Sales Executive Industrial Products & Construction

Deloitte & Touche L.L.P. New York , NY 10007

Posted 3 months ago

Sales Executive Industrial Products & Construction

Are you a top-performing client relationship and solution sales executive looking for your next career move? If you have an entrepreneurial spirit, relevant professional services experience and demonstrate selling attributes, strategies, and techniques you may be interested in an opportunity with our Consulting Sales team.

The Team

The Sales Center of Excellence (COE) supports Deloitte's businesses in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, these sales executives focus their highly skilled efforts in securing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process.

Work you'll do:

The Industrial Products & Construction (IP&C) Sales Executive (SE) is responsible for selling IP&C Consulting services to new prospective clients and, in select situations, existing clients. As a Sales Executive you will:

  • Lead business development efforts outside of core accounts for the IP&C consulting sub-sector

  • Work with IP&C sub-sector leader and Platform Leaders to identify potential clients for targeting

  • Develop understanding of Deloitte Consulting's service lines, market offerings, and integrated offerings to be conversant in our capabilities

  • Understand market segmentation of target clients and potential fit with Consulting's platforms, service lines and market offerings

  • Develop understanding of target client's buying patterns based on industry knowledge, relationships, prior experience, etc.

  • Identify target contacts and relationships within potential clients and conduct initial conversation(s) to explore opportunities

  • Screen opportunities and engage appropriate PPDs/SMs for follow up conversations as needed

Sales Support

  • Develop overview materials to support initial meetings/conversations

  • Lead/quarterback preparations for more serious sales meetings and orals for qualified opportunities

  • Provide support to core accounts without CREs as needed for critical opportunities

  • Identify opportunities (sole source/up for bid) and bring it to the business (functional) partners, evaluate opportunity alignment with client strategy

  • Identify and align appropriate firm resources to pursue, win, and manage opportunities

  • Contribute to pursuit processes by leveraging relationships for insights and influence, including determining "win" themes, aligning messaging with client needs, supporting proposal/orals materials preparation, and participating in the orals session as appropriate

Industry Expansion and Relationship Building

  • Identify ways Consulting can expand/enhance visibility across the industry at key events

  • Work with IP&C sub-sector leader to develop Consulting's strategy for leveraging industry conferences and events (e.g., which events, which clients, which topics)

  • Identify key relationships across the industry which would benefit consulting and develop plan to cultivate those relationships

  • Utilize Deloitte eminence - including thoughtware, events, trainings, conferences, and memberships to build and enhance relationships

  • Utilize available offerings to develop and participate in activities and events focused on shared values and mission, e.g., a joint WIN event or Impact Day, Client Experience labs etc.

  • Lead detailed planning for key industry events to determine consulting participation, client targets, etc.

  • Participate in key industry events to build relationships and develop business opportunities

Sub-Sector Support

  • Support IP&C sub-sector leader in developing account and practice plans during annual planning process

  • Lead development of "close the gap" plan and own execution with IP&C sub-sector lead

  • Participate in IP&C leaders bi-weekly calls and in person meetings, assist with planning and preparation as needed

Required Qualifications:

  • 10+ years' experience managing complex clients characterized by long sales cycles and significant dollar transactions

  • Strong sales management knowledge and/or experience

  • Proven consistent track record of delivering multimillion dollar revenue per annum

  • Existing and/or evolving in-depth understanding of the functions they represent, the marketplace for IP&C services, clients' businesses and competitors

  • Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources across a variety of industries

  • Experience in relationship building that increases account penetration and leads to increased revenue opportunities with existing clients

  • Ability to develop and utilize pre-existing network of clients or contacts in the marketplace

  • Lead or support practice sales management activities

  • Experience managing internal sales activities to ensure consistent approach to marketplace across geographies and industry groups

  • Experienced with a complex pursuit process, proposal development and oral presentations that win new business

  • Adept at making presentations

  • Ability to work in a multi-layered matrix organization serving many leaders

  • Undergraduate degree

Preferred:

  • Advanced degree(s) preferred

  • Success in working closely with service line leaders, partners, practitioners and other SEs to develop strategies and tactics that drive targeting programs and win business

How you'll grow

At Deloitte, our professional development plan focuses on helping people at every level of their career to identify and use their strengths to do their best work every day. From entry-level employees to senior leaders, we believe there's always room to learn. We offer opportunities to help sharpen skills in addition to hands-on experience in the global, fast-changing business world. From on-the-job learning experiences to formal development programs at Deloitte University, our professionals have a variety of opportunities to continue to grow throughout their career. Explore Deloitte University, The Leadership Center.

Benefits

At Deloitte, we know that great people make a great organization. We value our people and offer employees a broad range of benefits. Learn more about what working at Deloitte can mean for you.

Deloitte's culture

Our positive and supportive culture encourages our people to do their best work every day. We celebrate individuals by recognizing their uniqueness and offering them the flexibility to make daily choices that can help them to be healthy, centered, confident, and aware. We offer well-being programs and are continuously looking for new ways to maintain a culture where our people excel and lead healthy, happy lives. Learn more about Life at Deloitte.

Corporate citizenship

Deloitte is led by a purpose: to make an impact that matters. This purpose defines who we are and extends to relationships with our clients, our people and our communities. We believe that business has the power to inspire and transform. We focus on education, giving, skill-based volunteerism, and leadership to help drive positive social impact in our communities. Learn more about Deloitte's impact on the world.

Recruiter tips

We want job seekers exploring opportunities at Deloitte to feel prepared and confident. To help you with your interview, we suggest that you do your research: know some background about the organization and the business area you're applying to. Check out recruiting tips from Deloitte professionals.

e&aopps

As used in this posting, "Deloitte" means Deloitte Services LP, a subsidiary of Deloitte LLP. Please see www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.

Deloitte will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws. See notices of various ban-the-box laws where available. https://www2.deloitte.com/us/en/pages/careers/articles/ban-the-box-notices.html

Requisition code: E20NATSSMGRJK006-CL6


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Sales Executive Industrial Products & Construction

Deloitte & Touche L.L.P.