Deloitte Sales Executive – Industrial Products & Construction in San Jose, California
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
Category: Business Development / Sales / Marketing
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.