Sales Capture – FS Insurance

Sales Capturer, Manager – Financial Services Consulting

Join Accenture and help transform leading organizations and communities around the world. The sheer scale of our capabilities and client engagements and the way we collaborate, operate and deliver value provides an unparalleled opportunity to grow and advance. Choose Accenture and make delivering innovative work part of your extraordinary career.

This is an extraordinary opportunity to build a rewarding career – with excellent benefits – at Accenture. Working in highly collaborative teams for world-leading clients, we’ll nurture your talent in an inclusive culture that values diversity. While fast-tracking your career, you’ll have the flexibility to pursue your specialist passions. So, whatever your work and life goals, we’ll help you achieve them. Sooner.

People in the Sales career track grow pipeline and sales by supporting, managing or leading the origination and/or closing of sales opportunities in a specific area or across a range of Accenture offerings. They progress by deepening sales skills and/or developing new related skills, growing into more complex sales roles, laterally, upward, or in their current role.

Sales professionals drive the sales process and outcomes on a dedicated basis, growing a profitable pipeline and/or backlog of sales, through deal origination, sales negotiations and closure.

This role is aligned to Financial Services

Job Description

Sales Capture professionals perform multiple activities like targeting the right clients, building a quality pipeline, winning profitable deals and managing sales activities with the objective of creating mutually beneficial, trust-based relationships that create value.

Sales Capture professionals handle and close opportunities, using deep sales process and industry knowledge, through the establishment of a win strategy and ongoing qualification. They coordinate all required internal approvals, identify required resources, manage solution/proposition development as well as manage client interactions during the sales process, facilitating the negotiations and closing activities.  They develop relationships with key buyers and decision-makers at new and/or existing clients, and protect and grow the business. They act as a point of contact for resolution and escalation of all key items with the client and internally. Sales Capture – FS Insurance

Key responsibilities include:

Relationship Development:  Sales Capture – FS Insurance Develop and leverage existing relationships with potential buyers in the local region through personal meetings, presentations, speaking engagements, business networking, telephone calls, personal emails, personal mailings, business forums, direct marketing, and/or other business or social outings. Sales Capture – FS Insurance

Client Demand Stimulation and Opportunity Generation: Identify specific sales opportunities within existing and prospective clients. Engage in activities focused at generating client awareness of the firm and/or demand for its Services.

Sales Process Leadership: Lead Sales Process for specific approved opportunities, complying with internal sales stage entry/exit requirements. Construct and execute opportunity plan, including win themes, win tactics & action plan, relationship plan, deal shaping and price-to-win; Review solution plans, cost models and written proposals as appropriate to ensure alignment with sales strategy, win themes, and price-to-win. Sales Capture – FS Insurance

A professional at this position level within Accenture has the following responsibilities:

·        Provides solutions to complex business problems for area(s) of responsibility where analysis of situations requires an in-depth knowledge of organizational objectives.

·        Involved in setting strategic direction to establish near term goals for area of responsibility.

·        Interacts with senior management levels at a client and/or within Accenture, which involves negotiating or influencing on significant matters.

·        Has latitude in decision-making and figuring out objectives and approaches to critical assignments.

·        Decisions have a lasting impact on area of responsibility with the potential to impact outside area of responsibility.

·        Manages large teams and/or work efforts (if in an individual contributor role) at a client or within Accenture. Sales Capture – FS Insurance

Basic Qualifications
•    Bachelor’s Degree
•    Minimum of 3 years’ experience selling large, complex consulting services eg digital transformation, IT transformation, Cloud Integration, Managed Services / Operations for a major global consulting firm  Sales Capture – FS Insurance
•    Minimum of 3 years’ record of sales quota attainment against an annual US$20M+ quota number
•    Minimum of 3 years’ working within or selling to the Financial Services industry, specifically Canadian Insurance companies

Preferred Skills 
•    Experience selling large transformation deals through collaboration
•    Experience working with and/or delivering consulting related work within a large, matrix company environment
•    Experience with C-level and senior executive client relationship building and relationship management
•    Experience in deal shaping and architecture Sales Capture – FS Insurance

Professional Skill Requirements
•    Proven ability to build, manage and foster a team-oriented environment
•    Proven ability to work creatively and analytically in a problem-solving environment
•    Excellent communication (written and oral) and interpersonal skills Sales Capture – FS Insurance

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