Commercial Deal Shaper – Pursuit Centre of Excellence (PCoE), Consulting - London/Regions
Deloitte AU
Cardiff, Wales, United Kingdom
3d ago

Your opportunity

An exciting opportunity to shape and negotiate commercial arrangements for Deloitte Consulting’s largest and most complex deals, with our most important clients.

Working with the client service team and the PCoE team (including a pursuit coach, lead, writer, and designer), you will help win business and enhance margin through smart pricing, innovative commercial solutions, and skilled negotiation expertise.

You will be engaged in a diverse range of commercial challenges; from bids, enhancing profitability on key accounts and framework rate card negotiations, through to advising on commercial propositions for new services and being the commercial knowledgebase for the Consulting business.

We encourage consideration of flexible ways of working, both formal and informal arrangements that allow for the best outcomes for our people and our clients.

If this opportunity is of interest to you with some flexibility, please do discuss with us.

Are you looking to return to the workplace after an extended career break?

For this role we can offer coaching and support designed for returners to refresh your knowledge and skills, and help your transition back into the workplace after a career break of 2 years or more.

If this is relevant for you, just let your recruiter know when you make your application.

Your role

  • Deloitte has established a clear vision to become the undisputed leader in professional services. The Pursuit Centre of Excellence (PCoE) strategy is a key enabler of this vision;
  • aiming to build enviable client loyalty with the largest and most influential clients, in our chosen markets, such that these clients will turn first to Deloitte when faced with a major challenge.

    The Commercial Deal Shaper will help win deals and improve profitability through compelling pricing and commercial propositions for our clients.

    This individual will provide expert advice on all commercial aspects of the firm’s client proposals, with a primary focus on high value, complex strategic deals, and the firm’s most important clients.

    Your role is to analyse the client’s requirements and understand their commercial / procurement strategy to devise an innovative and profitable commercial solution for both the client and Deloitte.

    You will work closely with firm leadership as well as the Partners and Directors for our major accounts to shape commercials arrangements both for individual engagements and when negotiating rate cards and commercial incentives at a client account level.

    The Commercial Deal Shaper will also be responsible for gathering information regarding the competitiveness of the Deloitte offering and understanding the latest trends in competitive approaches.

    The Commercial Deal Shaper is a part of the Sales Excellence team supporting the Consulting business to win the largest and most complex priority deals in the market.

    Typical deal size would be greater than £50M and include multiple countries, services and products. Many of the larger deals and framework negotiations also involve complex multi-year Master Services Agreements / Framework negotiations with global clients, providing a diverse geographical aspect to the role.

    The PCoE operates across all industries, with a focus on building relationships, knowledge and insights regarding the different commercial environment each industry presents.

    The team also provides advice and support on the pricing and commercials for new products, services or solutions developed by Deloitte.


  • Leading on the shape and structure for pricing and commercial propositions for bids and proposals, with a focus on long-term modelling to establish profitable multi-year approaches.
  • Directly negotiating with our clients to close complex and challenging commercial arrangements.
  • Helping account teams design and implement long-term, sustainable commercial strategies to enhance profitability and grow revenues for Deloitte’s most important clients.
  • Providing expert insight on how to best engage with client procurement teams and procurement processes.
  • Leading the development and upskilling of commercial expertise across the firm through focused training, workshops, knowledge sharing and thought leadership.
  • Staying current on industry pricing, commercial trends and competitive tactics.
  • Providing new ideas on value adding commercial activities for Deloitte.
  • Liaising with the wider Global Commercial Community across the firm.
  • Contributing to the development and growth of junior Commercial team resources to establish a long-standing high performing team.
  • Managing diverse teams within an inclusive team culture where people are recognised for their contribution
  • Your work, your choice

    At Deloitte we believe the best impact is the value we add, not the hours we sit at our desk. We carefully consider agile ways of working, both formal and informal, that allow for the best impact for our people and our clients.

    Please speak to your recruiter about the working pattern that works best for you.

    Location - London / Cardiff / Bristol / Birmingham - This opportunity will likely require up to 25% travel.Suggested work pattern - Permanent full-time

    Your professional experience

  • Degree educated, preferably in Finance, Economics, or related business discipline. Formal accountancy qualifications would be an advantage but are not necessary for the role.
  • Post-graduate qualification (Masters, MBA, or PhD) a plus. Extensive demonstrated experience structuring and negotiating different pricing and commercial arrangements.

