Associate Director - Infrastructure Sales Lead

At Deloitte, our Purpose is to make an impact that matters for our clients, our people, and society. This is the lens for which our global strategy is set. It unites Deloitte professionals across geographies, businesses, and skills. It makes us better at what we do and how we do it. It enables us to deliver on our promises to stakeholders, while creating the lasting impact we seek.

Harnessing the talent of 450,000+ people located across more than 150 countries and territories, our size and scale puts us in a unique position to help change the world for the better—by bringing together the services we provide, the societal investments we make, and the collaborations we advance through our ecosystems.

Deloitte offers career opportunities across Audit & Assurance (A&A), Tax & Legal (T&L) and our Consulting services business, which is made up of Strategy, Risk & Transactions Advisory (SR&T) and Technology & Transformation (T&T). Are you ready to apply your knowledge and background to exciting new challenges? From learning to leadership, this is your chance to take your career to the next level.

About Africa Consulting Services

Deloitte’s Africa Consulting Services has always been about helping our clients and our people move forward. It’s important that we do the same for our business: celebrating how far we’ve come, and always preparing to take our next, big steps towards a global future. We’re moving and evolving on our journey to be an undisputed leader in consulting, globally and in all major markets. Together, we will achieve our aspirations through a relentless focus on our shared strategic agenda. The Global Consulting Platform is working globally across our practices and borders – giving our business, clients and people the global experience that’s essential in today’s world.

What are we looking for?

Are you a game changer?  Do you believe in adding advantage at every level in everything you do?  You may be one of us.

Deloitte’s Africa Consulting Services business is growing, with a focus on developing our already powerful teams.  We are looking for smart, accountable, innovative professionals with deep industry experience and insights to join the world’s #1 Consulting firm.

We are looking for a Senior Associate Director with proven consulting experience, a proven ability to build business and a deep technical specialisation in the Infrastructure industry.

What impact will you make?

Every day, your work will make an impact that matters, while you thrive in a dynamic culture of inclusion, collaboration and high performance. As the undisputed leader in professional services, Deloitte is where you’ll find unrivalled opportunities to succeed and realize your full potential.

Main Purpose of Job

We are looking for a Sales Director to work with the Consulting Growth Office leader to develop and implement sales strategies that achieve growth for the Consulting business. At its core, this role is a strategic advisor to the client community and assumes day-to-day responsibility for sales efforts with a specific focus on the Infrastructure market.

Key responsibilities include, but are not limited to:

• Strategic relationship development with key clients
• Sales pursuits to grow pipeline for the Consulting business
• Industry expertise relevant to the Consulting business
• Team leadership.

Your role as a leader

At Deloitte we believe in the importance of leadership at all levels. We expect our people to embrace and live our purpose by challenging themselves to identify issues that are most important for our clients, our people, and for society and make an impact that matters. In addition to living our purpose, Managers across our organization:

• Develop high-performing people and teams through challenging and meaningful opportunities
• Deliver exceptional client service; maximize results and drive high performance from people while fostering collaboration across businesses and borders
• Influence clients, teams, and individuals positively, leading by example and establishing confident relationships with increasingly senior people
• Understand key objectives for clients and Deloitte; align people to objectives and set priorities and direction.

Key Performance Areas

1.           Strategic Impact

• Give meaningful input into the development of strategy of the Service Line / Business Area in relation to specific area of expertise
• Implements the strategy within area of business through detailed plan including:• Client targets to achieve revenue
• Marketing plan
• People plan to deliver on goals
• Communication plan
• Contingency plan for possible additional resources e.g. contractors
• Tracking of plans

• Identifies innovative solutions to enhance / renew service offerings to market
• Heads up sales presentation teams for new and retained business
• Leads negotiations with clients
• Actively identifies multiple sales opportunities and leads pursuit process
• Leads/contributes to preparation of proposals/tenders and presentations
• Builds relationships across service lines for cross-selling opportunities and combined engagement pursuits
• Drives own client portfolio and profitable book of business

2.           Client Impact: External / Internal

• Maintains high level oversight of client projects
• Develops productive, credible and trusting relationships with current and targeted clients
• Develops a network of senior-level internal relationships across Deloitte to understand other business unit offerings and market own area
• Establishes and maintains strong relationships with business leaders across industries.

