About the role
The role of a sales coach is to increase the firm’s sales effectiveness by coaching pursuit teams through the full pursuit lifecycle. Sales coaches are responsible for:
Being the “voice” of the client to ensure we engage in a way that is most impactful to our customers Running structured pursuit strategy workshops to qualify pursuits against using the firm’s pursuit process and tools such as “Get to Green” Ensuring pursuit teams are aware of their responsibilities throughout the seven-stage pursuit lifecycle Ensuring teams are prepared for and attend a Pursuit Qualification session Ensuring the pursuit strategy is continually tested and challenged throughout the pursuit by the required stakeholders Adding structure and rigor to the pursuit process Providing independent challenge to ensure teams address clients’ explicit needs and develop a compelling differentiated solution Facilitating the development and testing of winning competitive pursuit strategies and win themes Coaching pursuit teams for effective client interactions including presentations, workshops and meeting preparation Connecting teams to assets and resources across the firm to bring the best of the business to our clients Engage early the breadth of Deloitte into the pursuit strategy Take leadership role in the development and execution of the pursuit strategy on the allocated pursuits Challenge and test teams on the development and execution of pursuit strategy – continue to do this throughout the pursuit Take the lead on specific sale transformation activities when required Be a Public Sector thought leader within Deloitte Providing independent challenge to ensure teams address clients’ explicit needs and develop a compelling differentiated solutions including;
Facilitating development and testing of winning competitive pursuit strategies Coaching pursuit teams for effective client interactions Providing structure and rigor to the pursuit process to maximise client impact Key stakeholders in the role will include the National Director of Sales, Sales & Pursuits Executive Sponsors, Sector Leaders and teams with the Marketing and Business Development areas.
About the team
The National Sales & Pursuits team exists to increase people’s ability to win targeted opportunities with our most important clients. For the Clients and Industries Executive, Lead Client Service Partners (LCSPs) and opportunity lead partners, we coach pursuit teams to increase sales effectiveness and increase win rate.
Enough about us, let’s talk about you.
To be successful in this role you have:
Ability to develop positive and consultative stakeholder relationships Be an advocate for our continued sales transformation efforts Ability to challenge senior stakeholders Direct sales and sales management experience Drive and enthusiasm for winning Stakeholder management in large complex deals Practical project management skills Intellectual curiosity, consistently strong written and verbal communication skills, an ability to interact professionally with senior stakeholders, desire to build a career in sales and pursuits Passion for internal client service Ability to challenge senior stakeholders Direct sales and sales management experience Sold large complex deals Deep public sector experience either through senior level roles within the sector or equivalent roles in large professional services organisations
