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Who we're looking for
PwC is looking for a client centric, commercial and results driven Head of Relationship Management to join us as a key member of the wider leadership team in Sales and Marketing, leading one of the three skills capabilities within the Sales community
The role will report into the Capability Director for Sales and work closely with the other Heads of Sales across the firm’s market matrix to devise and deliver a strategy for ensuring people within the community possess the appropriate skills to be effective in their roles whilst creating clarity on development and career pathways at each grade. The role will also need to collaborate with the wider sales Capability leadership teams in Business Development and Pursuit and Proposals to ensure that Relationship Management remains effective in the wider sales cycle with clarity on where collaboration within sales enhances the internal stakeholder and external client experience.
The role will sit alongside a peer group of Heads of Sales from across our Lines of Service and Industry, creating a collective focus on driving sales best practice and the execution of the firmwide sales strategy.
The Head of Relationship Management will need to demonstrate strong technical skills in driving demand management and account management best practice, in addition to strong team leadership in order to lead the multi disciplinary team that makes up Relationship Management effectively. This includes setting clear expectations around measures of success and further performance indicators.
Candidates must have strong Sales and Account Management experience, including influencing teams to deliver consistently high commercial outcomes. The successful candidate will be involved in ensuring that the Relationship Management strategy supports the wider firmwide business strategy, the development of connections across the capability and function as well as a community cadence that supports collaboration and results.
To make an impact you will need to be self-starting and inquisitive in order to develop a thorough understanding of the strategic drivers for the firm and how this translates across our lines of service and the markets and Industries in which we operate today, as well as the skills required to be successful in the future.
In this role you will:
Develop a strategy for the Demand Management team which supports the delivery of the wider firmwide strategy and is aligned the the wider Sales capability.
Act as a strategic advisor to the Head of Sales capability on best practice Relationship Management.
Create a clear and coherent plan around training and development for Relationship Management to ensure our people in the capability feel appropriately equipped to build relationships on behalf of the firm, lead and support revenue opportunities and deliver an enhanced experience for our clients - whether new or established.
Line Manage the Agile Account Excellence Lead and support their learning and development, working closely with them to deliver a successful leveraged model.
Develop KPI’s and measures of success for the team that align with the wider objectives of the sales capability.
Create a community of Relationship Management professionals that identify with the strategy for the team and are appropriately connected to, and can leverage the skills that sit in other Sales capabilities and more widely across Sales and Marketing
Create and maintain a strong relationship with the Integrated Services team delivering account excellence support to make sure tasks are managed effectively at the right grade.
Play a leading role as a senior member of the Sales capability in Sales & Marketing. Working closely with the capability leadership team in Sales to embed the Three C’s (Commercialism, Client Centricity and Consistency) and lead technical skills development in the team.
Essential skills and experience
Proven track record in Account Management, sales or client Relationship Management (ideally within a professional services environment).
Expert understanding of client and team management with the ability to implement both strategic and tactical initiatives.
Strong knowledge of SPIN, Miller Heiman or another relationship/sales methodology and proven experience in driving opportunities through the sales cycle
Client focused with strong relationship skills.
Strong people management and development skills with experience of managing and developing teams.
Proactive with a positive can do approach.
Self-starter able to work effectively as part of a virtual team.
Team player; able to actively contribute and participate as a member of the Sales capability and the wider leadership team.
The ability to form networks with partners and staff at all levels and influence effectively.
A sound business understanding as well as being commercially and risk aware.
Excellent influencing and powerful communication skills.
A sound business understanding as well as being risk aware.
Experience of Salesforce or a similar CRM platform is essential
About the team
This role sits within the Sales capability, part of Sales & Marketing, PwC’s centralised support function, and covers all aspects of professional services marketing, sales support and business development. We work together with the Clients & Markets Executive to build and sustain competitive advantage. We execute our go-to-market strategy using our expertise, talent and assets to drive commercial outcomes, for us and our clients.The Sales capability operates with a culture focused on client-centricity and our clients issues, ensuring we are operating with a commercial mindset and a consistent level of quality and excellence in all we do. We work together to ensure these attributes are present in all activities and interactions, every day.