3.           Operational Effectiveness

• Validates all SLA’s are in place and signed off by all parties
• Oversees engagement risk to ensure all required documentation and processes are completed as required by RIL
• Directs and manages complex client engagements and maintains high level oversight of all projects
• Analyses weekly/monthly reports from senior managers and approves process changes / innovative solutions on issues arising
• Drives Deloitte values of exceptional service to clients, growing the firm’s brand and talent development

4.           Development/Growth of Team

• Identifies and recruits’ suitable talent for team, balancing correct levels and numbers
• Maintains succession plan for every senior/critical resource, depending on the profile / need expertise
• Mentors and develops team members on an ongoing basis and empower existing senior managers/leaders
• Maintains close working relationship with key talent
• Maintains own development and knowledge in specialised area and business
• Demonstrates commitment to transformation agenda of the firm

5.           Budgets / Profitability

• Manages margins effectively through correct budgeting, pricing and profitability management
• Monitors that time and expenses to engagements are recorded and submitted weekly
• Negotiates pricing for engagements to ensure profitability whilst maintaining client interests
• Manages WIP – billings and cash collections

6.           Specialized Competencies

• Manage and own client conversation across the full spectrum of business
• Ability to leverage networks across to industry
• Ability to leverage internal network to develop client solutions.

Required:

• Completed Bachelors degree
• Minimum of 12 years’ work experience within a sales, business development or client pursuit focused role preferably gained within a professional services or management consulting environment
• At least 5 years at a senior level directing team activities and sales or account pursuits
• Demonstrated experience in business alignment, strategic thinking and leadership
• Must have subject matter expertise in the IPP market
• Track record working with C-suite executive level leadership
• Ability to work independently and manage large engagements
• Willingness to mentor junior staff.

Preferred:

• Relevant postgraduate qualification eg. MBA, preferred but not essential

At Deloitte, we want everyone to feel they can be themselves and to thrive at work—in every country, in everything we do, every day. We aim to create a workplace where everyone is treated fairly and with respect, including reasonable accommodation for persons with disabilities. We seek to create and leverage our diverse workforce to build an inclusive environment across the African continent.

How you’ll grow

At Deloitte, our professional development plan focuses on helping people at every level of their career to identify and use their strengths to do their best work every day. From entry-level employees to senior leaders, we believe there’s always room to learn. We offer opportunities to help build world-class skills in addition to hands-on experience in the global, fast-changing business world. From on-the-job learning experiences to formal development programs at Deloitte University, our professionals have a variety of opportunities to continue to grow throughout their career. Explore Deloitte University, The Leadership Center. https://deloitte.zoomforth.com/du

Benefits

At Deloitte, we know that great people make a great organization. We value our people and offer employees a broad range of benefits. Learn more about what working at Deloitte can mean for you. https://www2.deloitte.com/global/en/pages/careers/articles/benefits.html

Our purpose

Deloitte is led by a purpose: to make an impact that matters. Every day, Deloitte people are making a real impact in the places they live and work. We pride ourselves on doing not only what is good for clients, but also what is good for our people and the communities in which we live and work—always striving to be an organization that is held up as a role model of quality, integrity, and positive change. Learn more about Deloitte’s impact on the world.  https://www2.deloitte.com/global/en/pages/about-deloitte/articles/impact-that-matters.html

Note: The list of tasks / duties and responsibilities contained in this document is not necessarily exhaustive.  Deloitte may ask the employee to carry out additional duties or responsibilities, which may fall reasonably within the ambit of the role profile, depending on operational requirements.

Be careful of Recruitment Scams: Fraudsters or employment scammers often pose as legitimate recruiters, employers, recruitment consultants or job placement firms, advertising false job opportunities through email, text messages and WhatsApp messages. They aim to cheat jobseekers out of money or to steal personal information.

 

To help you look out for potential recruitment scams, here are some Red Flags:

• Upfront Payment Requests: Deloitte will never ask for any upfront payment for background checks, job training, or supplies.
• Requests for Personal Information: Be wary if you are asked for sensitive personal information, especially early in the recruitment process and without a clear need for it. Fraudulent links or contractual documents may require the provision of sensitive personal data or copy documents (e.g., government issued numbers or identity documents, passports or passport numbers, bank account statements or numbers, parent’s data) that may be used for identity fraud. Do not provide or send any of these documents or data. Please note we will never ask for photographs at any stage of the recruitment process.
• Unprofessional Communication: Scammers may communicate in an unprofessional manner. Their messages may be filled with poor grammar and spelling errors. The look and feel may not be consistent with the Deloitte corporate brand.

 

If you're unsure, make direct contact with Deloitte using our official contact details. Be careful not to use any contact details provided in the suspicious job advertisement or email.

At Deloitte, we want everyone to feel they can be themselves and to thrive at work—in every country, in everything we do, every day. We aim to create a workplace where everyone is treated fairly and with respect, including reasonable accommodation for persons with disabilities.

We are committed to employment equity and building a diverse and inclusive workplace across the African continent. Our recruitment processes are aligned with our Employment Equity Plan and the principles of the Employment Equity Act. Preference may be given to candidates from designated groups.

We actively support the inclusion of people with disabilities and embrace neurodiversity in the workplace. We recognise and value the unique strengths that neurodivergent individuals bring, and we are committed to creating an environment where everyone can thrive.

If you require reasonable accommodations in relation to your disability and neurodiverse needs during the recruitment process, please let us know. We are happy to make adjustments to suit your individual needs.