Pursuit Leader for Assurance

EY; Saint John; On-site; CAD 80,000 - 110,000; Full time

Job summary

A global professional services firm is seeking a Pursuit Leader in Saint John to oversee Assurance sales pursuits. The role requires managing the business development team and crafting winning strategies. Ideal candidates have over a decade of experience in business development and a strong background in sales coaching. Competitive benefits include mental health support and well-being allowances.

Benefits

$5,000 per year for mental health support benefits

Wellbeing benefit of $1,200/year

Qualifications

• 10 to 15 years of business development management experience.
• Strong facilitation, training and presentation skills.
• Excellent communication skills – verbal, written and visual.

Responsibilities

• Managing the BD support team to ensure sales support deadlines are met.
• Leading the development of the pursuit strategy.
• Coaching team members on client needs and EY's value proposition.

Skills

People-management

Sales strategies

Coaching

Stakeholder management

Job description

At EY, we’re all in to shape your future with confidence.

We’ll help you succeed in a globally connected powerhouse of diverse teams and take your career wherever you want it to go.

Join EY and help to build a better working world.

The opportunity

If you are a commercial, competitive and creative sales coach with a passion for winning and leading high performing teams – this could be the role for you. EY is looking for a Pursuit Leader to lead Assurance pursuits of the most strategically important and highest value sales opportunities.

The Pursuit Leader is responsible for the Business Development aspects of the firms’ most important Assurance pursuits, taking the leadership role in developing the winning pitch strategy, coaching the client team and managing the BD support team. The Pursuit Leader is an innovative member of the Assurance Leadership Team (ALT)

Your Key Responsibilities

Managing the BD support team and taking responsibility for all aspects of sales support provided during a pursuit, including the client team members involved, Pursuit Resource Center, Pursuit Strategist/Writers and Creative Designer to ensure all deadlines are met and the BD contribution is properly understood and measured.

Leading the development of the pursuit strategy by ensuring the client team fully understand the client needs and can clearly articulate the benefits of the EY’s technology, solution and value proposition. Conducting one-to-one and team coaching sessions to ensure the team fully understand these client needs, the EY solution and can clearly articulate their role, experience and credentials in a convincing, winning manner. Taking an active role in managing and challenging the client team dynamics to ensure the ‘A’ team is properly presented to the client including personal style, subject matter expertise and credentials.

Devising the relationship development action plan to ensure appropriate contact is made with all decision makers and influencers using the whole EY network including providing sessions to client’s on RFP guidance and best practices.

Contributing to the engagement economics discussion to ensure the appropriate pricing options are challenged and positively articulated providing a return for the firm and value for the client.

Adding subject matter expertise, by being a leading exponent and user of the firms’ ‘Sales Excellence’ knowledge, skills and tools. Delivering or participating in training to up-skill the client and/or BD teams in pursuit best practice using the EY ‘Sales Excellence’ tools and methodologies.

Supporting client interviews to ensure the team fully understands the needs and decision-making criteria of the client, the EY solution and why we won or lost a pursuit through participation in Win/Loss reviews.

Contribute and drive innovation around pursuit strategy as the market and service evolves and share best practices across the practice.

Skills And Attributes For Success

• Deep understanding and experience of pursuits and winning sales strategies.
• People-management/leadership/project management of large teams in complex, cross border, high value sales.
• Coaching upwards of more senior people and history of achieving results through others.
• Major account management experience including responsibility for client relationships, service levels, solution development and revenue targets.
  
  

To qualify for the role you must have

• People management experience
• Client service and sales experience
• Strong facilitation, training and presentation skills
• Excellent communication skills – verbal, written and visual. Communicate with impact and lead through influence
• Exceptional stakeholder management skills
• 10 to 15 years of business development management experience .
• Proven ability to effectively manage number of accounts and a business development pipeline
• Achievement oriented and growth mindset
• A proven track record of success in a solution-oriented, professional services environment
  
  

Ideally, you’ll also have

• A passion for getting the best out of people
• An innovation mind-set
• Team player mentality
• Determination to win in the market
  
  

What We Look For

Commercial, creative and competitive sales coaches who are passionate about winning, and developing and leading high performing teams.

What We Offer

When you thrive, we thrive. The EY benefits package goes above and beyond, focusing on your physical, emotional, financial and social well-being:

• $5,000 per year for mental health support benefits
• Wellbeing benefit of $1,200/year
  
  

Explore how a career at EY is yours to build at https://www.ey.com/en_ca/careers/personalized-career-development

Discover how, when and where you can work at https://www.ey.com/en_ca/careers/flexibility-mobility

Learn about our commitment to DE&I at https://www.ey.com/en_ca/about-us/corporate-responsibility/equity

Are you ready to shape your future with confidence? Apply today.

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