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Account Manager - Banking - 12 Month Maternity Cover

Date: Oct 22, 2021

Location: London, United Kingdom

Company: KPMG UK

The Role

Working with the Account team 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) and CLP are fully supported. The individual will be comfortable leading, managing, influencing and will need to be proactive.

Account strategy
• Develop the initial account vision and strategy and share with the CLP to develop that into plan for the CST
• Understand the client’s key areas of focus and issues and how KPMG’s offerings map to these
• Compile and share with the CLP 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
• 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 an onboarding pack for new CST and engagement team members
• Train KGS to keep CRM and SharePoint up-to-date, used for storing and sharing account information
• Work with KGS to regularly update the CST website and other communication tools (e.g. Newsletters) and other relevant communications to promote activity on the account
• Develop strong relationships wider global CST where applicable
Client relationships
• Take a leading role in the development of a relationship strategy and plan that drives the profitable growth of the Account
• Ensure KGS keep the client key stakeholder list up to date, track client meetings and capture meeting notes
• Ensure there is regular connectivity with and coordination across the KPMG account on existing relationships. Identify key relationships you can own and develop
• Act as the key contact for the client’s Procurement, Legal and other key functions at the client to develop positive relationships
• Drive the end to end sales process including working with CLP to initiate qualification assessment through to contracting and payment
• Support the established pursuit/fields of play and key propositions, particularly those which require cross-functional co-ordination
• Support the CLP/CST with bid activity
• Be proactive in having sales orientated conversations with procurement, making them aware of KPMG’s new service offerings
• Cascade successes and case studies to CST to encourage cross selling and sharing of best practices.
• Ensure that our responses to RFPs make the best use of the KPMG sales tools available
• Manage KGS to provide quarterly Client Voice reports
• Support with win/loss debriefs with the client following a major RFP decision
Framework Agreements/MSAs and Risk Management
• Support the CLP in preparation of legal, rates and fee negotiations with client procurement
• In liaison with Contracts Unit, ensure framework agreement, master services agreements, contracts, T&Cs, statements of work etc are reviewed and agreed
• Ensure compliance with KPMG’s risk management processes including client acceptance, continuance and Sentinel
• KGS to regularly review marketing distribution lists and update as appropriate.
• Work with the Marketing Manager to design client-specific events to support the account’s key pursuit activity
• Report regularly against the clients account strategy, highlighting areas of over- and under-performance
• Coach KGS to regularly report on the financial position on the account and chase queries – pipeline, sales, WIP, provisions, debts, EP%, BD spend
People management
• Coach and mentor to junior account team members including KGS
• 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
• Act as the central point of contact for issues and queries arising from the client and from our teams working with the client. Ensure they are handled promptly and effectively

The Person
• Can provide compelling and well thought out solutions to problems of moderate complexity
• Ability to proactively engage with others, including building constructive relationships within the firm and especially within client service teams
• Excellent at internal and external stakeholder management and communication skills, both written and oral
• 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
• Have strong financial and strategic skills
• 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 making decisions independently, yet informs and consults others regularly on relevant matters
• 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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