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Business Development Director - Corporates

Date: Jul 10, 2021

Location: London, United Kingdom

Company: KPMG UK

The Role

100% of Role as Business Development Director (BDD) for Corporates Coverage, working to support the Consumer Markets, Leisure and Retail sector

• 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

Roles & Responsibilities

Client relationships:

• Work on selected Corporates clients within the Consumer, Leisure and Retail sector
• 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)
• Client feedback

Skills, Experience and 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
• 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


Job Segment: Business Development, Manager, Retail Sales, Relationship Manager, Sales, Management, Retail, Customer Service