Audit Winning Business - Senior Manager

Job Description The Global Capture, Defend, and Convert Center (GCDC) is a DTTL Centre of Excellence within Global Audit that enables member firm account teams to Capture audit bids, Defend, current clients, and convert existing audit clients to advisory to foster "clients for life".  The main purpose of a Winning Business Individual in an Audit and Assurance environment is to secure new business opportunities and clients for the firm. This involves actively identifying and pursuing potential clients, understanding their needs, and presenting the firm's Audit and Assurance services in a compelling manner. The role includes building and maintaining client relationships, staying informed about industry trends, and effectively communicating the value proposition of the firm's services to prospective clients. The goal is to contribute to the growth and success of the firm by expanding its client base and revenue in the Audit and Assurance sector. The individual within T50 Winning Business: Winning Business Individuals in an Audit environment play a crucial role in driving business development and securing clients. Their roles and responsibilities include: Client Acquisition: Actively identify and pursue potential clients, understanding their needs and aligning them with the firm's Audit services. Market Research: Stay informed about industry trends, competitor activities, and regulatory changes to identify new business opportunities and market demands. Proposal Development: Collaborate with the firm's teams to create compelling proposals and presentations that showcase the firm's capabilities and expertise in Audit services.  Relationship Building: Cultivate and maintain strong relationships with existing and potential clients, becoming a trusted advisor and ensuring client satisfaction. Networking Attend industry events, conferences, and networking functions to expand the firm's reach, build a professional network, and generate leads.  Strategic Planning Develop and implement strategic plans for business development, aligning them with the firm's overall goals and objectives.  Cross-selling: Identify opportunities to cross-sell additional services within the firm to existing clients, maximizing client value and revenue. Client Retention: Work closely with the client service teams to ensure high-quality delivery of Audit services and address any client concerns promptly. Budget Management: Participate in budgeting and financial forecasting related to business development activities, ensuring cost-effectiveness and a positive return on investment.  Compliance and Ethics: Adhere to ethical standards and compliance requirements in all business development activities, maintaining the integrity and reputation of the firm.  Performance Metrics: Track and report on key performance indicators related to business development, such as client acquisition, revenue generation, and client satisfaction.  Business Development: Development of the Service Line through relationship building brand awareness and marketing. Building of eminence within Deloitte both locally and globally including stakeholder management. Conduct research to identify new and existing markets as well as customer needs. Strategic Impact Set out strategy for Business Area/new service/target accounts and/or proposals in Audit & Assurance Consult and facilitate along all stages of the growth process to help A&A teams to identify new opportunities and positioning of VPs. Work with teams on proposals and presentations to ensure strong and differentiated win themes; Lead discussions; create compelling messages Provide project management, guidance and structure to 626 initiatives, strategic workstreams and proposals Where appropriate help position important messaging for Audit & Assurance Facilitate brainstorm sessions to collaborate and create innovative outputs and solutions within the 626 construct Lead the creation, development and production of effective pursuit materials that position the organisation and teams relevant to the clients' expectations Anticipate needs of pursuit partner and teams to champion opportunities for the development and implementation of new services and methods to meet or exceed client expectations Where possible conduct debriefs and/or Client Relationship Reviews (CRRs) to get client feedback. Supports leadership in achievement of overall Firm's strategic objectives Establishes and maintains external business relationships within area of expertise to collaborate on, share and implement best practice Builds strong professional relationships across Deloitte Service Line leadership levels to understand varying needs of different areas Client Impact: External / Internal Provide guidance and support on client interactions and outputs Oversee the quality of deliverables to clients with A&A on a national and/or Africa basis as appropriate Provide expert professional input on strategic and complex issues related to areas of expertise Provide guidance on positioning of messaging and communication Operational Effectiveness Monitors delivery by teams against client expectations Create up to date and compelling reports for leadership Keeps leadership team updated on status of all projects within area of responsibility Remind teams to take care of complex risk issues within sphere of responsibility ensuring issues are rectified as soon as possible Demonstrates Deloitte value of exceptional service to internal clients through personal example, growing the firm's brand and talent development Maintains high level oversight of all change initiatives, implementation of projects, quality, and timeliness of team delivery Provides teams with expert advice, direction, and recognition Provides own Service Line leadership with status of delivery across the business for reporting purposes Development /Growth of Team Identifies, mentors and develops Service Area team members.  Acts as counsellor to manager level staff within Service Line, ensuring effective coaching and guidance Develops relationships, further guides and supports business in area of expertise Empowers managers through effective delegation Provides consistent recognition and encouragement to teams and leads by example     Qualifications Minimum Qualifications Bachelor's Degree and equivalent experience required; Desired Qualification Post Graduate qualification or advanced degree   Minimum Experience 10 years' relevant experience in pursuits, business-to-business communications and/or strategic marketing communications; Proven record in relationship management, account management, marketing and sales within a professional services organization; Experience of coaching and challenging senior teams with demonstrable track-record of influencing bid outcomes; Strategic, commercial oriented thinker; Strong people management skills; Strong written and oral communication skills;       Set out a pursuit strategy for target accounts, challenge and support the Lead Audit Partner, Lead Client Service Partner and bid team in their pursuit strategy; Once the strategy is set guide pursuit teams in developing and executing the tailor made (account) pursuit strategy; Consult and facilitate along all stages of the pursuit to help to identify win themes, lead discussions, create compelling messages, brainstorm solutions and ideas; Lead the creation, development and production of effective pursuit materials that competitively