Senior Manager Team Leader -Strategic Account Management, 12m Contract
About the team
The Sales and Marketing Team (SMT) is a centralised function and covers all aspects of professional services marketing, sales support and business development. The prime area of focus for the function is to support the development and implementation of the firm’s market strategy and in particular to deliver:
Enhanced relationships and networks
A distinctive brand experience
The PwC strategy is designed to provide a sharper focus on market issues in order to prioritise growth opportunities and align our resources to deliver them. Our plan is to obtain transformational growth of our consulting market share and to extend our lead in our core businesses of audit, tax, business recovery services and transactions.
Within SMT, there are 3 Capabilities; Sales, Marketing and Market Activation.
About the Role
PwC is looking for an experienced, inspiring Team Leader level candidate to lead a group of specialist sales people who focus on key account management. The Strategic Account Management capability focuses on the firm’s top priority accounts across different segments and supports lead relationship partners and teams to drive profitable revenue growth and deliver exceptional client value.
Specifically, those in the Strategic Account Management capability are responsible for:
Having a deep understanding their clients’ priorities, strategies and organisations to ensure PwC add value across the clients’ broader organisation.
Developing and implementing effective account strategies including relationship mapping, management of opportunity pipeline and generation of investment plans.
Bringing discipline, structure and support to account teams through management information, market insight, knowledge sharing and meeting preparation.
Working right across the pursuit process to inform, support, challenge and inspire their account teams to spot, develop and convert a pipeline of opportunities
Supporting the Firms onefirm sales and marketing strategy
Building high performing teams of partners and staff around their particular clients
This role will report to the Director, Priority Accounts via the Sales reporting line and work closely with Team Leaders in strategic accounts and across sales and marketing to:
Line manage a group of Account Managers and Client Executives
Work with industry leaders and GRPs to allocate resources
Recruit and develop world class Account Management expertise
Evolve and promote the use of best practice through the Account Management Framework (AMF)
Play an overarching role in developing community, sharing success and overseeing performance of the SAM capability.
In this role, the successful candidate has responsibility for:
Leadership & Capability development: Drives the uptake of market leading learning and development for best practice account management and sales, through the Account Management Academy concept and other targeted sessions.
Resource Management – Takes line management responsibility for a group of Account Managers and Client Executives. Works with the Director of Priority Accounts and Director of Sales, TLs, Industry Leaders and GRPs to lead the allocation of resources to the right priority accounts. Leads on identifying new opportunities and gaps and the recruitment process. Brings together the team to share knowledge and market relevant updates.
Performance Management: Coaches and develops the team to ensure that the teams provide an exceptional level of service to the firms priority accounts. Defines quality standards across the team and monitors service levels so they are maintained consistently. Works with the PMs across the team to regularly monitor performance, dealing with poor performance if it arises. Manages performance effectively and provides opportunities for individual growth and development in line with career aspirations. Allocates PM responsibilities and oversees moderation
Account Management: Operates as an account manager on one or more key accounts; supports the development and execution of account strategy and implements effective account management processes.
Tools: Works with the capability leader to ensure that the account management team continuously improves and experience, information and knowledge are shared with the team and across the business. Ensures that the team is deploying the Account Management Framework (AMF) effectively and takes the lead in the continuous development of the framework, including opportunities to commercialise the approach
The jobholder must possess excellent communication skills and gravitas with senior stakeholders, both clients and senior PwC management, as well as demonstrating a thorough understanding of the strategic business drivers for global, complex clients.
Strong people management and experience leading, motivating, developing and coaching diverse teams. Needs to bring energy, enthusiasm and drive.
An expert understanding of best practice account management with the ability to implement both strategic and tactical initiatives. The jobholder must be creative, upbeat and innovative and be able to effectively communicate key business messages to a diverse audience.
Excellent project management skills are required as is a proven track record in best practice account and relationship management.
Strong knowledge of best practice sales/ account management methodology would be highly regarded. Knowledge/ expertise in Pursuit would be highly regarded.
Graduate calibre with a proven track record in business development and client relationship management in a highly competitive, B2B environment.