Key Account Senior

at  PwC

JOB DESCRIPTION & SUMMARY

At PwC, our people in brand management, marketing and sales focus on collaboration to develop and execute strategic sales and marketing initiatives. These individuals focus on driving revenue growth, promoting the Firm’s services, enhancing brand visibility, and capturing new business opportunities. They utilise market research, digital marketing, creative campaigns, and effective sales strategies to engage clients, enhance the firm’s brand and market presence, and achieve organisational targets.
As a sales generalist at PwC, you will be responsible for engaging in various sales activities to drive revenue and achieve sales targets. Working in this area, you will build and leverage a broad understanding of the Firm’s products or services and utilise skills in identifying customer needs and providing appropriate solutions. To be successful in this role, you will be adaptable and work across different industries and markets to maximise sales opportunities.
Focused on relationships, you are building meaningful client connections, and learning how to manage and inspire others. Navigating increasingly complex situations, you are growing your personal brand, deepening technical expertise and awareness of your strengths. You are expected to anticipate the needs of your teams and clients, and to deliver quality. Embracing increased ambiguity, you are comfortable when the path forward isn’t clear, you ask questions, and you use these moments as opportunities to grow.

Examples of the skills, knowledge, and experiences you need to lead and deliver value at this level include but are not limited to:

• Respond effectively to the diverse perspectives, needs, and feelings of others.
• Use a broad range of tools, methodologies and techniques to generate new ideas and solve problems.
• Use critical thinking to break down complex concepts.
• Understand the broader objectives of your project or role and how your work fits into the overall strategy.
• Develop a deeper understanding of the business context and how it is changing.
• Use reflection to develop self awareness, enhance strengths and address development areas.
• Interpret data to inform insights and recommendations.
• Uphold and reinforce professional and technical standards (e.g. refer to specific PwC tax and audit guidance), the Firm’s code of conduct, and independence requirements.

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 driving long term revenue growth.
We are currently looking for a Key Accounts Coordinator to join our Sales Enablement team in Argentina . In this role you’ll get the chance to work in close collaboration with our go-to-market teams, to build out and execute our business development strategy in our key account program.
The Key Accounts Coordinator will use account management skills and act as an internal sales coordinator, to ensure all s ales and r elationship m anagement activities are organized and completed in a timely and efficient manner . The role is an internal facing role supporting the firm’s market strategy and work closely with the Lead Client Partner and respective account teams in the Mining and Utilities sectors.
Purpose-led work you’ll be part of

As a Key Accounts Coordinator , you’ll work as part of a team of problem solvers, helping to solve complex business issues from strategy to execution. Responsibilities include (but are not limited to) providing expertise across six key capabilities:

• Developing account strategy
• Embedding account disciplines
• Developing and maintaining relationships
• Business development best practices
• Responding to proposals (RFPs/RFIs/RFQs / VoR )
• Leveraging marketing campaigns
• Assist the Lead Partners on your assigned accounts to d rive internal account management strategic activities for assigned clients
• Planning account planning calls and strategy sessions and managing account plans
• Organize and manage ongoing business development account meetings, including management of the client opportunity pipeline and other reporting as needed
• Help build existing and new client relationships
• Drive relationship-building activities for assigned accounts, including managing relationship maps/plans and identifying opportunities to utilize marketing activities to drive sales relationships
• Prepare account teams for business development-focused client interactions and presentations, including creating meeting materials
• Support the execution of the firm’s client satisfaction processes and surveys on your assigned accounts
• Continuously develop and maintain internal firm relationships to expand your network and your understanding of the firm’s capabilities
• Maintain an awareness of the firm’s Marketing plans, and support the targeting of marketing activities that are relevant to your accounts
• Work closely with the Marketing team to share client intelligence and feedback on marketing campaigns
• Support current and new business opportunities
• Manage the CRM sales pipeline including current state and forecasting
• Analyzing account financials to better understand pipeline and revenue forecasting and monitor progress against account goals .
• Actively follow up on business development activities, leads, and opportunities with the client team, ensuring accurate and up to date information in Salesforce
• Help manage the pursuit process through various ways
• Assist in the management of proposal (RFP) responses for assigned clients, through the use of effective kick-off meetings, facilitating bid/no-bid decisions, and ensuring the completion of win/loss debriefs.
• Project manage the proposal
• Proof reading and writing sections of the proposal
• Understand and drive the adoption of proposal tools and content repositories
• Work with the proposal support team on large and strategic opportunities to ensure the best response
• Be a champion of the firm’s standard business development methodology (Pursuit) and the use of sales best practices within your assigned clients
• Be an advocate and trainer for Salesforce, promoting its effective use, and support practice staff with advice and assistance on best practices

Additional responsibilities may be assigned depending on the needs of the sectors to which the Key Accounts Coordinator is assigned.

