IN-Director_GCC BFSI_GCC_Advisory_Hyderabad

Line of Service

Advisory

Industry/Sector

Not Applicable

Specialism

Operations

Management Level

Director

Job Description & Summary

At PwC, our people in brand management, marketing and sales focus on collaboration to develop and execute strategic sales and marketing initiatives. These individuals focus on driving revenue growth, promoting the Firm's services, enhancing brand visibility, and capturing new business opportunities. They utilise market research, digital marketing, creative campaigns, and effective sales strategies to engage clients, enhance the firm's brand and market presence, and achieve organisational targets.

As a sales generalist at PwC, you will be responsible for engaging in various sales activities to drive revenue and achieve sales targets. Working in this area, you will build and leverage a broad understanding of the Firm's products or services and utilise skills in identifying customer needs and providing appropriate solutions. To be successful in this role, you will be adaptable and work across different industries and markets to maximise sales opportunities.

Why PWC

At PwC, you will be part of a vibrant community of solvers that leads with trust and creates distinctive outcomes for our clients and communities. This purpose-led and values-driven work, powered by technology in an environment that drives innovation, will enable you to make a tangible impact in the real world. We reward your contributions, support your wellbeing, and offer inclusive benefits, flexibility programmes and mentorship that will help you thrive in work and life. Together, we grow, learn, care, collaborate, and create a future of infinite experiences for each other. Learn more about us.

At PwC, we believe in providing equal employment opportunities, without any discrimination on the grounds of gender, ethnic background, age, disability, marital status, sexual orientation, pregnancy, gender identity or expression, religion or other beliefs, perceived differences and status protected by law. We strive to create an environment where each one of our people can bring their true selves and contribute to their personal growth and the firm’s growth. To enable this, we have zero tolerance for any discrimination and harassment based on the above considerations. "

Job Description & 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’ll focus on designing, developing, and implementing Go-To-Market plans, communication programmes and media events to promote and sell the PwC’s 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’ll 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’re looking for

Do you have a proven track record in business development and client relationship management in a highly competitive, Business to Business environment? Can you demonstrate that you have experience of working with, developing and coaching diverse account teams? Your track record will have the client at the heart of everything you do and you will ensure all activity is focussed on having commercial impact in the market.

We're looking for an experienced Director, 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’s 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 Financial Services sector, working closely with various competencies and colleagues within the broader Financial Services sector team, as well as with colleagues within other Industries.

Experience working with BFSI clients or in a client facing or sales/ business development role focussed on financial services sector is highly desirable.

Responsibilities

• Facilitating and supporting client touch points and generating new revenue streams.
• Work with the various competencies and lead relationship partner to identify and build new client relationships as well as drive growth in existing relationships between PwC and the client to deliver opportunities and profitable revenue growth. This includes the conducting and sharing the outputs of client feedback.
• 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.
• Support the lead relationship partner 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.
• Have a deep understanding of client’s priorities and strategies.
• Co-create and implement effective account strategies including relationship mapping, management of opportunity pipeline and generation of investment plans.
• Bringing discipline, structure, and support to account management 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 Firm’s one firm sales and marketing strategy, drawing on Sales and Marketing colleagues to deliver aspects where required.

• Identify opportunities in new areas, helping to drive the proposal process as appropriate.
• Ensure account infrastructure is in place and functioning appropriately – eg account team meetings; opportunity tracking and revenue reporting; client events/regular touch points; follow up on opportunities
• Manages ongoing client feedback process
• Designs/manages delivery of the client planning workshops
• Follow up on opportunities with clients to ensure proposals are submitted on time; appropriate expertise is being deployed and deadlines are being met
• 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 – e.g. through developing account communications, newsletters, value report etc

Skills and experience required

• At least 14+ years’ relevant work experience
• Experience working with BFSI 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.
• 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 financial services sector clients.
• Understanding of best practice account management with the ability to implement both strategic and tactical initiatives.
• A proven track record in sales, business development and client relationship management in a highly competitive environment.
• Strong stakeholder management and experience in working with diverse account teams.
• A proactive individual who is able to work effectively as part of a team, which may at times be geographically dispersed.
• A collaborative individual who is able to learn from, contribute and participate as a member of the Account Management capability.
• Commercial acumen both in terms of managing pipeline and challenging/coaching teams through the sales process.
• A strong knowledge of a sales methodology and proven experience of driving opportunities through to revenue.
• Understanding of effective relationship management/ opportunity management and pursuit processes
• Understanding of Indian Financial services market

Education

• Master’s degree, MBA, CA

Personal characteristics/capabilities

• Attention to details with high standard in quality of work
• Good presentation skills
• Outgoing personality with well-developed social and persuasive skills
• Flexible, adaptable, resilient and self-motivated
• Team player
• Curiosity and hunger to learn – interest in building their understanding of the firm and its services, and in building their career in the region’s – and the world’s – largest professional services firm.
• Advanced skills in PowerPoint, Excel and Word

Nice to have

• Existing network of contacts that can be leveraged
• Understanding of professional services firms (either through experience of working in one or by being a client of one)
• Project management skills

Mandatory skill sets: 

• Business Development

  Sales

Preferred skill sets: 

• Key Account Management

Years of experience required: 

13

Education qualification: 

UG/PG

Education (if blank, degree and/or field of study not specified)

Degrees/Field of Study required: Bachelor Degree, Postgraduate (Certificate)

Degrees/Field of Study preferred:

Certifications (if blank, certifications not specified)

Required Skills

Business Development

Optional Skills

Accepting Feedback, Accepting Feedback, Active Listening, Analytical Thinking, Bonus Program Design, Business Development, Business Opportunities, Coaching and Feedback, Communication, Compensation Strategy, Creativity, CRM Software, Customer Insight, Customer Liaison, Customer Needs Analysis, Customer Retention, Deal Management, Embracing Change, Emotional Regulation, Empathy, Inclusion, Influence, Innovation, Intellectual Curiosity, Lead Follow-Up {+ 32 more}

Desired Languages (If blank, desired languages not specified)

Travel Requirements

Available for Work Visa Sponsorship?

Government Clearance Required?

Job Posting End Date