Sales Executive - Industrial Products & Services

Are you atop-performing client relationship and solution sales executive looking foryour next career move? If you have an entrepreneurial spirit, relevant professionalservices experience and demonstrate selling attributes, strategies, and techniquesyou may be interested in an opportunity with our Consulting Sales team.

The Team

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

Work you'll do:

The IndustrialProducts & Services (IP&S) Sales Executive (SE) is responsible forselling IP&S Consulting services to new prospective clients and, in selectsituations, existing clients. As a Sales Executive you will:

o Lead business development efforts outside of core accounts for theIP&S consulting sub-sector

o Work with IP&S sub-sector leader and Platform Leaders toidentify potential clients for targeting

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

o Understand market segmentation of target clients and potential fitwith Consulting's platforms, service lines and market offerings

o Develop understanding of target client's buying patterns based onindustry knowledge, relationships, prior experience, etc.

o Identify target contacts and relationships within potentialclients and conduct initial conversation(s) to explore opportunities

o Screen opportunities and engage appropriate PPDs/SMs for follow upconversations as needed

  • Sales Support

o Develop overview materials to support initial meetings/conversations

o Lead/quarterback preparations for more serious sales meetings andorals for qualified opportunities

o Provide support to core accounts without CREs as needed forcritical opportunities

o Identify opportunities (sole source/up for bid) and bring it tothe business (functional) partners, evaluateopportunity alignment with client strategy

o Identifyand align appropriate firm resources to pursue, win, and manage opportunities

o Contributeto 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 oralssession as appropriate

  • Industry Expansion and Relationship Building

o Identify ways Consulting can expand/enhance visibility across theindustry at key events

o Work with IP&S sub-sector leader to develop Consulting'sstrategy for leveraging industry conferences and events (e.g., which events,which clients, which topics)

o Identify key relationships across the industry which would benefitconsulting and develop plan to cultivate those relationships

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

o Utilize available offerings to develop and participate inactivities and events focused on shared values and mission, e.g., a joint WINevent or Impact Day, Client Experience labs etc.

o Lead detailed planning for key industry events to determineconsulting participation, client targets, etc.

o Participate in key industry events to build relationships anddevelop business opportunities

  • Sub-Sector Support

o Support IP&S sub-sector leader in developing account andpractice plans during annual planning process

o Lead development of "close the gap" plan and own execution withIP&S sub-sector lead

o Participate in IP&S leaders bi-weekly calls and in personmeetings, assist with planning and preparation as needed

RequiredQualifications:

  • 10+ years' experience managing complex clientscharacterized by long sales cycles and significant dollar transactions
  • Strong sales management knowledge and/or experience
  • Proven consistent track record of delivering multimilliondollar revenue per annum
  • Existing and/or evolving in-depth understanding ofthe functions they represent, the marketplace for IP&S services, clients'businesses and competitors
  • Ability to develop and secure relationships withbuyers, decision makers, influencers and other referral sources across avariety of industries
  • Experience in relationship building that increasesaccount penetration and leads to increased revenue opportunities with existingclients
  • Ability to develop and utilize pre-existing networkof clients or contacts in the marketplace
  • Lead or support practice sales managementactivities
  • Experience managing internal sales activities toensure consistent approach to marketplace across geographies and industrygroups
  • Experienced with a complex pursuit process, proposaldevelopment and oral presentations that win new business
  • Adept at making presentations
  • Ability to work in a multi-layered matrixorganization serving many leaders
  • Undergraduate degree

Preferred:

  • Advanced degree(s) preferred
  • Success in working closely with service lineleaders, partners, practitioners and other SEs to develop strategies andtactics that drive targeting programs and win business

Requisition code: E18CENSSMGRBW028-CL6


See Inside the Office of Deloitte

One of the largest professional services organizations in the U.S., Deloitte delivers innovative solutions to the complex business problems facing companies around the world. Deloitte offers rewarding careers in four businesses—audit, tax, consulting, and financial advisory. Widely recognized for its inclusion initiatives, Deloitte is committed to building a workplace environment that allows people from all generations, ethnicities, and cultures to be their authentic selves.


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