Head of Pursuits & Proposals (Financial Services)

£Excellent Package
25 Feb 2019
25 Mar 2019
Giles Taylor
Job Discipline
Business Development, Sales
Experience Level
Contract Type
Full Time
One of the largest professional services firms in the world is looking for an established, highly motivated and creative Head of Department to lead the Pursuit team in the firm's Consulting Financial Services Activation Hub.

Working closely with the Sales Director and Capability Leader, the role holder will play a leading role as a senior member of the Sales capability in Sales & Marketing, leading by example on best practice pursuit and proposals. You will head a world class pursuit team of seven in the Consulting Financial Services Cluster, operating as a leading and integrated component of the Activation Hubs, to ensure that best practice targeting, sales campaigns, qualification, bid management and pursuit coaching is delivered across all industry sectors. The Head of Pursuits & Proposals will be tasked with developing the sales strategy for the Financial Services cluster, working with the leadership team to define the mix of relationship selling and portfolio campaigning of key solutions. You will need to have a clear account strategy for relationship development and account penetration of Consulting services, identifying key solutions to campaign into the market and setting clear targets and keeping an agile view, dependent on market environment and strategic priorities. The successful candidate will be expected to provide strategic analysis, support, challenge and qualification on the Financial Services cluster pipeline and key opportunities, maintaining a successful win rate with a focus on transformational opportunities in the pipeline, leading sales campaigns to deliver client conversations and leads and proactively using Salesforce to execute sales strategy, increasing winning behaviours and focusing bidding activity on the right opportunities, no bidding where appropriate, and ultimately bidding less but winning more strategic opportunities. You will also act as a pursuit coach on individual opportunities or bids when required, to challenge and inspire excellent sales behaviours, and will upskill the practice through training programmes, self-serve bidding materials and sharing insights.

The Head of Pursuits & Proposals will be an accomplished sales coach with a proven track record in business development, sales and client relationship management, to include experience of managing pursuit and bids teams within a professional services environment. The ideal candidate will also possess an expert understanding of targeting and opportunity management with the ability to implement both strategic and tactical initiatives and strong knowledge of SPIN, Miller Heiman or another relationship or sales methodology and proven experience in driving opportunities through to revenue. Excellent influencing and powerful communication skills are prerequisite.

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