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Business Development Manager - Restructuring

Date: Nov 29, 2018

Location: London, United Kingdom

Company: KPMG UK

AutoReq ID139445BR
Job TitleBusiness Development Manager - Restructuring
CountryUnited Kingdom
LocationLondon
FunctionDeal Advisory
Service LineRestructuring
Service Line InformationIn Restructuring our clients and wider stakeholders vary considerably and include corporates (from mid-market to blue-chip), lawyers, hedge funds, lenders, PE houses, and public sector organisations.

Our service offerings develop in line with market demands and include advice on:
- Insolvency - both execution and advisory
- Exit planning and implementation
- Cash management - both crisis and strategic
- Lender advisory
- Corporate financial restructuring
- Operational restructuring, including turnaround, planning and implementation
- Impaired loan advisory services
- Chief restructuring officers
- Insurance solutions - insolvency services aimed exclusively at insurance companies.

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
The Role

KPMG Restructuring is widely regarded as the leading Restructuring practice in the UK, involved in all aspects of stakeholder / lender side advisory work (including support with financial restructurings), company side advisory and formal insolvency. The team provide services to a full spectrum of businesses from small owner managed concerns through to large multinationals and also a wide range of work with public sector organisations. Our clients vary considerably but early involvement, often facilitated via our network of stakeholders/intermediaries is becoming increasingly important in winning work.

Our Business Development team work alongside internal customers (Senior Management and Partner group) to proactively grow, strengthen and develop our relationships with external clients, stakeholders and intermediaries across Network Channels such as:

- KPMG UK Firm (outside of Restructuring)
- Banks
- Asset based lenders
- Lawyers
- Pension trustees
- Credit insurers
- Executive Solutions network
- Alumni
- Private equity

We are investing in our Sales and Business Development function within Restructuring and have created a new Manager level role that would provide a candidate with a fantastic opportunity to help transform and improve how we engage with our Network Channels. This role will provide a candidate with significant opportunity for face time with KPMG partners and directors, both within Restructuring and across the wider firm nationally and will materially raise their profile with our Leadership.

Roles and Responsibilities

The successful candidate, acting under the direction of the Head of Sectors, Sales and Business Development (“HoSSBD”) will lead the provision of support offered by a growing Business Development (“BD”) Team in the delivery of the business plans for our channels / networks. Key aspects of the role will include:
- With support from the D and E grade resource in the London BD Team, implementing a robust standardised framework for tracking, reporting and positively influencing the relationship management activity of the Partner/Director group nationally on an ROI basis. This will include:
- Capturing network population data and relationship ownership (at the individual level) to ensure coverage, highlighting ‘gaps’ as appropriate;

- Securing ‘value’/’priority’ assessments from internal relationship owners on a structured/consistent basis and validating this against independent data points, e.g. Work Origination Register

- Facilitating timely recording of relationship management activity (meetings/events) and highlighting discrepancies to agreed frequency parameters

- Producing regular reporting packs for each Network Channel to help ‘hold the business to account’ on coverage, spend and value

- Supporting the HoSSBD and occasionally deputising for him on national Network Channel calls

- Ensuring relevant ‘collateral’ and ‘currency’ appropriate to each network is actively distributed and used and feedback obtained
- Overseeing D and E grade resource in the London BD Team as they undertake planning, co-ordination and delivery of significant nationally important Restructuring channel interfacing events and meetings, e.g. annual guest speaker dinner, INSOL, etc.
- Engaging with D and E grade resource in the BD Team nationally (all regions) to ensure all BD spend over £1,000 individually is captured, recorded and correctly apportioned to the relevant network and key client organisations.
- Overseeing the annual BD Budget process and managing the production of monthly reporting for the Restructuring Leadership with budget variance analysis of BD spend by Pipeline Management Group (6 national teams).
- Taking responsibility for the maintenance of a high level of performance in relation to the above by gathering, collating and acting on feedback regularly from both internal customers and external channel contacts
- Promoting and supporting increased usage of internal communication and knowledge sharing across channels. Originating and/or co-ordinating the production of certain internal and external newsletters.

Qualifications and Skills

- ACA or equivalent
- You will have very strong analytical and reporting skills and be comfortable collating and developing large data sets and producing high quality reports for review by partner/director level
- You will be an outgoing person with good people and communication skills, able to confidently and articulately deal with partner/director level colleagues and third parties.

Experience and Background

- You will have a substantial client facing Restructuring experience and ideally will have a good working knowledge of a range of our service lines across insolvency, financial restructuring and performance improvement categories
- You will be familiar with the Network Channels listed above and have had some direct experience in liaising with two or more, e.g. in an engagement delivery capacity or in a business development setting
- You will have experience of leading calls/meetings involving either partner/director level colleagues internally or client management externally
- You will have experience of managing, coaching and developing E and D grade resource, will have good time management and excellent organisational skills together with the ability to prioritise tasks across a small team to ensure that deadlines are met.
- You will be capable of working both independently and as part of a team.

Our DealIf the chance to work with interesting clients and innovative technology wasn’t rewarding enough, we’ll motivate you in other ways too. At KPMG you can expect real responsibilities and opportunities to grow professionally.


‘Our Deal’ sets out all the different ways you’ll be rewarded at KPMG. Among other things you can benefit from honest conversations about your career as well as a range of other rewards. In all these ways and more, we have created an environment that can bring out the best in you.

Flexible WorkingWhile some of our client-facing professionals can be required to travel regularly, and at times be based at client sites, we are supportive where possible of helping you to achieve a balance between your home and work demands.

We are happy to discuss individual requirements and our range of flexible working arrangements could be of interest. Furthermore, as part of the recruitment process, we can put you in touch with people who work flexibly so you can understand from them what our culture is like.

Applying with a DisabilityKPMG are proud to be an inclusive, equal opportunity employer and we seek to attract and retain the best people from the widest possible talent pool. As a member of the Business Disability Forum we're committed to ensuring that you are treated fairly throughout our Recruitment Process. Should you be successful after the initial application stage, please discuss any reasonable 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 truly maximise your potential. We believe that your individuality helps us to deliver the best results for our clients. Diversity of background, diversity of experience, diversity of perspective - that's the KPMG difference. But, don't take our word for it, find out more about diversity at KPMG.



Returning to work after a break
At KPMG, we appreciate that returning to work after an extended career break can be daunting. We understand that those with experience who have taken a career break have a wealth of experience and knowledge to offer our organisation, which helps us to achieve our business goals. We will support you to refresh your skills, develop your confidence and provide a supportive network across the firm to help you best integrate into the working environment. This role welcomes applications for individuals who have been out of work for 18 months or more and who have previous relevant experience.

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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