Business Development Senior Manager

4 Days Old

Overview The FS Regional market in KPMG has seen double-digital growth in the last year, which is higher than the FS portfolio overall. The Northern role covers the North-East and North-West Hubs - primarily Leeds, Manchester, Newcastle, Liverpool - but also will include parts of the wider regions including the Midlands and Scotland. The Business Development Senior Manager will contribute to the central 'Go To Market' structure of sector focus that supports efforts across the Regional market (excluding London). We have significant presence in each of the northern hubs, and each are home to a portfolio of targets and clients both with established accounts coverage and areas of significant untapped potential. Responsibilities
Role and collaboration: You will be part of a dynamic team with strong internal networks and support, define and manage a diverse portfolio of targets across FS to drive opportunities and revenue, develop your own network and relationships at client sites, understand their issues, and develop solutions to drive revenue. Internal stakeholders include the Head of Regional FS, Capability Leads, Client Lead Partners and Markets Partners, Head of Regions, Office Senior Partners in region, the business development community and colleagues across all capabilities. Client relationships:
Dedicate 70-80% of time in the market with clients, identifying and gathering information on new client issues and opportunities, and introducing KPMG expertise accordingly. Lead development of relationships where KPMG has no existing relationship, introducing and supporting connections for specialists to win work. Deepen and broaden relationships at existing accounts to drive service line penetration. Coordinate client relationship events and deliver return on investment through deepened relationships and increased opportunities. Identify and build relationships with regional influencers such as sector specialists, local authorities, trade bodies, etc. Develop peer relationships with client senior management and, with the sector lead/CLP, build Board and ExCo level relationships.
Sales excellence:
Work with the Head of FS Regions, capability leads and senior partners to create and execute a focused targeting plan to develop relationships and optimise revenues. Act as a focal point for selling new propositions, working closely with the Sector Lead to drive topics across the Sector. Actively seek opportunities to add more value to the client through cross-functional solutions. Understand KPMG's approach to managing the sales pipeline and converting opportunities. Work with capability teams to develop effective propositions tailored to regional FS clients. Deploy rigorous sales processes, pricing, contracting and negotiation to support conversion. Lead on account strategies, planning processes, client service meetings, client service reviews, and ensure actions are completed. Take accountability for specific accounts in the region and establish sales teams as needed. Ensure CRM and pipeline management systems are kept up to date. Manage tenders and the pitch process, injecting client perspective to develop clear USPs and deliver value in client conversations. Interact confidently at senior levels internally and externally, while collaborating with peers and teams across capabilities and global member firms. Set the standard for insight and opinions delivered to the client, matching client business issues with KPMG solutions. Demonstrate strong questioning, listening skills and the ability to see the bigger picture; be an effective networker with the ability to understand client needs. Maintain an external profile through social media and events; be mature in outlook with strong influencing skills and diplomacy. Maintain a positive and enthusiastic manner when dealing with a cross section of people; be well organized, detail-conscious, proactive, hard-working and resilient. Be flexible, able to work under pressure, self-driven, and known for delivering against commitments; ensure assets reach clients timely and effectively.
Measures of success
Gross sales by client / portfolio revenue growth Pipeline and client meeting volumes New relationships and strengthened relationships Feedback from clients, partners and colleagues; proud member of the Disability Confident employer scheme
Disability Confident Disability Confident: A Disability Confident employer will generally offer an interview to any applicant that declares they have a disability and meets the minimum criteria for the job as defined by the employer. It is important to note that in certain recruitment situations such as high-volume, seasonal and high-peak times, the employer may wish to limit the overall numbers of interviews offered to both disabled people and non-disabled people. For more details please go to. #J-18808-Ljbffr
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Location:
Ringway
Job Type:
PartTime

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