- Represent the PS portfolio and developing opportunities through the early stages of the selling cycle, to the proposal stage. Work with the requisite Client Partner / commercial team to drive the ongoing pursuit, client oral presentations and competitive win strategy.
- Create new pursuits in one or multiple target accounts and bring forward clear and compelling client propositions.
- Strive to provide continual value-add to existing client teams, and clients through Industry expertise, domain expertise, or sales leadership and eminence.
- Use a variety of resources to identify specific deals, potential renewals, potential repeatable business opportunities
- Manage and achieve quarterly and annual growth (signings) targets.
- Manage annual client account planning sessions in collaboration with the Client Partner. The output is a PS sales identification & execution strategy for that year and foreseeable future.
- Ensure all opportunities are accurately reflected and forecasted in our CRM. Whether from a planning activity or ad-hoc sales activities identified throughout the year.
- Collaborate with PS colleagues to understand and manage delivery expectations and plan for post-sale transition to successful delivery.
- Take ownership of monthly, quarterly and annual signings targets and ensure contractual arrangements meet defined commercials goals.
- Manage PS Internal teams to build a dedicated and virtual team of experts to match our offerings to Client priorities.
- Work with a cross-disciplinary team on the development of proactive propositions to take forward to multiple clients. Their impact and quality will position PS as a relevant provider in a client's digital agenda to open doors to opportunities that would not be otherwise be present.
- Create an innovation agenda to differentiate the PS value proposition with clients.
- Foster strategic partnerships to help grow the perception of PS and our capabilities. Business partners, marketing campaigns, and thought leadership are examples.
- Contribute to team education and community for the benefit of the growth office and PS populations. Innovations, thought leadership pieces, client successes, asset demonstrations etc.
- Attend selected industry & digital business forums to promote PS to the market, forge and maintain industry relationships and knowledge. Identify opportunities and execute on them as a result.
- Maintain a current and compelling set of client reference materials for re-use in the pursuit of client opportunities by you, and by the PS client team population.
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Strategic Sales Director - Boston, United States - Publicis Sapient
Description
The Company growth is fueled by our clients, the work we do for them and the value we bring to them.
We are seeking seasoned Strategic Sales Executives to join our team to drive new business at existing clients, new clients within industries we serve and those ahead.
a strategic sales approach is expected where you will (often be) the
PS representative and will be responsible for forming the teams to progress the opportunities. You will work with a Client Partner to bring opportunities to closure and transition to delivery. You may work existing clients to help execute a growth-based Strategic Sales on behalf of the Client Partner. You will bring the full capabilities of PS to our clients to expand and grow the business.
Your results roll-up to the results of our company growth, and in this role, you will harness the depth and breadth of PS portfolio.
Our proposition includes unique creative capabilities offered through the Power of One with the Publicis Groupe to further amplify differentiation at our clients.
Successful candidates will have industry-specific expertise and/or domain expertise coupled with a proven track record of creating, steering and closing new business opportunities.
Geographic location is open and ledby both our country and client coverage needs along with the qualifications of the candidate
Key responsibilities & expectations
As a successful candidate your primary intention is to seek out, develop and help close new opportunities that grow the PS business.
You must be embraced by the value you demonstrate to the existing PS teams through industry knowledge and/or domain knowledge, and sales capability.
You will be capable of cross selling the entire PS portfolio as an ingredient to bringing both client value, and PS growth.
You will report to the SVP of our TMT Industry vertical where you will focus on growing a set of existing PS clients and driving new client logos, and support existing clients defined by your management.
Your subject matter expertise, combined with the PS portfolio will be a critical sales differentiator. Specific expectations & measurement are viewed through a lens of Growth, Business & pipeline management, and Industry / domain.Growth
It includes but is not limited to:
Articulation of client's customers', business and IT priorities
Insight on applicable industry trends
Clarity on PS competitive set
Understanding of client budget and proposed projects
A relationship map and calling plan between the client and PS executives
Catalogue of known opportunities, and a set of proactive proposals to be developed
Identification of unsolicited ideas to be pitched to senior clients that are value generative to the clients' business.
Declare who and what is needed to pursue each opportunity
Assign PS client team members to help drive tactical pursuits