  • Experience working in a senior commercial role with deal shaping’ expertise for complex commercial opportunities in a professional services context.
  • Excellent commercial negotiation skills and experience for both individual deals and framework agreements (e.g. account level rate cards) for client accounts.
  • Experience with writing commercial terms for inclusion in contractual documentation.
  • Numerate, competent in the use of excel.
  • Excellent communication and stakeholder management skills, with gravitas, confidence and credibility to engage with partners.
  • Experience dealing with senior client decision makers, sponsors and procurement teams.
  • Strong team player with a collegiate style who enjoys working, collaborating and having fun with team-mates. It would be desirable, but not essential, to have professional services experience and insights, ideally having worked within a consulting or professional service organisation.
  • It would be desirable, but not essential, to have professional services experience and insights, ideally having worked within a consulting or professional service organisation.
  • Experience in coaching and developing staff in complex commercials.
  • Flexibility to meet peaks of work inherent in the cycle of a deal.
  • Your service line : Consulting

    Our people and the way we work are the two things that set us apart in the consulting universe. For us, collaboration is fundamental to success, along with an unrivalled depth and breadth of expertise.

    We work closely with our clients and each other, at every stage of every project, solving our clients’ trickiest problems with a mix of knowledge, creativity and intellectual rigour.

    A hugely diverse range of clients rely on us to deliver the kind of change that adds genuine, lasting value to their business.

    Personal independence

    Regulation and controls are standard practice in our industry and Deloitte is no exception. These controls provide important legal protection for both you and the firm.

    We are subject to a number of audit regulations, one of which requires that certain colleagues abide by specific personal independence constraints.

    This can mean that you and your "Immediate Family Members" are not permitted to hold certain financial interests (shares, funds, bonds etc.

    with audit clients of the firm. The recruitment team will provide further detail as you progress through the recruitment process.

    About Deloitte

    Our Purpose & Strategy

    To make an impact that matters for our clients, our people and society - defines who we are and what we stand for. Our purpose provides the foundation for our strategy and our aspiration to be the undisputed leader in professional services : this is not about size, it's about being the first choice.

    The first choice for the largest and most influential clients, and the first choice for the best talent.

    What do we do?

    Deloitte offers global integrated professional services that include Audit & Assurance, Consulting, Financial Advisory, Risk Advisory and Tax Consulting.

    Our approach combines intellectual leadership, industrial expertise, insight, consulting & problem solving capabilities whatever the role, technology revolutions and innovation from multiple disciplines to help our clients excel anywhere in the world.

    Beyond the UK : Deloitte North and South Europe

    The UK is part of Deloitte North and South Europe (NSE), the second largest member firm in the Deloitte network. Deloitte NSE combines operations in Belgium, Central Mediterranean (Italy, Greece, Malta), Ireland, the Middle East (Bahrain, Cyprus, Egypt, Iraq, Jordan, Kuwait, Lebanon, Libya, Oman, Palestinian Ruled Territories, Qatar, Saudi Arabia, United Arab Emirates, Yemen), the Netherlands, the Nordics (Denmark, Finland, Iceland, Norway and Sweden), Switzerland and the UK.

    Deloitte NSE brings together 2,700 partners and over 50,000 people, combining our unmatched breadth and depth of capabilities in audit and assurance, consulting, financial advisory, risk advisory, and tax and legal across the region.

    Being part of Deloitte NSE supports our aspiration to be the undisputed leader in professional services and will create more opportunity and growth for our people.

    What do we value?

    What brings us all together at Deloitte? It’s how we approach the thousands of decisions we make every day. How we behave, our beliefs and our attitudes.

    In other words : our values. Whatever we do, wherever we are in the world, we lead the way, serve with integrity, take care of each other, foster inclusion, and collaborate for maximum impact.

    These five shared values lead every decision we make and action we take, guiding us to deliver impact how and where it matters most.

    Being a Leader at Deloitte

    Cultural fit and purpose-led leadership is crucial for Deloitte. Our leaders always set the example and inspire their colleagues.

  • They make quality time for people and take an interest in them. They know what matters to people - both inside and outside work and value them as individuals;
  • always finding opportunities to develop them while showing respect and appreciation.

    We expect colleagues at all levels to embrace and live our purpose and our leadership culture by challenging themselves to identify issues that are most important for our clients, our people, and for society and make an impact that matters.

    We know leadership comes in all shapes and sizes, but our Leadership Charter helps all of our people understand what we’re looking for :

  • We live our purpose : we act as a role model, embracing and living our purpose and values, and recognising others for the impact they make
  • We develop talent : we develop high-performing people and teams through challenging and meaningful opportunities
  • We drive performance : we deliver exceptional client service; maximise results and drive high performance from people while fostering collaboration across businesses and borders
  • We believe positive influence can make an impact that matters : we influence clients, teams, and individuals positively, leading by example and establishing confident relationships with increasingly senior people
  • We move, together, towards a strategic direction : we understand key objectives for clients and Deloitte, aligning people to objectives and setting priorities and direction.
  • Ref : RTWPROG


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