PwC - Manager - Business Development/Account Management

Introduction:

Facilitating incremental growth is the key objective of the Markets and Industries team. The various account programs are the Firm’s premier initiative envisaged at meeting the above goal. The program provides an integrated approach for addressing client needs and driving client interactions. It will ensure that our people are working in a consistent and coordinated way and will help our firm. Implementation of the account program will help us to place the client’s needs at the core of our marketing program.

About the role:

Your primary focus will be in winning work for firm on preselected client segments. We are seeking to fill a role for an experienced individual to be based out of Mumbai to drive the business development activities and support account management initiatives at some of the Firm’s marquee clients. Indicative roles and responsibilities are enclosed under:

- The person will report to the Global Relationship Partner (GRP) for the respective priority accounts or the Industry Leader and to the Markets Director from an overall program perspective.

- Serves as the central point of contact and communication resource for all internal solution teams and overall “go to” resource on the client / account for the Firm.

- Drive the business development process on clients / accounts - right from opportunity identification to commercial discussions. Develop opportunity pipeline and support the solution team in opportunity qualification.

- Assist internal teams to widen their relationship base and in early stage opportunity development.

- In consultation with the GRP/Industry Leader develop and implement client/account centric annual plans, providing a hands-on approach to ensuring that account management principles and best practices are implemented.

- Interface with LoS and industry teams to ensure adequate representation in account teams and drive the go-to-market strategy for the respective clients /accounts.

- Assist in the development of appropriate approach to build relationships and positioning the firm favourable with key stakeholders at the client/account.

- Interface with the Markets & Industries team to refer opportunities, share best practices, facilitate training and assist in program management.

- Collate and share insights into competitive positioning, demand trends, client feedback and market opportunities. Also develop internal and external communication material on the respective accounts such as – newsletters, value reports, account MIS etc.

- Drive participation in the client feedback process and account team to contribution to the annual planning process.

- Role breakup: Business Development (70%); Account Management/ Program Management (30%)

Skills required:

- Business development: Should have a flair for business development in the space of services and solution selling. Should be able to quickly get a good understanding of consulting solutions and comfortable in making an elevator pitch to external stakeholders.

- Relationship management: Particularly strong people skills, people management, working with various internal and external stakeholders. Ability to quickly understand and translate account requirements to ensure successful delivery. Sensitive to cultural and organisational differences with the ability to build and manage relationships at a senior level which would include Partners, Promoters, C-Suite level etc.

- Project management: Extremely well organised, efficient and proactive with the ability to deliver in a timely manner. Taking ownership, and working both autonomously and as part of a team. Excellent influencing and communication skills and a proactive “can-do” approach. Should be strong on follow ups and have problem solving ability.

- Flexibility: Given the nature of the job maintaining personal flexibility to meet deadlines is key. Willingness to travel as required and manage many multiple tasks and client requirements simultaneously is required.