Pursuit Leader
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A highly accomplished sales pursuit leader skilled in closing £multi-million technology outsourcing deals. This Associate has led global cross-functional bid teams for complex multi-year, multi-service solutions. Particularly adept at guiding bid teams from initial prospecting, qualification, proposition development, through to contract negotiation and closure, with handover to delivery teams. Brings a powerful combination of sales and bid experience along with high level commercial negotiation skills.
Key Achievements
Practice lead for £26m infrastructure and applications outsourcing deal for UK Merchant Bank.
£70m contract win for a managed contact centre solution for a UK bank.
Implemented strategic Customer Satisfaction (CSAT) programme across all service lines resulting in a 40% CSAT increase.
Practitioner experience in sales methodologies from Miller Heiman, Corporate Visions, and Covey.
Experience
With over twenty years leading bid teams, this Associate has deep experience in account management and new logo sales pursuits -primarily selling to financial services organisations, but also across the public sector and other industries. Credible, committed, and flexible with strong commercial acumen. Seasoned professional at dealing with and negotiating at CxO Level. Strong focus and understanding of deal governance. Skilled at mentoring teams in bid best practice gained whilst working within several global technology firms.
Their blend of sales and bid management gives a customer first perspective, ensuring bid teams are clear in terms of strategies and client perspectives. Can credibly brief senior management on deal context and commercial parameters. They provide valuable input into opportunity qualification, win strategies, commercial discussions and solution delivery.
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Primary Discipline: Pursuit Leader
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Reference No: CAN-60206
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Consultant Disciplines: Bid / Deal Strategist, Bid Director, Bid Executive, Business Development Manager, Capture Manager, Commercial Director, Pitch Manager, Proposal Coach, Proposal Consultant, Proposal Director
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Consultant Skills: Bid Best Practice, Bid Governance, Bid Kick-Off, Bid Management, Bid Process Management, Bid Profit and Loss Experience, Bid Resource Allocation, Bid Review, Bid Risk Management, Bid Writing, Business Development, Capture Management, Client Facing, Coaching and Mentoring, Commercial Management, Commercial Negotiations, Competitive Dialogue, Contract Negotiation, Deal Architect, Define Customer Requirements, Editorial Skills, Industry Trained in Bid and Proposal Management, Negotiation Skills, Peer Review, People / Team Management, Pipeline Management, PQQ Experience, Pre-Proposal Planning, Pre-sales Experience, Presentation Skills, Proof Reading, Proposal Best Practice, Proposal Content Management, Proposal Governance, Proposal Leadership, Proposal Management, Proposal Writing, Pursuit Management, Qualification Skills, Rebidding Strategy, Red Team Review Lead, Relationship Management, RFP / ITT Experience, Risk Management and Compliance, Solution Design, Strategy Development, TUPE, Value Proposition Development, Win Strategy Development
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Consultant Qualifications: Bachelors Degree
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Consultant Industries: Computer/IT Services, Information Technology, Outsourcing, Telecomms, Telecommunication Services