Client Engagement Manager - C&M - Manufacturing Innovation - UK

PA Consulting

6d • Hybrid

About The Position

We are PA Consulting, a firm that believes in the power of ingenuity to build a positive human future. Our diverse teams of experts combine innovative thinking and breakthrough technologies to progress further, faster. Our clients adapt and transform, and together we achieve enduring results. We are over 4,000 strategists, innovators, designers, consultants, digital experts, scientists, engineers, and technologists with deep expertise in various sectors. Our Client Engagement Managers are sales leaders, hunters, and relationship architects passionate about unlocking new possibilities in markets hungry for innovation. With deep expertise in sales and business development, you will play a pivotal role in uncovering and capturing high-potential opportunities across high-volume manufacturing companies in Consumer Products and Industrial Systems. In this creative environment, working closely with engineering and supply chain teams, you will enhance, refine, and make established Manufacturing Innovation insights and propositions relevant to clients. Your role will center on identifying, qualifying, and accelerating exciting manufacturing innovation opportunities. You will help connect our clients’ biggest manufacturing challenges with PA’s capabilities, ultimately driving otherwise undiscovered sales opportunities. You will leverage your established industry network across Consumer Products and packaged goods, Industrial Products and processes, and manufacturing start-ups to spark conversations with key decision-makers, opening doors for collaborative projects and strategic growth. Your passion for relationship building and front-end sales will allow you to become a trusted advisor and gateway into PA’s broader capabilities. The successful candidate will operate across the early stages of our sales pipeline to develop manufacturing process, production, and supply chain opportunities. One of the primary focus areas for this role will be the identification, outreach, and contact initiation for individuals in CPG, industrial processing, and high-growth manufacturing businesses whose roles are focused on innovation, manufacturing, operations, and supply chain. This includes COOs, Chief Innovation Officers, VPs/SVPs of Supply Chain, Manufacturing, Operations, and their respective teams across CPG and manufacturing markets.

Requirements

• Extensive network in high-volume manufacturing companies across Consumer Products, Food and Beverage, and Industrial Systems.
• Experience in front-end business development, with a strong track record of identifying and opening up opportunities, driving business growth, and building trusted client relationships.
• Track record of developing and implementing a structured approach to sales that takes into account the changing needs of the consumer industry and the competitive landscape.
• Understanding of the industry, including the current regulatory environment, policies, and trends.
• Experience creating opportunities and selling consultancy services within the Consumer Products and packaged goods, and Industrial Products and processes sectors.
• Experience and understanding of the development process for manufacturing innovation and internal transformation initiatives.
• Individuals must be credible when talking to potential clients and must be able to demonstrate a sound understanding of industry needs, trends, and changes.
• Ability to build trust, rapport, and conviction with prospective clients by combining confidence, market understanding, and PA’s strengths.
• Sales approach should be aligned to PA’s premium services and FTSE 250, or similar, clients.
• Having an existing network they can tap into for outreach as a source of potential work for PA is necessary to enable their effectiveness.
• A relentless attitude aligned with the ebbs and flows of truly front-end sales activation.
• A people person who wants to make real human connections.
• A personal work ethic driven by the attainment of realistic and stretch sales goals, evaluated on a quarterly basis.
• Ability to plan, execute, and manage conversations on a daily basis, with the flexibility and understanding that pivots are needed and that failure to connect with clients is a reality.

Nice To Haves

• Dynamics 365 certification (PA’s CRM is based on this)
• Formal qualifications in relationship-based selling and business development
• Project Management certification (e.g. PRINCE2)
• Customer Success certification (e.g. CCSM)
• A strong Bachelor’s degree. Examples include Business Management, Communications, Engineering, Psychology, or other relevant focus areas.

Responsibilities

• Qualify and incubate new, undeveloped, or dormant accounts into significant revenue-generating clients with long-lasting relationships.
• Access and penetrate existing accounts where PA’s Manufacturing and Supply Chain services are less well known, working with account teams and existing account plans.
• Develop and maintain client engagement plans to map existing relationships and grow new relationships with senior prospective clients and buyers, creating named leads that can be managed through PA’s CRM platform.
• Work closely with visionary engineering and supply chain teams to enhance, refine, and make well-established Manufacturing Innovation insights and propositions relevant to clients.
• Work with marketing colleagues to shape market materials that drive further sales and help PA pursue industry recognition within targeted sectors.
• Tailor confident presentation materials to help PA’s capabilities resonate with specific clients’ needs and challenges.
• Continuously monitor and analyse competitor activity within the market and our customers, providing market intelligence and clearly defined customer needs to enhance our in-market positioning.
• Lead the qualification of early opportunities and manage the early stages of our sales processes within our CRM tool and sales network.
• Lead and progress a qualified sales pipeline that underpins revenue and profit targets within agreed focus areas and market sectors.
• Cultivate relationships and opportunities until they are ready for Subject Matter Experts and a more structured bid pursuit process.
• Reach out to SMEs across the wider PA network and introduce them to clients to further consolidate relationships and move bid opportunities forward.
• Form part of PA’s global CEM network, where best practice, key learnings, and experiences can be shared.
• Deliver Business Growth – master our focus-area value propositions and transition opportunities to our senior Consultants, Directors, and Partners.
• Build & Maintain Great Relationships – execute the required number of discovery calls and meaningful engagements, constantly building, nurturing, and maintaining strong relationships with potential clients.
• Develop Insight & Innovation – take track record and content from others and make it relevant to clients.
• Managing & Developing Myself & Others – manage their own pipeline, including quarterly target setting and reporting.
• Develop Technical & Craft Excellence – own the craft of sales and business development.
• Own the early stages of business development and commercial processes, developing a best-in-class playbook to deliver against this.

Benefits

• Health and lifestyle perks accompanying private healthcare for you and your family
• 25 days annual leave (plus a bonus half day on Christmas Eve) with the opportunity to buy 5 additional days
• Generous company pension scheme
• Opportunity to get involved with community and charity-based initiatives
• Annual performance-based bonus
• PA share ownership
• Tax efficient benefits (cycle to work, give as you earn)

What This Job Offers

• Job Type: Full-time
• Career Level: Senior