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Business Development Manager

Date: Jul 26, 2019

Location: Cambridge, United Kingdom

Company: KPMG UK


Function Information
You will be part of an established Sales and Marketing team in the London Region. The UK Sales Team is at the forefront of our efforts to establish, build and retain business within our selected markets.

Department Information
Sales is a high profile opportunity within KPMG. You will be playing a crucial role in driving 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.

Role and Responsibilities
The role will manage a portfolio of regionally based targets to drive relationships, raise awareness of KPMG’s brand, create opportunities, and oversee strategic proposals.

Your main internal points of contact will be with the local office Partners and Directors, Lead Partners and Sales Partners across the wider London region, and the local teams in the East Anglian offices. You will work to develop your own network and relationships at the clients, understand their issues and, from that, develop solutions and drive revenue.


Client relationships:

- 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
- Coordinate 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

Sales:

- Understand our 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 our sales process, client service meetings, client service reviews etc.
- 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
- 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 our network by encouraging/facilitating cross-functional involvement
- Act as a focal point for communications between the client and KPMG
- Leverage the internal talent pool by securing the best people for clients
- Facilitate communication amongst team members; develop client knowledge to encourage communication and discussion amongst the CST.
- Share knowledge of sales and relationship management, informally seeking opportunities to coach/mentor partners and emerging leaders
- Bring new ideas and methods to accounts and liaise with other team members to ensure that best practice is shared, client and regional intelligence is communicated, and the team has a good understanding of services that are selling well
- Understand our wider offerings and gain a good understanding of broader sector/client trends, issues, and needs
- 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

Proposals:

- Manage tenders and the pitch process, providing challenge and support. Ensure that our client knowledge is best represented, injecting 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.


Key Measures


- Net sales YTD – by client
- Growth v PY and v budget
- Pipeline YTD - with a focus on those programmes that you are driving
- New relationships you have initiated/developed and/or examples of existing relationships strengthened (including CRM scores)
- Feedback comments from Sales Partners, Sector Heads, Client Lead Partners, and clients


Competencies


- 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


Skills


- Extensive 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


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