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

• Lead a world class pursuit team in a key cluster in Consulting, operating as a critical and integrated component of the Activation Hubs. Responsibilities include:

  • Leadership of the Pursuit and Proposals team to ensure that best practice qualification, bid management and Pursuit coaching is delivered across specific sectors.

  • Close alignment to the Cluster Chair and Sector Leadership team to ensure that resource is deployed against the strategic priorities to focus on Must Win and Strategic Opportunities.

  • Recruitment and resourcing of the senior Pursuit roles and the secondees; ensuring that the rotation staff have a rewarding and worthwhile experience

• Provide strategic analysis, support, challenge and qualification on the pipeline and key opportunities. Responsibilities include:

  • Maintain an agreed win rate and increase the proportion of tech-enabled transformational opportunities in the pipeline

  • Proactively promotes Salesforce and CME reporting and interactions to drive sales strategy and pipeline management, increasing winning behaviours and focusing our bidding activity on the right Must Win opportunities to win more strategic opportunities.

  • Work with the EMEA Hub to maximise the opportunities for the UK

• Lead a small team of Business Development professionals focusing on origination and sales campaigning to drive opportunities into the pipeline across our Go-to-Market pillars into the sectors.

• Act as a Pursuit coach, demonstrating a best practice sales approach. Responsibilities include:

  • Coach on individual opportunities or bids when required, to challenge and inspire excellent sales behaviours

  • Bring our Pursuit methodology and BXT approach to life across our opportunities

  • Upskill the practice through training programmes, self-serve bidding materials and sharing insights

• Play a leading role as a senior member of the Sales capability in Sales & Marketing, working closely with the Business Development Director and Proposals Capability Leader.

  • Lead by example on best practice pursuit and proposals

Career coach members of the capability
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Skills and experience required

• Experienced Team Leader

• Significant Proposals, business development and formal bidding experience

• The ability to form networks with partners and staff at all levels and influence effectively.

• A sound business understanding as well as being strong commercially and around risk issues.

• Excellent influencing and powerful communication skills.

• Proven track record driving go-to-market strategies across Sales and Marketing.

• Expert understanding of targeting and pipeline management with the ability to implement both strategic and tactical initiatives

• Strong knowledge of SPIN, Miller Heiman or another relationship/sales methodology and proven experience in driving opportunities through to revenue - preferred, but not essential

• Client-focused with strong relationship skills.

• Proactive, with a positive can do approach.

• Self-starter able to work effectively as part of a virtual team.

• Team player; able to actively contribute and participate as a member of the Sales capability.

• The ability to form networks with partners and staff at all levels and influence effectively.

• Strong people management and development skills with experience of managing teams.

• Client facing business development experience, with a proven track record of relationship management and revenue conversion.

• Excellent influencing and powerful communication skills.

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.

The Deal
We want all of our people to feel empowered to be the best that they can be, which is why we have 'The Deal'.

Find out more about our firmwide Employee Value Proposition:

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.