Senior Manager

About this role

Line of Service
Internal Firm Services

Industry/Sector
Not Applicable

Specialism
Operations

Management Level
Senior Manager

Job Description & Summary
A career in Sales and Marketing will provide you with the opportunity to focus on positioning a distinctive PwC brand in the marketplace and drive long term revenue growth for the Firm. You’ll focus on designing, developing, and implementing communication programmes and media events to promote and sell the PwC’s brand and services as well as contribute to and evaluating our pricing strategies in the marketplace.

As part of our Policy, Strategy and Leadership team, you’ll provide strategic oversight, manage operations, and develop policies for all aspects of our Sales and Marketing practice.


Job Description & Summary: 
A career in Sales and Marketing, within Internal Firm Services, will provide you with the
opportunity to focus on positioning a distinctive PwC brand in the marketplace and
drive long term revenue growth for the Firm. You’ll focus on designing, developing, and
implementing Go-To-Market plans, communication programmes and media events to
promote and sell the PwC’s brand and services as well as contribute to and evaluate our
pricing strategies in the marketplace.  
Our team is a client focused group that is responsible for positioning the PwC brand and
driving long term revenue growth. You’ll work with sales and marketing teams along
with the various PwC competencies to drive consistency in executing our client
relationship, and business development strategy, as well as driving our sales and
account management framework to help deliver value on key business initiatives.  

Who we’re looking for:  
Do you have a proven track record in business development and client relationship
management in a highly competitive, Business to Business environment? Your track
record will have the client at the heart of everything you do, and you will ensure all
activity is focused on having a commercial impact in the market.  
We're looking for an experienced Manager, to focus on key account management as part
of the Account Management team within our Sales and Marketing function. Our
Account Management team focuses on the firm’s top priority accounts across different
segments and supports lead relationship partners and account teams to drive profitable
revenue growth and deliver exceptional client value.  
The focus of this role will be supporting some of our priority clients within the sector,
working closely with various competencies and colleagues within the broader sector
team, as well as with colleagues within other Industries.  
Experience working with sector clients or in a client facing or sales/ business
development role focused on the <<sector name>> is highly desirable.  

Responsibilities  
 Facilitating and supporting client touch points and generating new revenue
streams.  
 Build and own C-suite/key influencers’ relationships. Work with the various
competencies and lead relationship partners to identify and drive growth
in new and existing relationships between PwC and the client to deliver
opportunities and profitable revenue growth.  
 Be the conduit of the account management team and different teams in the firm,
driving broader and deeper relationships across the account, and supporting
the conversion of strategic opportunities, delivering One Firm to the client.
Ensuring all account fundamentals are in place, to drive sustainable growth for
the business.  
 Support the lead relationship partner or director in building high performing
teams of partners and staff around their clients, sharing the knowledge and

understanding of the client both in the account management team but also
across the wider firm as required.  
 Have a deep understanding of client’s priorities and strategies.  
 Co-create and implement effective account strategies including relationship
mapping, management of opportunity pipeline and generation of investment
plans.  
 Bringing discipline, structure, and support to account management teams
through management information, market insight, knowledge sharing and
meeting preparation.  
 Working right across the pursuit process to inform, support, challenge and
inspire their account teams to spot, develop and convert a pipeline of
opportunities.  
 Supporting the Firm’s one firm sales and marketing strategy, drawing on Sales
and Marketing colleagues to deliver aspects where required.  
 Identify opportunities in new areas, helping to drive the proposal process as
appropriate.  
 Ensure account infrastructure is in place and functioning appropriately
– eg account team meetings; opportunity tracking and revenue reporting;
client events/regular touch points; follow up on opportunities  
 Manages ongoing client feedback process. This includes the conducting and
sharing the outputs of client feedback and its actionables.  
 Designs/manages delivery of the client planning workshops  
 Follow up on opportunities with clients to ensure proposals are submitted on
time; appropriate expertise is being deployed and deadlines are being met  
 Acts as a central point of contact for the account team, helping the team across
the region engage with the client in strategically defined areas; supports
effective communication across the account team – e.g. through developing
account communications, newsletters, value reports etc.  
Metrics 
 Target xx% y-o-y revenue growth from the client,  
 Leads originated by self to contribute towards: 
 New proposal submissions with value of Rs. Xxx  
 Client wins with a value of Rs xxx  
 Success (conversion) rate of opportunities 
 No. of x-LOS / x-competency propositions taken to client 
 YoY increase in no. of competencies working with the client 
 Priority services and new services penetration 
 Improve the relationship heat map -->assist in developing new relations,
conversion from detractor to neutral, and neutral to positive *(as agreed with
the Account Leader) 
 
Skills and experience required  
 At least 9 years’ (to 15 years) relevant work experience 

 Experience working with sector clients or in a client facing or sales/ business
development role focussed on the financial services sector is highly desirable.
Transferable experience across other industries / sectors will also be
considered.  
 Excellent communication skills and gravitas with senior stakeholders, (both
clients and senior staff) as well as demonstrating a thorough understanding of
the strategic business drivers for the sector clients. 
 Understanding of best practice account management with the ability to
implement both strategic and tactical initiatives. 
 A proven track record in sales, business development and client relationship
management in a highly competitive environment. 
 Strong stakeholder management and experience in working with diverse account
teams.  
 A proactive individual who is able to work effectively as part of a team, which may
at times be geographically dispersed.  
 A collaborative individual who is able to learn from, contribute and participate as
a member of the Account Management capability.  
 Commercial acumen both in terms of managing pipeline and
challenging/coaching teams through the sales process. 
 A strong knowledge of a sales methodology and proven experience of driving
opportunities through to revenue.  
 Understanding of effective relationship management/ opportunity management
and pursuit processes  
 Understanding of Indian <> market  
Education 
 Master’s degree, MBA, CA  
Personal characteristics/capabilities 
 Attention to details with high standard in quality of work 
 Good presentation skills 
 Outgoing personality with well-developed social and persuasive skills 
 Flexible, adaptable, resilient and self-motivated 
 Team player 
 Curiosity and hunger to learn – interest in building their understanding of the firm
and its services, and in building their career in the region’s – and the world’s –
largest professional services firm. 
 Advanced skills in PowerPoint, Excel and Word Nice to have 
 Existing network of contacts that can be leveraged 
 Understanding of professional services firms (either through experience of working
in one or by being a client of one) 
 Project management skill


Mandatory Skill Set-Sales, Key account management, Business development
Preferred Skill Set-Business development
Year of experience required-13 years
Qualifications-Master’s degree, MBA, CA

Required Skills

Optional Skills

Desired Languages (If blank, desired languages not specified)

Travel Requirements

Available for Work Visa Sponsorship?

Government Clearance Required?

Job Posting End Date