Orals Pursuit Coach Senior Manager-Government & Public Services
Company: Deloitte
Location: Hermitage
Posted on: May 13, 2022
Job Description:
Overall Responsibilities:
As a dedicated Orals Coach for the Government and Public Sector
(GPS) Industry, you will have direct accountability to coach teams
on our largest and most strategic pursuits. The Orals Coach works
with the Lead Engagement Partner (LEP), capture executive, and
pursuit manager to challenge the selling message for strategic
pursuits, guiding Orals from planning through execution. You bring
best practices and innovation to optimize Orals presentations,
advising on how to be compelling and evaluate to score while
working within requirements. Additionally, the Orals Coach
understands trends, lessons learned, and guides process
improvements within GPS markets.
Primary Responsibilities:
- Bring creative approaches for Orals-related presentations,
materials, and other activities to support strategy, messaging, and
differentiation
- Lead the presentation preparation and rehearsal process and
provide presentation coaching, both to individuals and teams
- Rapidly establish a relationship of trust with the Lead
Engagement Partner and pursuit team, resolving challenges during
the process
- Provide feedback for proposals and other materials to support
the capture team and client service team in developing a compelling
value proposition, winning strategies, and a differentiated message
for the specific opportunity as it relates to Orals
- Provide oversight and quality review for presentation
documents, design approach, and guide the team so strategic
messaging is represented in all Orals materials
- Bring best practices from other pursuits and extended pursuit
networks
- Solve issues that may be escalated to you in a collaborative
manner, as needed
- Participate in and contribute to select learning and
development initiatives to build and enhance Deloitte's sales
excellence capabilities across the firm
Qualifications - External
Required Qualifications
- 10+ years' experience in proposal development for Federal
and/or State and Local markets, understanding solicitation
requirements and shaping to score
- 8+ years' experience in leading the presentation rehearsal
process and providing presentation coaching
- Experience working, collaborating, and building consensus with
stakeholders at executive levels, as well as management/middle
management stakeholders
- Experience in bringing creative and differentiating concepts to
development of pursuit materials and to presentations
- Proven ability to address and resolve conflict
- Excellent communication skills, written and oral
- Must be legally authorized to work in the United States without
the need for employer sponsorship, now or at any time in the
future.
Preferred Qualifications
- Former Consulting/client service background, especially
combined with pursuits
- 5+ years' experience in leading Orals for Federal solicitations
over $100 million, with experience leading Orals development for
efforts over $250 million
- Training in formal capture/proposal methodologies with
knowledge and experience in industry-wide best practices in
proposal management
- Knowledge and understanding of Federal, State, and Local
government procurement regulations and practices (including FAR and
DFAR)
People and Project Management
- A team player with an outstanding ability to work with people
at all levels, including senior executives
- Demonstrated ability to influence others, from staff to senior
leaders through a resilient presence, thoughtful challenges, and
use of sound judgment
- Clear interpersonal and politically correct work environment
skills, including aptitude for building relationships,
understanding team dynamics, taking initiative, and solving
problems
- Keen listener, with the ability to quickly grasp ideas that can
be translated into written words that will impact the client's
desire to award the program to Deloitte
- Ability to provide presentations to accounts, teammates,
proposal teams and Deloitte groups as needed
- Ability to read situations and adapt work and management style
to achieve results
- Ability to work with agility and efficiency in a demanding,
deadline-driven environment
- Team-oriented with a proven ability to manage multiple projects
at once
- Demonstrated initiative and problem-solving ability, to meet
all deadlines, without issues
- Attention to detail and exceptional follow-up skills
- Ability to analyze information and make sound observations and
recommendations quickly
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Keywords: Deloitte, Akron , Orals Pursuit Coach Senior Manager-Government & Public Services, Executive , Hermitage, Ohio
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