Role Summary
As the Head of Pursuits, you will lead the PwC Pursuits team in driving strategic pursuits and proposals in a dynamic Business Development Department that services the entire Firm.
Your leadership will directly contribute to the firm's growth by managing critical pursuits, competitive proposals, and supporting opportunity strategy development.
Responsibilities
Lead the Firm's Pursuit team to deliver on PwC's market strategy and ensure pursuits are effectively executed and aligned with growth objectives.
Support across all service lines (tax, assurance, advisory) and sectors by managing cross-functional pursuit initiatives.
Collaborate with client-facing pursuit leaders and account teams to identify and manage 'must-win' critical pursuits.
Oversee creation of compelling pursuit sales strategies, meeting preparation, support documentation, and competitive bid proposals that articulate our value proposition.
Conduct post-decision reviews to capture learnings and integrate them into future pursuits.
Leverage wider firm pursuits to identify opportunities with potential growth and support BD teams.
Identify clients rotating under Mandatory Firm Rotation and action channel conversion.
Mentor and develop the Pursuit and Proposal team to build a high-performing unit that delivers differentiated value.
Implement new technologies and AI tools to streamline and enable efficiencies across the pursuit lifecycle.
Engage and build relationships with senior partners, clients, and internal teams to drive winning pursuit outcomes.
Build relationships across PwC's global network, gathering and applying best practices.
Develop and manage external stakeholder relationships (design agencies, content writers, communication coaches, printers) ensuring high-quality deliverables aligned with branding guidelines.
Develop and implement training programs to enhance business development skills across the firm.
Ensure all branding guidelines are adhered to within pursuit department work.
Qualifications and Experience
Education and Professional Qualifications
Bachelor's degree in Marketing, Business, Project Management, or a related field (advanced degree such as an MBA preferred).
Professional certifications (e.g., APMP, PMP) are advantageous.
Experience
Minimum 10 years of experience in business development and client engagement within professional services.
7+ years specializing in pursuit management, proposal development, and strategy to secure high-value opportunities in complex environments.
Proven track record of building, managing and maintaining senior-level relationships internally and externally.
Experience facilitating business development training and coaching teams.
Key Skills
Leadership and Influence – ability to lead teams and influence stakeholders.
Project Management – exceptional skills handling multiple priorities and tight deadlines.
Communication – outstanding written and verbal skills, drafting impactful content under pressure.
Commercial Acumen – deep understanding of client value propositions and ability to drive commercial success.
Relationship Building – excellent interpersonal skills to foster client and partner relationships.
Innovation and Process Improvement – proactive identification of opportunities for improvement.
Creativity – skill in creating compelling stories and visuals under the brand.
Flexibility and Adaptability – navigating changing business environments effectively.
Equal Opportunity and Accessibility
We are an equal-opportunity employer and we value diversity.
We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status or disability status.
We provide reasonable accommodation to individuals with disabilities during the application and interview processes.
Please email us for further information.
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