Europe West Pursuit and Commercial Excellence Team Pursuit Strategist - Associate Director
EY · Diegem
Europe West Pursuit and Commercial Excellence Team Pursuit Strategist – Associate Director
The opportunity
The Senior Pursuit Strategist (PS) coaches Account Teams on the strategy for global/regional, strategic, high-value pursuits driven out of the Europe West (EW) Region. Serving as Bid Management Lead, the Senior PS engages at multiple stages during the pursuit process. In the absence of a Pursuit Leader, the Senior PS demonstrates sufficient executive presence to lead the overall pursuit strategy on strategic opportunities including lead-facilitation of pursuit strategy sessions.
The Senior PS is responsible for developing a tailored campaign messaging and communications strategy to articulate a compelling ‘Why EY’ proposition in all pursuit collateral and client-facing deliverables. This includes proposing credible options, influencing key stakeholders appropriately and reaching agreement / resolution with senior leaders. The Senior PS is responsible for overseeing all pursuit work-streams, including pursuit readiness sessions, the kick-off meeting, a touchpoint campaign, draft value proposition, proposal development and orals preparation.
The Senior PS is required to identify, develop, and implement innovative approaches to pursuit management. The Senior PS is also expected to initiate, lead and / or advise on strategic initiatives that engender continuous pursuit innovation and excellence and drive adoption of these across the firm.
Your key responsibilities
Strategic Pursuit and Opportunity Management
- Coach Account Teams on pursuit strategy and provide a full-service pursuit management support model for strategic, high-end opportunities
- Serve as Bid Management Lead of highly complex pursuits
- Lead overall pursuit strategy on Focus Core / Strategic opportunities (in the absence of a Pursuit Leader) with the support of a Pursuit Strategist
- Serve as a facilitator / key contributor in pursuit strategy sessions, manages output and drives actions
Strategic Client, Internal and External Communications
- Lead the overall pursuit communications strategy and actively contribute to strategic sessions
- Develop strategic messaging and lead conceptualisation of all client-facing pursuit collateral
- Lead the development of opportunity value propositions
- Ultimately responsible for quality control of all client-facing materials during the pursuit
- Act as the knowledge steward for the pursuit
Talent Development
- Leads by example and advocates for Gold Standard pursuit practices
- Oversee other pursuit support resources (e.g., Pursuit Strategist, Pursuit Coordinator) and ultimately responsible for the overall quality of the corresponding outputs
- Support the delivery of an effective Learning & Development (L&D) program
- Support recruiting, hiring, and onboarding of new team members; may serve as Counselor to up to three Pursuit Strategists
Administration and Reporting
- Lead post pursuit analysis and review; makes recommendations for process improvement
- Enhance and maintain relationships with other pursuit teams and key interdependency groups across the organisation
- Lead or participate in relevant internal and external networks
Analytical/Decision Making responsibilities
- Champion Gold Standard pursuit management tools and processes
- Solution-oriented and makes sound decisions quickly, given tight timeframes
- Propose credible options, influence appropriately, and reach resolution with senior leaders
- Navigates successfully across boundaries, flexing personal style to gain cooperation and commitment on pursuit or team initiatives
- Demonstrate versatility in a constantly evolving environment with a wide variety of social styles
- Influence / challenge the account team to optimise the chances of winning
Supervision responsibilities
- Work with considerable autonomy while often managing the work of others and ultimately responsible for the quality of the outputs
- Provide coaching and mentoring to others; may serve as a Counselor to other Pursuit Strategists
- Support the recruiting, hiring, onboarding, and training of new hires in the team
- Support delivery of an effective L&D program for Pursuit Strategists
- Develop, coach and mentor PS team members, Business Development (BD) and client servers through teaming on pursuits and facilitated training
- Oversee the work of the pursuit support team, including any third-party resources (e.g., Pursuit Strategist and/or Pursuit Coordinator, external translation services, etc.)
Other requirements
- As the job involves responding to client needs and varying time zones, long hours are regularly required
- Frequent travel may be required
Skills and attributes for success
- Very good understanding of Business Development and Pursuit Management
- Excellent mother-tongue standard English
- Excellent communications skills (written and verbal)
- Excellent project management skills
To qualify for the role you must have
- Pursuit Management experience
- Significant experience in developing external marketing communications
- Significant experience working in a cross-border, multi-cultural environment
Ideally, you’ll also have
- Proven ability to influence and build collaborative relationships with a wide range of stakeholders and across ranks
- Demonstrate executive presence: establish credibility quickly, command attention and respect, demonstrate confidence and deal comfortably with both internal and external clients / stakeholders
What we look for
- Ability to work independently with minimal supervision
- Ability to influence without authority, lead and coach others
What we offer
We offer a competitive remuneration package where you’ll be rewarded for your individual and team performance. Our comprehensive Total Rewards package includes support for flexible working and career development, and with MyReward you can select benefits that suit your needs, covering holidays, health and well-being, insurance, savings, and a wide range of discounts, offers and promotions. Plus, we offer:
- Continuous learning: You’ll develop the mindset and skills to navigate whatever comes next.
- Success as defined by you: We’ll provide the tools and flexibility, so you can make a meaningful impact, your way.
- Transformative leadership: We’ll give you the insights, coaching and confidence to be the leader the world needs.
- Diverse and inclusive culture: You’ll be embraced for who you are and empowered to use your voice to help others find theirs.
The exceptional EY experience. It’s yours to build.