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 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
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
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
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
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.
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.
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.
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.
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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
Deloitte & Touche L.L.P.