UKIA Orals Lead
Location: London (Hybrid)
Career Level: 7
About the
The Sales Excellence, Pursuit Services Orals Coaching Service MU Lead supports the Winning Orals Network (WON) to
- create more engaging & memorable client experiences
- raise our orals acumen for messaging, process rigor, and presenting
- help increase our win rate
Key Responsibilities:
- Serve as orals point of contact for stakeholders (MU/CG Sales Leadership, Ops Lead…) and key contacts (CALs, Go, Innovation Hub…) to identify opportunities where Orals Coaching is required.
- Foster and grow the Orals Coaching Roster (train new coaches on WON coaching processes, induction of new coaches, regularly Coach’s Connects meetings to educate & to inspire for the WON master Orals Coach certification) Content production (ex: Coach’s Teams site for pain points & resolutions, WON Global to share innovative ideas, WON
- for tips/tricks; Formal service collateral like best practices for Collections site…)
- Work with MU Sales Excellence Lead and advisors and Pursuit Services Lead to assign coaches to priority deals (playing the connector between the Coaches, Pursuit Services Demand and Deal Teams) as well as coach some deals yourself. This will involve connecting with Bid/Proposal Managers and Sales Captures to learn more about the deal to match with optimal coach, strategic check-ins, conducting deal debriefs
- Coaching of deal teams directly ~50% of time, full & light coaching owing to 3 critical points of engagement that will help the team with message house creation, strategy (plan for team and timeline), feedback at dry runs and dress rehearsals
- Program operations (ex: Monthly/quarterly reporting, logging orals coaching requests that come directly to you in myPursuitServices, Coach tagging in MMS, internal Opp tracker…)
- Help lead and facilitate orals learning/marketing initiatives across the MU (ex: Orals 101 Lunch & Learns, “Open Door” sessions, new-hire WON program awareness, MU All Hands Sales Calls spotlights…)
- Meet with Market Orals Lead and other Orals MU POCs to ideate new/better approaches to orals for program optimization
What we are looking for:
- Extensive experience in a similar role
- Strong Stakeholder Management
- Solid presentation skills
- Confidence in delivering training both in person and virtually
- A strong knowledge of sales and the selling process