Business Development Senior Manager - Defence & Manufacturing
London, GB
6d ago

Job description

At KPMG, our values define who we are and the way we do business. As a leading professional services firm, we know that our strength and capability come from our people their different perspectives, experiences and backgrounds.

From our inclusive leadership strategy to our diversity and inclusion targets we’re making bold changes to who we are and what we do. Be part of it.

Role and Responsibilities :

100% of Role as Business Development Manager (BDM) for Corporates Coverage.

Key responsibilities within the BDM role :

Sales is a high profile opportunity within KPMG. 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 initially focus solely on clients within a specific sector to drive opportunities, relationships and revenue from service lines across the firm.

You will work to develop your own network and relationships at the client, understand their issues and, from that, develop solutions and drive revenue

You will work very closely with the Global Lead Partner (GLP) / Client Lead Partner (CLP) of key accounts and be a key member of the client service teams, ensuring that these teams optimise the opportunities for KPMG

Client relationships :

Work on selected Corporates clients, though please note that we have an immediate need to support Defence & Manufacturing and Consumer, Leisure and Retail clients

Identify and gather information on new client issues through primary (face-to-face / Teams) 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

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 the Client Service Team (CST) meetings, sharing best practice and seeking opportunities to raise profile externally

Sales :

Act as a role model for Business Development across Corporates

Focus on current issues to ensure that relevant 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 white space 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 the GLPs / CLPs 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 selling new propositions

Actively seek opportunities to add more value to the client, through cross-functional solutions

Provide visibility of sales pipeline by ensuring MSD pipeline management systems are kept up to date

Coach the team in sales best practice

Knowledge / communication :

Facilitate communication amongst team members; develop centre of client knowledge to encourage communication and discussion amongst the client team

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 the account 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

Act as a focal point for communications between client and KPMG team

Act with a Global Mindset to secure the best of KPMG is brought to bear for the benefit of the client

Key Measures :

Net sales YTD under the firm’s Revenue Credit Scheme

Growth of accounts v PY and v budget

Pipeline YTD (MSD and broader international opportunities) - with a focus on those programmes that you are driving

Pipeline conversion rate YTD

New relationships you have initiated / developed this year and / or examples of existing relationships strengthened (including CRM scores)

Competencies :

Be able to drive value-adding business conversations with clients

Sets the standard for insight and opinions delivered to the client - 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

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

Be well organised, detail-conscious, pro-active, hard-working, and resilient

Be flexible in their approach and able to work under pressure

Skills :

A track record within sales or a client-facing professional role, and understanding of professional services markets an advantage

Good interpersonal, organisational and communication skills

Good knowledge of professional services organisations

Experience of operating across Europe and globally a benefit

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

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