Job Description
Job Summary
People in the Sales Capture career
track work as trusted client advisors, bringing together company's
expertise and thought leadership to shape solutions and to solve our clients'
most critical business needs. Bring together the right company team to drive
profitable sales growth, expand company's footprint, ensure profitable
delivery and influence the client’s strategy.
Job Description
- Shape, sell and close deals that are
single or multi service.
- Lead their own deal as the overall
sales capture lead or lead a component of a larger deal while working for an
overall sales capture lead.
- Qualify, sell and close large deals
that are typically multi-service.
- Lead the sales team and work closely
with the client account lead (CAL), the client team and relevant subject matter
experts.
- Develop and manage the win strategy,
the negotiation strategy, and the close plan.
- Engage the firm’s leadership as
appropriate and to shepherd the deal through the firm’s approval process.
- Grow a profitable sales pipeline
and/or backlog.
- Articulate a compelling and
differentiating value proposition to the client which is also profitable to company.
- Understand company assets, offerings
and methodologies to frame and reframe clients' issues.
- Develop Relationships
- Proactively generate and build client
relationships leading to helping to close existing opportunities and to
identify new opportunities.
- Collaborate with sales colleagues to
ensure efficient and effective use of business development resources.
- Successfully lead and align a complex
network of stakeholders.
- Resolve issues around sales efforts
with the client as well as internally.
- Build and leverage a deep
understanding of both the industry and market in which the client operates, as
well as an intimate
- knowledge of the client’s business to influence the
client’s business strategies.
Requirements - Experience in a core sales role with
preferable industry experience in the resources industry.
- 13+ years’ experience, preferably from
consulting/strategy organizations
- Minimum of Bachelor degree
