Director - Head of Sales, Japanese Business Network

Job Description

BackgroundPwC are recruiting a Head of Sales role for our Japanese Business Network (JBN) which is the UKs second largest International Markets country team and has seen strong revenue growth in recent years. Future growth targets are ambitious, reflectingthe opportunities to build above-market growth.To support these aspirations we are looking to appoint a sales specialist to lead on a range of different and innovative approaches to enhance demand generation and drive additional revenue opportunities acrossthe sales cycle both from existing clients and new ones.Demand generating activities will be achieved through three channels: Increasing penetration of existing JBN priority accounts; Building new relationships within Japanese-owned clients across the UK marketDriving relevant propositions through targeted sales campaigns Role descriptionThe Head of Sales for the Japanese Business Network will work within the Sales & Marketing team to drive business development activity within Japanese businesses and the Japanesebusiness community (based in either our London, Watford or Reading office). They will be expected to establish a network of commercial relationships with C suite buyers, develop a pipeline of new business opportunities and deliver revenue growth.We are lookingfor someone who can identify and create new opportunities and has a track record of building strong relationships with key decision makers. The role will require being comfortable talking to new and existing clients about a wide range of business issues tocultivate new growth opportunities.Given our existing market footprint and considering our international reach, the successful candidate will also use existing internal channels such as the Priority Client Programme to work with account teams in PwC and collaborateon relationship building activities and generating additional revenue streams.The Head of Sales must possess the experience and professionalism to be credible in the market, as well as to challenge and influence senior management internally, and be able todemonstrate a thorough understanding of the strategic business drivers for PwC.Role requirementsThis role will focus on driving new business development activity for Japanese clients and will report to the Japanese Business Network Leader.The successful candidatewill work with key stakeholders internally to identify, develop and convert new business opportunities. Key responsibilities will include: Management of a portfolio of key targets consisting of a blend of existing clients and new (whitespace) opportunitiesDrive client facing activity by identifying opportunities and securing meetings within that portfolio. Develop a pipeline of opportunities & support driving the pursuit process through to conclusion Build your profile in the market and establish yourself asa recognised PwC figurehead, acting as the focal point for business development activity with Japanese businesses. Establish a network of commercial relationships with relevant intermediaries, Alliance Partners and the wider Japanese business community Attendrelevant client and/or intermediary events to network and represent PwC in the market. Ensure effective follow up Develop an understanding of key client issues and the relevant PwC propositions that are successfully generating revenue Building a network withPartners & staff in the UK and Japan firms and bringing together teams from both countries to pursue sales opportunities Support, drive & deliver key national Sales Campaigns when required Collaborate with the sales leaders in other key PwC territories toshare insight and best practice Accurately record all business development activity (meetings and opportunities) in our CRM system to evidence performance against a set of key performance indicators comparable to other sales roles in the wider Sales CapabilityPreferredknowledge/skills needed for the role Fluent Japanese and English language ability A proven track record in a client facing business development role A deep understanding of working with Japanese corporates Knowledge of professional services selling and theability to build and sustain long term relations with clients to drive revenue Demonstrated selling effectiveness evidenced by the ability to: Consistently and systematically initiate sales calls and contacts; pursue prospects to secure meetings; win referralsand explore sales opportunities; Solicit information from clients to effectively qualify and scope opportunities; play an active role in discussing and developing solutions with internal client teams and clients; Understand client business issues and matchthem to service capabilities/revenue opportunities; Utilize sales cycle methodology, account and relationship development methodology. Demonstrated effective relationship building, including the ability to: Establish and develop long-term client relationships;Effectively represent client needs to ensure appropriate solutions are brought to the client; Strong relationship management skills. Demonstrated personal effectiveness, including a proven ability to: Project executive presence and professionalism sufficientto interact with C-level executives and senior partners; Accomplish and exceed goals within challenging, complex organizations; Experience of operating in a complex organisation with service focused propositions Remain tenacious and undeterred by criticismand setbacks; and, A team player. Able to actively contribute & participate as a member of the Sales capability and wider Sales and Marketing function; The ability to build networks with Partners & staff at all levels across the firm and influence effectively.About the teamThis role sits within the Sales capability, part of Sales & Marketing, PwCs centralised support function, and covers all aspects of professional services marketing, sales support and business development. We work together with the Clients andMarkets Executive to build and sustain competitive advantage. We execute our go-to-market strategy using our expertise, talent and assets to drive commercial outcomes, for us and our clients. The Sales capability operates with a culture focused on client-centricityand our clients issues, ensuring we are operating with a commercial mindset and a consistent level of quality and excellence in all we do.Not the role for youDid you know PwC offer flexible contract arrangements as well as contingent work (ie temporary orday rate contracting)The skills we look for in future employeesAll our people need to demonstrate the skills and behaviours that support us in delivering our business strategy. This is important to the work we do for our business, and our clients. These skillsand behaviours make up our global leadership framework, The PwC Professional and are made up of five core attributes; whole leadership, technical capabilities, business acumen, global acumen and relationships.Learn more here: uk/