Deloitte Sales Executive - Industrial Products & Services in Detroit, Michigan
Deloitte is one of the leading professional services organizations in the United States, specializing in audit, tax, consulting and financial advisory services with clients in more than 20 industries. We provide powerful business solutions to some of the world s most well-known and respected companies, including more than 75 percent of the Fortune 100.At Deloitte, you can have a rewarding career on every level. In addition to challenging and meaningful work, you ll have the chance to give back to your community, make a positive impact on the environment, participate in a range of diversity and inclusion initiatives, and find the support, coaching, and training it takes to advance your career. Our commitment to individual choice lets you customize aspects of your career path, your educational opportunities and your benefits. And our culture of innovation means your ideas on how to improve our business and your clients will be heard.
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 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 neededSales 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 appropriateIndustry 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 opportunitiesSub-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
As used in this document, Deloitte means Deloitte LLP and its subsidiaries. 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.
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Category: Business Development / Sales / Marketing