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Orals Pursuit Coach Senior Manager-Government & Public Services

Company: Deloitte
Location: Nashville
Posted on: May 16, 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




Keywords: Deloitte, Nashville , Orals Pursuit Coach Senior Manager-Government & Public Services, Government & Protective Services , Nashville, Tennessee

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