Main Purpose of Job
The main purpose of a Winning Business Individual in an Audit and Assurance environment 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 will work within Audit & Assurance Growth team: Winning Business Individuals in this environment play a crucial role in driving business development and securing clients. Their roles and responsibilities include:
- Client Acquisition: Actively identify and work with teams to pursue potential clients, understanding their needs and aligning them with the firm's Assurance 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 Assurance services.
- Relationship Building: Cultivate and maintain strong relationships with existing and potential clients, becoming a trusted advisor and ensuring client satisfaction.
- 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.
- Pipeline Management: Participate in pipeline management 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 A&A Growth 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
Minimum Qualifications
- Bachelor’s Degree and equivalent experience required;
- Post Graduate qualification OR Advanced Degree preferred
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 experience 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.
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.
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.
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
- 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.
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- Unprofessional Communication: Scammers may communicate in an unprofessional manner. Their messages may be filled with poor grammar and spelling errors. The look and feel may not be consistent with the Deloitte corporate brand.
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We are committed to employment equity and building a diverse and inclusive workplace across the African continent. Our recruitment processes are aligned with our Employment Equity Plan and the principles of the Employment Equity Act. Preference may be given to candidates from designated groups.
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