Business Development Manager - Reading
KPMG goes to market on a multi-disciplinary basis, leveraging insights to provide a broad range of solutions and services to assist our clients in meeting their business objectives and addressing areas of greatest challenge.
Within the Sales and Marketing function, we provide the information, tools, support and challenge required to identify, target, secure, retain and grow with our target clients, and initiate, pursue and win high-profile opportunities for the firm.
Role and Responsibilities
You will be part of an established Sales and Marketing team in the Reading region. The UK Sales Team is at the forefront of our efforts to establish, build and retain business within our selected markets.
You will be playing a crucial role in helping to drive the business forward and will be part of a dynamic team culture offering strong internal networks and support.
Your role will be to manage a defined portfolio of targets in the region to drive opportunities, relationships and revenue across the firm.
You will work to develop your own network and relationships at the clients, understand their issues and, from that, develop solutions and drive revenue.
The role will manage a portfolio of regionally based targets to drive relationships, raise awareness of KPMG’s brand, create opportunities, oversee strategic proposals and, ultimately increase revenue.
Work on a diverse portfolio of targets focused on creating relationships and new opportunities. A portfolio is likely to consist of 20-30 accounts
Spend 80% of time in the market at clients’ sites and with clients
Identify and gather information on new client issues through primary (face-to-face) meetings
Facilitate expansion of points of contact between KPMG and the client. Create, maintain and drive the execution of the relationship map and plan to develop many to many contacts.
Personally lead development of those relationships where KPMG has no existing relationship
Develop peer relationships with client staff and procurement teams
Co-ordinate client relationship events and ensure return on investment is measured through deepened relationships and increased opportunity for KPMG to work with the client
Identify and build relationships with regional influencers by attending events, hosting internal sales meetings and managing Client Service Teams (CSTs), sharing best practice and seeking opportunities to raise profile externally
Understand KPMG’s approach to managing the sales pipeline and converting opportunities
Act as a role model for Business Development across agreed portfolio and Region
In conjunction with key colleagues support the creation, and lead the execution of, a focused targeting plan to develop our relationships and optimise revenues / opportunities
Focus on current issues to ensure that time sensitive solutions and ideas are communicated to clients using internal network to identify KPMG’s angle and develop a proposition to take to the client
Identify opportunities at the client and individuals to target. Lead on developing and driving plans
Boost sales conversion through deploying rigorous sales processes, pricing, contracting and negotiation, to win work across multiple channels
Work with and across functions and functional partners to enhance sales efforts. Agree sales strategy to penetrate the account, assign ownership for relationships with key stakeholders and ensure appropriate visibility at board level.
Ensure all sales activities are consistent with KPMG account plan sales process, client service meetings, client service reviews etc.
Act as a focal point for articulating and selling new propositions
Actively seek opportunities to add more value to the client, through cross-functional solutions
Provide visibility of sales pipeline by ensuring SAP pipeline management systems are kept up to date
Ensure major opportunities / actions from account plans are reviewed and challenged regularly
Coach teams in sales / proposal best practice
Build a strong and extensive external network, raising your profile with key businesses and multipliers, including sector specialists, lawyers, banks, etc.
Knowledge / communication / coaching
Leverage KPMG network by encouraging and facilitating cross- functional involvement
Act as a focal point for communications between the client and KPMG team
Leverage the internal talent pool by securing the best people for your clients
Facilitate communication amongst team members; develop client knowledge to encourage communication and discussion amongst the CST.
Share knowledge of sales and relationship management by informally seeking opportunities to coach and mentor partners and emerging leaders
Bring new ideas and methods to accounts and liaise with other account team members to ensure that best practice is shared, client and regional intelligence is communicated and the team has a good understanding of what services are selling well
Understand the wider offerings of the firm and gain a good understanding of broader sector / client trends, issues, needs, and potential applicability / relevance across own portfolio
Provide sales forecasts by involving all functions that can add value to the account, including regular meetings with all functions involved with the account.
This includes working on behalf of services that the client doesn’t buy in order to open the door
Manage tenders and the pitch process, providing challenge and support. Ensure that our client knowledge is best represented, and inject the client perspective into the process.
Ensure that our responses to RFPs score well. This includes developing clear client USPs that support the strategic direction of KPMG with that organisation / authority.
Qualification and Skills
Able to drive value-adding business conversations with clients
Tangible income generation evidence
Sets the standard for insight and opinions delivered to the client, as is knowledgeable on both client business issues and KPMG solutions and can match both effectively through assimilation.
Be confident interacting at the most senior levels internally and externally, while at the same time able to interact well with peers and other more junior members of the team
Strong questioning and listening skills with ability to see the bigger picture
Effective networker with ability to understand client needs
Good thinker with ability to understand concepts and with relevant industry experience
Mature in outlook, with strong influencing skills (internal and with client) and diplomacy
Positive and enthusiastic manner in dealing with a cross section of people
Practical but can think strategically
Be well organised, detail-conscious, pro-active, hard-working, and resilient
Be flexible in their approach and able to work under pressure
Experience of sales or a client-facing professional role and understanding of professional services markets an advantage.
Good interpersonal, organisational and communication skills
Good presentation skills
Possess excellent communication skills and be confident speaking to large groups
Good working knowledge of Function, Lines of Business
Strong understanding of services, and relevant content across the firm, in order to create a fully multi-disciplinary approach