Pursuit Leader (Flying) Financial Services Sector - Permanent - London
If you are a commercial, competitive and creative sales coach with a passion for winning and leading high performing teams - this could be the role for you. EY is looking for Pursuit Leader to lead our global firm's pursuits of the most strategically important and highest value sales opportunities. The opportunity
The Pursuit Leader is responsible for the Business Development aspects of the firms' most important pursuits, taking the leadership role in developing the winning pitch strategy, coaching the client team and managing the BD support team. Your key responsibilities
Managing the BD support team taking responsibility for all aspects of sales support provided during a pursuit, including the client team members involved, the Communication and Pursuit Strategist and graphic designer to ensure all deadlines are met and the BD contribution is properly understood and measured.
Leading the development of the pursuit strategy by ensuring the client team fully understand the client needs and can clearly articulate the benefits of the EY solution and our value proposition. Conduct one to one and team coaching sessions to ensure the team fully understand these client needs, the EY solution and can clearly articulate their role, experience and credentials in a convincing, winning manner. Take an active role in managing and challenging the client team dynamics to ensure the 'A' team is properly presented to the client including personal style, subject matter expertise and credentials.
Devise the relationship development action plan to ensure appropriate contact is made with all decision makers and influencers using the whole EY network.
Contribute to the engagement economics discussion to ensure the appropriate pricing options are challenged and positively articulated providing a return for the firm and value for the client.
Be a subject matter expert, leading exponent and user of the firms' 'Sales Excellence' knowledge, skills and tools including Miller Heiman, Tracom and Focused Team Engagement Economics within the Account Management Framework. Deliver or participate in training to up-skill the client and/or BD teams in pursuit best practice using the EY 'Sales Excellence' tools and methodologies.
Support client interviews to ensure the team fully understands the needs and decision making criteria of the client, the EY solution and why we won or lost a pursuit. Skills and attributes for success
To qualify for the role you must have
- Deep understanding and experience of pursuits and winning sales strategies.
- People-management/leadership of large teams in complex, cross border, high value sales.
- Coaching upwards of more senior people and history of achieving results through others.
- Major account management experience including responsibility for client relationships, service levels, solution development and revenue targets.
- Commercially astute, able to operate at board level.
Ideally, you'll also have
- People management experience
- Client service and sales experience
- Strong facilitation, training and presentation skills
- Excellent communication skills - verbal, written and visual
- Exceptional stakeholder management skills
What we look for
- A passion for getting the best out of people
- An innovation mind-set
- Be a team player
- The determination to win in the market
Commercial, creative and competitive sales coaches who are passionate about winning, and developing and leading high performing teams. What working at EY offers
We offer a competitive remuneration package where you'll be rewarded for your individual and team performance. Our comprehensive Total Rewards package includes support for flexible working and career development, and with FlexEY you can select benefits that suit your needs, covering holidays, health and well-being, insurance, savings and a wide range of discounts, offers and promotions. Plus, we offer:
- Support, coaching and feedback from some of the most engaging colleagues around
- Opportunities to develop new skills and progress your career
- The freedom and flexibility to handle your role in a way that's right for you
EY is committed to being an inclusive employer and we are happy to consider flexible working arrangements. We strive to achieve the right balance for our people, enabling us to deliver excellent client service whilst allowing you to build your career without sacrificing your personal priorities. While our client-facing professionals can be required to travel regularly, and at times be based at client sites, our flexible working arrangements can help you to achieve a lifestyle balance. About EY
As a global leader in assurance, tax, transaction and advisory services, we're using the finance products, expertise and systems we've developed to build a better working world. That starts with a culture that believes in giving you the training, opportunities and creative freedom to make things better. Whenever you join, however long you stay, the exceptional EY experience lasts a lifetime. And with a commitment to hiring and developing the most passionate people, we'll make our ambition to be the best employer by 2020 a reality. If you can confidently demonstrate that you meet the criteria above, please contact us as soon as possible. Build your legacy with us. Apply now. Who we are
EY is committed to being an inclusive employer and we are happy to consider flexible working arrangements. We strive to achieve the right balance for our people, enabling us to deliver excellent client service whilst allowing you to build your career without sacrificing your personal priorities. While our client-facing professionals can be required to travel regularly, and at times be based at client sites, our flexible working arrangements can help you to achieve a lifestyle balance. #LI-P