Job description

Marketing & Sales Market Director (MSMD)

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Job Category:   Business Development/Sales/Marketing
Line of Service:   IFS
State & City:   IN-Indianapolis|MI-Detroit|OH-Cleveland|OH-Columbus|PA-Pittsburgh
Travel Requirements:   21-40%
Position Type:   Director
Req ID:   102290BR
PwC/LOS Overview
PwC is a network of firms committed to delivering quality in assurance, tax and advisory services.

We help resolve complex issues for our clients and identify opportunities. Learn more about us at www.pwc.com/us.

At PwC, we develop leaders at all levels. The distinctive leadership framework we call the PwC Professional (http://pwc.to/pwcpro) provides our people with a road map to grow their skills and build their careers. Our approach to ongoing development shapes employees into leaders, no matter the role or job title.

Are you ready to build a career in a rapidly changing world? Developing as a PwC Professional means that you will be ready
- to create and capture opportunities to advance your career and fulfill your potential. To learn more, visit us at www.pwc.com/careers.

It takes talented people to support the US firm of the largest professional services organization in the world. Not all of us work directly with external clients. Some of our best people choose to apply their talents inside PwC.

As part of Internal Firm Services, you're serving an organization on par with many of our external clients. Our Internal Firm Services team consists of first-rate marketers, human resource professionals, computer technologists, knowledge managers, accountants, financial planners, administrators and leaders. Internal Firm Services staff are the people who make it work for the people who make it work for our clients.

Job Description
PwC's Marketing and Sales function is a client-focused, high-performing team, which is strategically aligned to the Firm's priorities and passionately focused on positioning a distinctive PwC brand in the marketplace and driving long-term revenue growth for the Firm.

Our sales organization is focused on identifying and winning specific new business opportunities to generate profitable revenue growth. The PwC brand is leveraged and further strengthened throughout the mix of sales activities, which include: Identifying and facilitating client relationships with priority accounts; Matching specific client needs to Firm services; Facilitating and contributing to proposal opportunities and client presentations; and, Developing and overseeing the use of best practice-based sales methodologies and tools.

The Marketing and Sales Market Director (MSMD) network reports to the Marketing and Sales Market Leader (MSML) and focuses on the development and execution of the sales and marketing strategy for the respective geography, acting as leverage for the MSML. The MSMD network will drive specific programs, perform as a coach for engagement teams pursuing work at clients/targets using Pursuit (the PwC business development framework), drive market level program execution and coach of local Marketing and Sales team members as appropriate. The MSMD network has two primary objectives:

target and win appropriate and desirable work, and create a culture whereby partners and staff in the firm embed winning practices into their ongoing relationship management and business development approaches.

Position/Program Requirements
Minimum Year(s) of Experience: 10


Minimum Degree Required: High School Diploma or GED


Degree Preferred: Bachelor's degree


Knowledge Preferred:

Demonstrates thought leader-level knowledge with, and/or a proven record of success directing efforts, preferably in a professional services firm, in the following areas:

- Understanding of the sales and marketing profession, including competitor strategies at local and national level and managing others to accomplish key objectives;

- Understanding of a Marketing and Sales function to address a wide array of functional areas in order to help conceptualize, lead and build market-level consensus around innovative initiatives/activities aligned to support strategy and business development objectives;

- Understanding of key business issues clients are facing to help align the market’s go-to-market strategy and point-of-views around those issues;

- Identifying sector-specific and business unit specific client business issues, including understanding of relevant companies’ strategies, buying habits, executives and competitors;

- Understanding the different competitive positioning strategies and knowing how to apply each to influence brand positioning, including the analyzing of current business position, and compiling, forecasting and articulating business financials;

- Understanding the sales process, especially influencing buying decisions through marketing activities and strategic messaging in proposals;

- Successful understanding of a sales methodology while promoting the proper usage and adoption of both CRM tools and services, as well as embracing and showing leadership with other nationally-developed tools and services which improves their market’s productivity and impact; and,

- Creating a culture whereby leaders and staff in the firm embed winning practices into their ongoing relationship management and business development approaches.


Skills Preferred:

Demonstrates thought leader-level knowledge with, and/or a proven record of success, directing efforts in the following areas:

- Leading a Marketing and Sales function and being a strategic business partner while contributing both locally and to the national Marketing and Sales organization, with emphasis on leading strategies and driving project management and execution and influencing others;

- Developing and executing the go-to-market strategy for the local market and working with senior leadership to deliver and distribute the optimal marketing mix to the market;

- Having a focus on client interaction, including working with account teams to develop their account planning; building and maintaining the long-term recurring and nonrecurring revenue stream;

- Managing overall budgets against conflicting demands;

- Building and maintaining relationships with highest levels of leadership, with proven ability communicating, including effectively managing through a matrix organization;

- Leveraging professional network to introduce others to their contacts and drive revenue growth;

- Leading, managing, coaching and developing sales professionals tasked with the day-to-day execution of the strategies, including the work allocation and assignments of the team;

- Utilizing sales cycle methodology, account and relationship development methodology, and driving a business development culture in a specified geography;

- Leveraging technology in marketing & sales efforts and across teams;

- Managing multiple projects simultaneously, leveraging a complex, matrixed organizational structure and establish priorities serving a diverse stakeholder group;

- Executing nationally-developed programs in a local market; and,

- Attracting the attention of and meeting with C-Suite attendees, including a proven track record of appealing to the C-Suite.




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