We are seeking an experienced Deal Pursuit Coach to support and guide the sales teams in pursuing high-value deals. This role will focus on improving win rates by providing strategic insights, coaching on deal tactics, and optimizing the deal pursuit process. The ideal candidate has extensive experience in B2B sales, deal management, and sales strategies, with the ability to inspire and equip sales teams to close complex deals.
The Pursuit Coach acts as a strategic business partner, empowering the pursuit team with deep expertise in sales strategy, competitive differentiation, and buyer psychology. With a sharp focus on influencing decision-making, the coach drives compelling messaging and engagement tactics that maximize win potential and position the team for success.
Key Responsibilities:
- Deal Strategy Development: Collaborate with sales teams to create and refine deal strategies, ensuring alignment with client needs and company goals.
- Pursuit Leadership: Act as a coach and advisor throughout the sales cycle, from lead qualification through closing, providing tactical and strategic guidance.
- Pipeline Management: Help optimize the pursuit of strategic opportunities by ensuring the sales team focuses on high-priority, high-potential deals.
- Win/Loss Analysis: Conduct debriefs on won and lost deals to extract key lessons and ensure continuous improvement in sales approach and strategy.
- Competitive Differentiation: Guide the sales team in highlighting unique value propositions to differentiate the company from competitors.
- Proposal and Presentation Review: Provide critical input on client proposals, RFPs, and presentations to ensure they are compelling, client-focused, and strategically aligned.
- Coaching and Training: Deliver deal-specific coaching sessions and general sales training to improve deal closure capabilities and enhance overall team performance, including coaching senior level professionals
- Collaboration: Partner with marketing, product, and finance teams to ensure that proposals and pitches are aligned with broader company objectives and offerings. Collaborate with the Lead Pursuit Partner and internal functions such as Quality and Risk Management, Deal Review, and Delivery Excellence.
- Risk Mitigation: Identify potential risks in the deal pipeline and work with teams to mitigate them while strengthening overall deal structure.
- Stakeholder Engagement: Facilitate internal collaboration across departments to drive pursuit excellence, ensuring the involvement of the right stakeholders at each stage of the deal.
- Manage multiple pursuits simultaneously, with the ability to quickly assess and understand new opportunities.
- Adapt to fast-changing situations while maintaining focus on key outcomes.
- Facilitate Win Strategy Sessions: Lead collaborative sessions with pursuit teams and functional leadership to create a unique, differentiated sales strategy that is actionable and drives higher win rates for key opportunities.
- Optimize Resource Utilization: Identify and connect the right internal resources to deliver the highest quality solution for each opportunity.
- Provide Commercial Insight: Offer guidance on complex commercial constructs to develop the best commercial proposition for both the client and the firm.
- Drive Presentation Excellence: Lead preparation and rehearsal processes for client presentations, providing hands-on coaching to elevate team performance and ensure compelling, differentiated messaging.
- Support Bid Process Management: Assist the Pursuit Lead in managing the bid process, applying best practices from the PCoE methodology, and resolving conflicts where necessary.
- Leverage Best Practices: Bring insights from other pursuits and networks to continuously enhance pursuit strategies and execution.
- Enhance Sales Excellence: Participate in learning and development initiatives to build sales capabilities across the firm, fostering a culture of excellence in pursuit management.
Qualifications:
- Experience: Minimum of 8-10 years of experience in B2B sales, deal pursuit management, or business development roles. Experience in coaching or mentoring sales teams is highly desirable.
- 10+ Years of Experience: Proven track record in Business Consulting and Complex Deal Coaching, with a strong preference for consulting client service experience.
- Executive-Level Collaboration: Skilled at building consensus and collaborating with senior leadership and executive-level stakeholders.
- Expert Presentation Leadership: Extensive experience leading structured presentation/rehearsal processes and delivering impactful presentation coaching to elevate performance.
- Creative and Differentiated Solutions: Demonstrated ability to deliver innovative and unique concepts for sales materials and pursuit presentations that stand out in competitive environments.
- Deep Industry Knowledge: Strong understanding of top-tier Business Consulting services and offerings, providing strategic insights and value.
- Leadership in Dynamic Environments: Experienced in leading large, diverse teams while managing multiple time-sensitive priorities and building internal sales capabilities.
- Client-Centric Mindset: Strong client service orientation with a focus on delivering exceptional outcomes that meet client needs.
- Exceptional Communication Skills: Excellent oral and written communication, with a strong emphasis on persuasive presentation skills.
- Independent Problem Solver: Ability to proactively identify and resolve issues, escalating when necessary to ensure smooth pursuit processes.
- Adaptability in Fast-Paced Environments: Capable of working both independently and collaboratively in high-pressure, fast-moving environments.
- Innovative Problem-Solver: Ability to "think outside the box" when identifying challenges and crafting effective, creative solutions.
- Senior Stakeholder Credibility: Strong ability to build trust and credibility with senior stakeholders, ensuring alignment and buy-in.
- Conflict Resolution and Mentorship: Skilled in coaching and mentoring team members, with a focus on resolving conflicts and fostering collaboration.
If you are a good match for the role above, please reach out to Ritu Chaudhari for a confidential chat today at [email protected]
UEN: 201304702D
EAs: 14S7084 / R1109143