Experience and skills you’ll use to solve

• A successful track record in providing effective B2 B sales support to key accounts, understanding and driving client value propositions. Previous experience with B2B a ccount p lanning and strategy is an asset.
• Communicating with impact verbally and in writing, including ability to translate complex business topics into succinct documents and presentations
• Previous experience with key account management best practices and methodologies.
• Previous experience in developing and managing proposals in a competitive process, leveraging best practices and effective value propositions to drive an increased win rate.
• A proven ability to confidently build and maintain strong relationships at different levels within an organization.
• Excelling in a strong teaming environment, including ability to flex styles to adapt to different stakeholders . Previous experience in cross-border support environment is an asset
• Effective project management and organizational skills with a high level of attention to detail.
• Thriving in a fast-paced organization, including working with an enhanced sense of urgency and exhibiting agility in an ambiguous environment .
• Utilizing research and analytical skills to pull out relevant data/information and providing analysis/recommendations for stakeholders .
• Experience in professional services firm/ consulting firm is an asset.
• Experience in u sing technical and automation tools actively and effectively, such as Google suite and Microsoft suite, Salesforce or other CRM systems, and account intelligence tools.
• University or college degree with a desire to pursue a career in sales, account management, or pursuit management is preferred .

Require skills:

• Project Management experience/skills.
• Account Management experience.
• Cross border working experience.
• CRM knowledge.
• Good communication skills, strategic and critical thinking.
• Advanced english.

OPTIONAL SKILLS

Accepting Feedback, Accepting Feedback, Active Listening, Analytical Thinking, Bonus Program Design, Business Development, Business Opportunities, Communication, Compensation Strategy, Creativity, CRM Software, Customer Insight, Customer Liaison, Customer Needs Analysis, Customer Retention, Deal Management, Embracing Change, Emotional Regulation, Empathy, Inclusion, Intellectual Curiosity, Lead Follow-Up, Lead Management, Learning Agility, National Sales Training {+ 20 more}
Desired Languages (If blank, desired languages not specified)
English

TRAVEL REQUIREMENTS

Not Specified

• Developing account strategy
• Embedding account disciplines
• Developing and maintaining relationships
• Business development best practices
• Responding to proposals (RFPs/RFIs/RFQs / VoR )
• Leveraging marketing campaigns
• Assist the Lead Partners on your assigned accounts to d rive internal account management strategic activities for assigned clients
• Planning account planning calls and strategy sessions and managing account plans
• Organize and manage ongoing business development account meetings, including management of the client opportunity pipeline and other reporting as needed
• Help build existing and new client relationships
• Drive relationship-building activities for assigned accounts, including managing relationship maps/plans and identifying opportunities to utilize marketing activities to drive sales relationships
• Prepare account teams for business development-focused client interactions and presentations, including creating meeting materials
• Support the execution of the firm’s client satisfaction processes and surveys on your assigned accounts
• Continuously develop and maintain internal firm relationships to expand your network and your understanding of the firm’s capabilities
• Maintain an awareness of the firm’s Marketing plans, and support the targeting of marketing activities that are relevant to your accounts
• Work closely with the Marketing team to share client intelligence and feedback on marketing campaigns
• Support current and new business opportunities
• Manage the CRM sales pipeline including current state and forecasting
• Analyzing account financials to better understand pipeline and revenue forecasting and monitor progress against account goals .
• Actively follow up on business development activities, leads, and opportunities with the client team, ensuring accurate and up to date information in Salesforce
• Help manage the pursuit process through various ways
• Assist in the management of proposal (RFP) responses for assigned clients, through the use of effective kick-off meetings, facilitating bid/no-bid decisions, and ensuring the completion of win/loss debriefs.
• Project manage the proposal
• Proof reading and writing sections of the proposal
• Understand and drive the adoption of proposal tools and content repositories
• Work with the proposal support team on large and strategic opportunities to ensure the best response
• Be a champion of the firm’s standard business development methodology (Pursuit) and the use of sales best practices within your assigned clients
• Be an advocate and trainer for Salesforce, promoting its effective use, and support practice staff with advice and assistance on best practice