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Account Manager - MOD

Date: Jul 21, 2021

Location: Leeds, United Kingdom

Company: KPMG UK

The Team

The team come together with a shared purpose of being a force for good, playing a role in keeping our country and communities safe.

MOD engagements bridge the public and private sectors, involving all Connected Businesses. There is an ambitious and exciting strategy including transformation, digital and managed services.

A passion for defence is a prerequisite but prior defence experience is not. Spread across the UK, the team are committed to hybrid working.

The Role

Working with the Account team, Account Director and Client Lead Partner (CLP) to manage day to day activity on the account and drive momentum and profitable growth on the account ensuring the Client Service Team (CST), Account Director and CLP are fully supported. The individual will be comfortable leading, managing, influencing and will need to be proactive.

Account strategy

Support the development of the account vision and strategy working with the account leadership

Understand the client’s key areas of focus and issues and how KPMG’s offerings map to these

Compile and share with the CLP, Account Director and wider CST client intelligence and news, vendor competitor intelligence and market analysis and identify how this could open up opportunities at the client

Account Management

Be the source of knowledge and information for the entire CST and act as the ‘connector’ on the CST, liaising with team members sharing intelligence / knowledge/best practice to better enable them to support client’s needs and ensure consistent approach in KPMG's service delivery model to the client

Track, monitor and support on pursuits, PQQs and ITTs across the account ensuring a collaborative and timely approach

Ensure momentum and organisation on the account by regular liaison with individual CST members, organisation of the agenda/preparing the CST packs/participation at CST meetings

Develop account materials for the CST and engagement team members which will help them understand the client quickly and how they work

Ensure the broader account team keep CRM up-to-date for all opportunities and engagements ensuring that it is the source of record for all financial matters

Support the development of internal reporting requirements for Corporates, KPMG International and other ad-hoc reporting and presentations

Keep the account Team site up to date, used for storing and sharing account information including proposals documents, contracts, rate cards and other critical information

Work with the broader account to develop an internal engagement strategy for the account, keeping the Team site up to update and developing other communication tools (e.g. Newsletters) and other relevant communications to promote activity on the account

Provide support to the account director on the administration of the defence eco-system

Financial Reporting and Analysis

Report regularly against the account strategy, highlighting areas of over and under-performance

Coach the dedicated finance team member to regularly report on the financial position on the account and chase queries – pipeline, sales, WIP, provisions, debts, EP%, BD spend

Support the engagement teams to ensure that financials are current in CRM, identifying and addressing any potential financial issues at an early stage


Drive the end to end sales process including working with Account Director and CLP to initiate qualification assessment through to contracting and payment

Enable cross fertilisation of information, ideas and competitor insight across pursuit teams and the wider account team

Support the CLP, Account Director and CST with bid activity. Provide support to the pitch team by providing relevant MOD context, apply lessons learned from previous proposals and opportunities and ensure that the proposal team understands the KPMG requirements and available support

Collate credentials and case studies and manage access to the resource library

Ensure that our responses to RFPs make the best use of the KPMG sales tools available including MarketEDGE, NPT, Commercial team support and Negotiation team support

Work with the account team to provide quarterly Client Voice reports to summarise what we are doing well on the account and what we could be doing better. Review this before it goes to CLP for sign-off

Support with win/loss debriefs with the client following a major RFP decision

Framework Agreements/MSAs and Risk Management

Support the CLP, Account Director and engagement leaders in preparation of legal, rates and fee negotiations with client procurement

Ensuring that appropriate materials about the MOD and CCS frameworks are available for the account team to access in support of pursuits, PQQs and ITTs

Help to ensure compliance with KPMG’s risk management processes including client acceptance, continuance and Sentinel


Work with the Account Director and Marketing Manager to design and deliver a marketing strategy leveraging the key KPMG campaigns across social media, digital and events.

Support the broader account team to draft content for marketing which summaries KPMG’s activity with and value add to the client

People management

Coach and mentor to junior account team members

Work closely with CLP PA, particularly regarding meeting scheduling.

Be an active member of the wider Account Management community in order own, share and develop best practice in Account Management with the aim of raising the overall quality of service delivered from the Account Managers

Skills, competencies and experience required

Numerate with a strong analytical ability, capable of digesting complex data sets and synthesising into simple analysis

Can provide compelling and well thought out solutions to problems of moderate complexity

Excellent internal stakeholder management and communication skills, both written and oral

Ability to proactively engage with others, including building constructive relationships within the firm and especially within client service teams

Confident at using PowerPoint and Excel

Demonstrate strong commercial acumen and good knowledge of KPMG’s services

Able to work with discretion due to the sensitive nature of the role and exposure to classified information.

Ability to obtain UK security clearance (requirement for UK residency and citizenship, no requirement to have been born in the UK)

Have excellent organisation skills with a very high degree of accuracy and attention to detail

Demonstrate a tolerance for ambiguity, ability to work under pressure and manage conflicting priorities

Establish and maintain strong relationships, especially at a senior level across a matrix model organisation and clearly articulate messages to a variety of audiences and influence at a senior level

Be comfortable exercising judgement, understanding when decisions can be made independently and when they should be escalated

Solid understanding of the sales processes (CRM, MarketEDGE etc) and risk management processes (client acceptance, continuance and Sentinel)

Forward looking with a holistic approach and be good at problem solving and root cause identification skills

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