Pursuit Coach (Senior Manager)

Deloitte Netherlands; Noord-Holland; On-site; EUR 90,000 - 120,000; Full time

Job summary

Deloitte Netherlands seeks a Pursuit Coach to serve as a Business Partner to the pursuit and offering Partners, guiding sales strategy, differentiation, buyer behaviours and decision-making, and impactful messaging for complex pursuits. You will lead the PCOE team, advise client pursuit squads, and drive coaching to elevate presentation performance.

Expect to manage large bids end-to-end, develop win themes, and collaborate with the commercial team to craft compelling financial constructs.

Qualifications

• 10-12 years of experience in Business Advisory / Consulting and complex deal coaching
• Experience collaborating with executive-level stakeholders
• Experience leading and coaching presentations with a structured prep/rehearsal process
• Demonstrated ability to deliver creative and differentiated concepts in sales/pursuit materials and presentations
• Strong understanding of top-tier business services; Deloitte experience is a plus
• Experience leading diverse teams and balancing time-sensitive commitments
• Proven ability to address and resolve conflict effectively
• Articulate communicator with a background in crafting messaging

Responsibilities

• Provide leadership and strategic direction (sales methodology) for the PCOE team and incorporate best practices to maximize impact
• Advise and work with client pursuit teams to shape sales strategy and messaging (strategy, story, win themes)
• Develop and facilitate the Get to Green workshop and provide sales coaching for pursuit teams to get to green
• Provide sales and rehearsal coaching to elevate presentation performance
• Engage the commercial team to construct compelling financials
• Challenge teams to think differently and implement bold sales strategies to win and keep clients front and center
• Maintain alignment with the Deloitte member firm and PCOE network
• Review RFPs comprehensively to ensure client needs drive the response
• Develop, support, and lead other PCOE members on pursuits
• Run large, complex bids end-to-end and build trusted relationships with bid teams
• Provide input on best practices and help bid teams develop win strategies
• Advise and challenge bid teams to differentiate from the competition
• Translate win themes to the Creative team

Skills

Sales strategy

Coaching

Stakeholder management

Pursuit management

Presentation coaching

Win themes

Team leadership

Strategic direction

Client engagement

Bid management

Conflict resolution

Communication

Job description

The Pursuit Coach is a Business Partner to the pursuit and offering Partners leading the opportunity. You bring expertise in sales strategy and differentiation, buyer behaviours and decision-making, and impactful messaging and engagement. Demonstrated success in impacting the outcome of strategic, complex pursuits is critical. At Deloitte.

• Provide leadership and strategic direction (sales methodology) for the PCOE team, encourage continuous improvement and incorporate best practices into delivery of PCOE services to maximize impact
• Advise and work closely with client pursuit teams to shape the approach for the sales strategy and messaging (strategy, story, win themes, competitors, etc.)
• Get to green: Development and facilitation of the Get to Green workshop and provide sales coaching helping the pursuit team get to green.
• Provide sales and rehearsal coaching to elevate presentation performance
• Engage the commercial team to help with compelling financial constructs
• Confidently challenge teams to think and act differently, help them develop and implement unique and bold sales strategies / steps to win and keep the client front and center
• Maintain alignment and coordination with the member firm and PCOE network
• Providing comprehensive review of the RFP and any requirements relating to the RFP and ensuring the client needs are front and centre of our response.
• Develop, support, and lead the other PCOE members on the pursuit

• Minimum 10-12 years of experience in Business Advisory / Consulting and complex deal coaching experience, Advisory / 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 in delivering creative and differentiated concepts in sales/pursuit materials and presentations.
• Strong understanding of top-tier Business services and offerings (Deloitte experience is a plus).
• Experience leading diverse teams, balancing multiple time-sensitive commitments, and building internal sales capabilities.
• Proven ability to address and resolve conflict effectively and efficiently.
• Articulate communicator with a background in crafting

• Run large, complex bids from end to end
• Build trusted relationships with partners and bid team
• Provide input on best practice and work with bid teams to develop win strategies
• Provide advice and challenge bid teams to differentiate from thecompetition
• Win theme strategy development and effective translation of win themes to Creative team