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Business Development Manager – B Grade

Date: Mar 15, 2019

Location: London, United Kingdom

Company: KPMG UK

AutoReq ID142198BR
Job TitleBusiness Development Manager – B Grade
CountryUnited Kingdom
FunctionCoverage Central
Service LineCoverage Central
Service Line Information

KPMG OverviewKPMG is part of a global network of firms that offers Audit, Tax & Pensions, Consulting, Deal Advisory and Technology services. Through the talent of over 16,000 colleagues, we bring our creativity and insight to our clients’ most critical challenges.
With offices across the UK, we work with everyone from small start-ups and individuals to major multinationals, in virtually every industry imaginable. Our work is often complex, yet our vision is simple: to be the clear choice for our clients, for our people and for the communities we work in.

Job Description
Role and Responsibilities
You will be part of an established Banking Sales and Marketing team. The Banking Sales Team is at the forefront of our efforts to establish, build and retain business within our key Banking clients – you would be supporting one of our key accounts, in which we are seeking to further expand our footprint.

This is an exciting time for our Banking community; our Leadership Team are focused on increasing our growth across our client portfolio, including building out a stronger KPMG presence across a number of key Banking clients. To do this effectively, we need dynamic Business Development Managers to help expand our Banking footprint in the market.
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 manage two key accounts, building relationships and driving opportunities and revenue across our Banking teams. 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
Working across all functional areas of your clients, you will be responsible for developing new relationships and identifying new opportunities, including where we can align our specialisms to client requirements. You would be required to spend 70% of time in the market at your clients’ sites (with some international travel potentially required), covering the below responsibilities:

- 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 broad range of client contacts
- Personally lead development of those relationships where KPMG has no existing relationship
- 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 key influencers by attending events, hosting internal sales meetings and managing Client Service Teams (CSTs), sharing best practice and seeking opportunities to raise profile externally

- In addition to developing relationships within your clients, you will be a key supporter of the Sales process. These responsibilities will include:
- Understanding KPMG’s approach to managing the sales pipeline
- Act as a role model for Business Development across Banking
- In conjunction with the Banking Sector Head drive the creation, and lead the execution of, a focused targeting plan to develop our relationships and optimise our 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
- Boost sales conversion through deploying rigorous sales processes, pricing, contracting and negotiation, to win work across multiple channels
- Actively seek opportunities to add more value to the client, through cross functional solutions
- Ensure major opportunities/actions from account plans are reviewed and challenged regularly
- Coach teams in sales/proposal best practice
- Build a strong and extensive external network, raising your profile with key individuals
- Knowledge/communication/coaching
- As a key interface between our clients and our KPMG team, you will be a focal point of communications, bringing new ideas / offerings to your accounts, and liaising with other account team members to ensure best practice is shared. You will leverage your KPMG network to facilitate cross-functional involvement, and share client and regional involvement. You will develop a strong understanding of KPMG offerings, sector trends and issues, to understand potential applicability to your accounts, and inform the broader team of which services are selling well.
- You will provide sales forecasts by involving all functions that can add value to the account, including working on behalf of services that the client doesn’t buy in order to open the door.

Good academics / degree (2:1) an advantage

- Demonstrates the following competencies and experience expected of a Senior Manager:
- Able to drive value adding business conversations with clients
- Experience of sales or a client facing professional role working within or with the Banking sector, and understanding of professional services markets an advantage 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
- Effective networker with ability to understand client needs
- Naturally curious thinker with ability to understand concepts and with relevant industry experience
- Effective influencing skills (internal and with client) and diplomacy
- Practical but can think strategically
- Highly organised, detail conscious, proactive, hardworking, and resilient
- Be flexible in their approach and able to work under pressure
- Interpersonal, organisational and communication skills including presentation skills
- Possess excellent communication skills and be confident speaking to large groups
- Deep understanding of services, and relevant content across the firm, in order to create a fully multidisciplinary approach

Our Deal

Flexible Working

Our employees have many varied work schedules to suit their individual needs!

Our intelligent working options range from role sharing and flexible start and finish times, to home working and more informal arrangements agreed within teams.

Check out examples of KPMG employees enjoying different working patterns on our website and please do share your own individual requirements with us.

Applying with a DisabilityAs a member of the Business Disability Forum we're committed to ensuring a great experience for colleagues with a disability. Should you be successful after the initial application stage, please discuss any adjustments that you may require with your recruitment contact.

KPMG's commitment to diversity

We are proud of the value we place on individuality. We want you to bring your full self to work and maximise your potential. KPMG is a place where everyone can thrive, whatever their gender, ethnicity, disability, sexual orientation and socio-economic background.

Policy for Agencies

KPMG has a commitment to sourcing candidates directly and as such we do not accept speculative CV’s from agencies. Please check here to see our policy on agencies: Policy

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