position our organization and teams relevant to the client's expectations; Anticipate needs of pursuit partner and team, identify and champion opportunities for the development and implementation of new services and methods to meet or exceed client needs; Debrief teams after pursuits and assure proper follow up with client. Ability to unlock new markets and build strong relationships Able to achieve budgeted growth targets within a fast-paced environment Proven ability to make decisions and the right judgement calls in complex projects and situations Ability to interpret, communicate and implement strategy Creates a culture of trust, ownership and accountability across teams and projects On the job coaching for managers and divisional staff Drives continuous improvement Custodian of the business, shaping offerings that we need to proactively take to the market Track record of innovation, thinking out of the box Ability to build a team based on Business Unit strategy. Desired Experience 10 years relevant working in a similar role; 7 years of these in a senior management / leadership role; Business development / market making experience is essential; Prior experience in the Audit or Assurance space is advantageous. Additional Information Professional Capability Leads by example to be a role model for embracing change by creating a compelling vision, managing ambiguity, and mitigating risk with executive-level stakeholders Acts as a role model for others by leading with resilience and mentoring others to do the same Proactively advises on mitigation strategies for potential challenges based on experience Addresses resistance while being poised and professional Adaptive thinking Accommodates and navigates unexpected changes in circumstances Leverages experience, expertise, and judgment to anticipate potential future impacts and define adaptive strategies Mentors' teams to develop adaptive mindset Leads by example and takes ownership to effectively manage difficult conversations with senior internal and external stakeholders Consistently safeguards Deloitte's interest and Shared Values in difficult conversations Challenges behaviours and mindsets with positive reinforcement Encourages courageous conversations at all levels in the team and promotes a speak-up culture Competitive Edge : Applies deep knowledge of disruptive trends and competitor activity to drive continuous improvement. Actively monitors competitor activity to identify opportunities to improve Deloitte's competitive advantage. Drives continuous improvement by identifying and implementing leading practices. Leads and contributes to development of innovative methods and tools that increase the impact of our service offerings. Inspiring : Leads from the front, acting as an exemplary role model of integrity for leaders at all levels; promotes a strong sense of loyalty and followership and energizes others to act. Motivates and energizes diverse, cross-business and/or cross-border teams with ample positive energy and proactivity. Inspires people to be their best and exemplifies the kind of leader people want to work with. Engages individuals at all levels and sets a tone at the top that fosters integrity, respect and inclusion, and appreciation of strengths and differences. Creating Purpose: Sets and communicates strategic direction, excites people around the vision, and aligns diverse, cross-business, and cross-border teams to achieve success. Articulates a compelling strategy and vision for the business in alignment with Deloitte global, business, and member firm strategies. Energizes people across diverse, cross-business, and cross-border teams on the vision and aligns people around shared direction and goals. Delivers impact that reaches across boundaries and promotes a sense of community that inspires others to live Deloitte's purpose and shared values. Collaborating: Identifies and collaborates across Deloitte to optimize business synergies. Advocates the value of working across Deloitte to bring together diverse points of view. Identifies expertise with other parts of Deloitte; brings the depth and breadth of knowledge and experience to drive stakeholder value. Creates a culture of teamwork by recognizing and promoting teaming behaviors across Deloitte. Delivering Value: Actively manages the business to deliver maximum value to Deloitte and to external stakeholders. Utilizes an in-depth knowledge of business, market, and industry trends to demonstrate the quality and value that Deloitte brings, through the delivery of service excellence. Leverages personal eminence and visibility in the market to strengthen Deloitte's global reputation and market position. Building the business : Anticipates market and competitor trends to develop and deliver bold and innovative solutions that differentiates Deloitte. Understands the business strategies of competitors and can anticipate and plan for strategic moves. Anticipates future trends to shape the business and Deloitte's response in the market. Champions change: challenges and mobilizes peers and teams to develop and embrace innovative solutions within Deloitte or the market Technical Competencies  Expert in field with excellent industry and business knowledge  Proven record in relationship management, account management, marketing and sales within a professional services organisation Super connector Demonstrated leadership skills Strategic, commercial oriented thinker Experienced in development and delivery of professional presentations Excellent business writing skills Expert in field with excellent industry and business knowledge Ability to interpret, communicate and implement strategy Demonstrated execution of complex projects within timeframes and cost Experienced in development and delivery of professional presentations Excellent report writing skills Solid financial knowledge Behavioural  Exceptional communication skills, both written and verbal Strong interpersonal and relationship building skills  Excellent mentorship and coaching ability with desire to develop self and others  Strong client delivery focus Experience of coaching and challenging senior teams with demonstrable track-recording of influencing bid outcomes  Highly adaptable, managing change and ambiguity with ease  Excellent problem solving ability  Exceptional business acumen Excellent communication skills, both written and verbal Note: The list of tasks / duties and responsibilities contained in this document is not necessarily exhaustive. Deloitte may ask the employee to carry out additional duties or responsibilities, which may fall reasonably within the ambit of the role profile, depending on operational requirements. At Deloitte, we want everyone to feel they can be themselves and to thrive at work—in every country, in everything we do, every day. We aim to create a workplace where everyone is treated fairly and with respect, including reasonable accommodation for persons with disabilities. We seek to create and leverage our diverse workforce to build an inclusive environment across the African continent. At Deloitte, we want everyone to feel they can be themselves and to thrive at work—in every country, in everything we do, every day. We aim to create a workplace where everyone is treated fairly and with respect, including reasonable accommodation for persons with disabilities. We seek to create and leverage our diverse workforce to build an inclusive environment across the African continent.