Sector Lead - New Market Development

Location: London, GB

Purpose of the Role:


To lead the clients and markets activity in a selected and defined market sector e.g. Aviation & Transport or Consumer Packaged Goods. Through collaboration with Deloitte’s industry personnel and a thorough understanding of the market dynamics, client needs and technology influencers, this person will ensure that market activities are aligned with the Alliance’s commercial objectives.   


Role Dimensions:


This role is client facing and essentially a business development and commercial role.  The successful candidate will  work with Deloitte industry leads and select clients to understand the market demand and help guide our product strategy and consulting offer for that market.  This will involve understanding the client needs and matching that to existing products or identifying opportunities to create brand new solutions.  The ambition to invest and build new revenue needs to be balanced by understanding the business model, risk and by being cognisant of McLaren capability and IP assets that could fit the demand.  The successful candidate will lead the sales pipeline and bid preparation (and internal bid review) for their respective market and client portfolio.


The post holder may be required to work unsociable hours to accommodate project demands. The post holder will primarily be based in our London office but may be required to spend some time at other locations as required.



Principal Accountabilities: (main aspects of the role)


• Being the client facing / account management team lead for all engagements in product development and strategic consulting in this sector.

• Completing annual market analysis and strategic sales planning – updated quarterly.

• Leading the creation of business models that help justify client activities and/or investments into underlying technologies.

• Managing a sales pipeline and feeding into the broader Alliance level sales management information and incubation process

• Creating proposals, negotiating contracts and managing internal bid governance

• Closing and winning sales

• Maintaining close links with both McLaren and Deloitte technical communities and staying abreast of the latest developments in our IP and product portfolios

• Maintaining close links with Head of Technology Market Development to co-create compelling market propositions together with our Deloitte colleagues.


Key Relationships


• McLaren Sector Leads:  This would be a key role in the team and working with your cohorts leading other sectors to bring a consistent approach to the job will be key

• Partnership core management team.  Good internal communications and relationships the leadership.

• Deloitte Partners and Industry Leads.  Deloitte have a large network of influencers in all industries and, in some cases, own the access to senior levels in the client.  Skilful stakeholder engagement will be required to gain their trust and assistance.

Knowledge, Skills, Qualifications and Experience:


• Strong marketer with experience in product marketing for a technology company (enterprise software experience preferred).

• Collaborative skills.   As a Sector Lead you will have to work with teams across the McLaren Deloitte patch. This will often include the sales team and marketing department, the software department and product management. New product launches are inherently ‘cross functional’ and entail coordinating the work of many different people.

• Communication skills with both good speaking and writing abilities. You will frequently have to present new products and write engaging copy, telling the ‘story’ of products, for various marketing channels. Strong command of English, both oral and written

• Research skills A crucial part of the role is gaining insight into customer needs and experiences. Analysis of data, surveys and customer interviews will be part of this mix.

• Demonstrated industry knowledge experience with data connected hardware, telemetry, M2M/IoT and decision support tools.  Also an understanding of data science, machine learning techniques, simulations tools and popular UI/UX design tools would be advantageous.

• Exposure to start-up environment with ability to work deftly during pressure situations with an entrepreneurial spirit / mind-set.

• A honours degree in engineering, computer science or business would be required

• Candidates should be comfortable in the field of technology applications in operational environments from both a sales and delivery perspective.

• A history in client engagement either as a project manager in delivery or as an account manager is critical to the role.  Prior experience in the relevant market sector is desirable but not a pre-requisite in this case.

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