Copy of Audit Winning Business - Manager (Africa) at Deloitte

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.

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.
• 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.

Minimum Qualifications

• Bachelor’s Degree and equivalent experience required; PostGrad qualification preferred

Minimum Experience

• 5 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;
• 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;
• 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
• Track record of innovation, thinking out of the box
• Ability to build a team based on Business Unit strategy.

Additional Information

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
• 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