38d ago

Pursuit/Bid Coach - Director

Deloitte


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Pursuit/Bid Coach - Director

Date:  25-Jun-2022

Location: 

Sydney, NSW, AU

Department:  Consulting

Description: 

Job Requisition ID: 28366 

As part of the Consulting Pursuit Consulting Centre of Excellence, we are looking for a Pursuit coach with pursuit project management expertise, who can work with pursuit teams on strategic pursuits, helping them to increase our win rates.

The Pursuit Coach is a Business Partner to the pursuit team bringing expertise in sales strategy and differentiation, buyer behaviours and decision-making, and impactful messaging and engagement. Demonstrated success impacting the outcome of strategic, complex pursuits is critical.

The Pursuit Coach is required to rapidly engage with pursuit and leadership stakeholders and client service delivery teams to lead the creation of compelling and differentiated selling propositions for our clients. They are expected to actively identify critical challenges and possible risks for the sales opportunity whilst working proactively with the Lead Pursuit Partner and other key internal functions such as Quality and Risk Management, Deal Review, and Delivery Excellence, to attain the utmost quality of our offering. The Pursuit Coach may be engaged on more than one pursuit at a time, so the ability to quickly assess and understand new opportunities and adapt to fast-changing situations is important.

The role requires someone who can put themselves in the clients’ shoes, and can help teams meet those needs. The successful candidate will have the ability to coach others at senior levels. The expectation of the role will be to work closely with teams, from the early stage of a pursuit through the proposal stage, until the post proposal stage, coaching the team to win and project managing the pursuit throughout. Helping teams increase their chances of winning, and differentiating us in the market, will be key to the success of the role.

Responsibilities include, but not limited to:

  • Facilitate win strategy sessions with pursuit teams and functional leadership to create a unique and differentiated sales approach for the opportunity. Ensure the resulting strategies and approaches are actioned and applied throughout the pursuit to drive a higher win rate on key opportunities.
  • Bring the client perspective to the opportunity by challenging content/messaging/approaches to ensure our solution and proposition deliver on client expectations with high quality.
  • Assess and understand the resources required to deliver the highest quality solution, and facilitate these connections across the business.
  • Understand the complex commercial aspects of the opportunity to provide insight and guidance on potential commercial constructs to yield the best overall commercial proposition for both the client and Deloitte.
  • Bring innovative approaches for presentations, pursuit materials, and other pursuit activities to support strategy, messaging, and differentiation.
  • Lead presentation/workshop preparation and rehearsal process, driving differentiated messaging and approaches. Provide strong presentation coaching, both to individuals and the broader team, to elevate presentation performance.
  • Participate in all leadership and internal quality reviews, including commercial/pricing reviews.
  • Rapidly establish a relationship of trust with the Lead Engagement Partner and resolve challenges during the pursuit process. Solve issues that may be escalated a collaborative manner.
  • Support the Pursuit Lead in managing and applying the bid process in line with the PCoE’s pursuit methodology and in resolving conflict.
  • Bring best practices from other pursuits and extended pursuit networks
  • Participate in and contribute to select learning and development initiatives to build and enhance Deloitte’s sales excellence capabilities across the firm.
  • Lead and engage in value added special projects to establish or further develop key capabilities to strengthen the Deloitte sales culture.

Qualifications & Experience  

  • 15+ years Business Consulting and Complex Deal Coaching experience, Consulting client service experience highly preferred
  • Experience working, collaborating, and building consensus with executive-level stakeholders
  • Experience leading and coaching presentations, including leading a structured preparation/rehearsal process and providing effective presentation coaching
  • Demonstrated experience delivering creative and differentiated concepts to sales/pursuit materials and presentations
  • Strong understanding of top tier Business Consulting services and offerings (Deloitte Consulting experience a plus)
  • Experience leading large, diverse teams, balancing multiple time-sensitive commitments, and building internal sales capabilities

Personal Attributes and Skills

  • Strong client service skills and mindset
  • Strong oral and written communication skills, including presentation skills.
  • Ability to identify and resolve issues independently and to escalate when appropriate;
  • Ability to work effectively independently and as part of a team in a fast paced environment
  • Ability to “think outside the box” when identifying problems and developing solutions
  • Able to build credibility with senior stakeholders
  • Able to coach and mentor team members with focus on conflict resolution. 

Why Deloitte?
At Deloitte, we create positively differentiated work experiences that enable our people to feel valued and achieve their full potential. Deloitte Australia opens the door to a career that can cross borders virtually and physically across Asia Pacific to gain experience and access projects beyond Australia’s borders. We value difference, and embrace people with diverse backgrounds, experiences, gender identities, abilities and thinking styles. Knowing that people work best in a variety of ways, we are happy to discuss alternative arrangements if the working pattern you are looking for is not specifically indicated. 

We’re committed to continually building a safe and respectful workplace, where all our people feel appreciated and accepted. Through the creation of endorsed employee-led diversity networks which promote cultural, disability, LGBTI+, Aboriginal and Torres Strait Islander people and gender equality, we’re leading the way to shape an environment where everybody can thrive.

We are proud to have been recognised for our efforts in inspiring change and accelerating progress – check out our careers site for recent recognition in this space.

Next Steps
Sound like the sort of role for you? Apply now.
If you have any questions or wish to have a private conversation about this role, contact Renoir Sleiman from the Talent Acquisition t­­­eam­. We’d love to hear from you!

By applying to this job, you will be assessed against the Deloitte Global Talent Standards. We’ve designed these standards to provide our clients with a consistent and exceptional Deloitte employee experience globally.

At Deloitte, we know we’re at our best when we look out for one another; prioritise respect, fairness, development and wellbeing; foster an inclusive culture and embrace diversity in all forms. All qualified applicants will receive consideration for employment regardless of their background, experience, identity, ability or thinking style, and if you need assistance or an accommodation during the application process for accessibility reasons this is available upon request. 

The preferred candidate will be subject to background screening by Deloitte or by their external third-party provider.

Apply now »

Pay comparison
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Estimated range
$170k - $191k
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Actual pay is not disclosed by the employer

Job details
Date posted
27 May 2022
Category
Executive Management & Consulting
Occupation
Coaches & Instructors
Estimated
$170k ~ $191k
Job mode
Standard/Business Hours
Sector
Private business

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