T&T Director – Pursuit/Bid Coach
Deloitte
full-time
Posted on:
Location Type: Office
Location: Kuala Lumpur • Malaysia
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Job Level
About the role
- 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.
Requirements
- 10 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
- Experience leading large, diverse teams, balancing multiple time-sensitive commitments, and building internal sales capabilities
- 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.
Benefits
- Health insurance
- 401(k) retirement plan
- Paid time off
- Professional development opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
Business ConsultingComplex Deal CoachingSales Strategy DevelopmentPresentation PreparationCreative Concept DevelopmentPursuit MethodologyConflict ResolutionCoachingTeam LeadershipClient Service
Soft Skills
CollaborationConsensus BuildingCommunicationProblem SolvingTrust BuildingPresentation SkillsIndependent WorkTeamworkInnovative ThinkingMentoring