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Business Development Manager

Date: Nov 12, 2020

Location: London, United Kingdom

Company: KPMG UK

The Role

Sales is a high profile opportunity within KPMG. You will be playing a crucial role in helping to drive the Managed Services business forward and will be part of a dynamic team culture offering strong internal networks and support.

Your role will be to manage a number of targets to drive opportunities, relationships and revenue across Managed Services and the firm.

Working closely with senior management, you will work on MS propositions to support industry issues and liaise with IMG and NM colleagues to target new customer bases and generic processes that can apply across sectors.

The role will be required to lead on sales activity including working closely with the Solutions Architect, Bid and Transition Manager and Operational Delivery team to ensure that a targeted and cohesive proposal is prepared and delivered for each client RFP.

During the proposal process, you will take a lead and you must be able to work independently and able to assemble and manage teams to provide the appropriate response. This will involve building excellent relationships with a diverse number of people within KPMG. The opportunities for professional and personal development, as well as career progression, are significant.

Your stakeholder management, creativity, can-do attitude and excellent communication skills will be the key to success working within MS. You must be passionate and committed about business development and a confident self-starter.

We work in a very flat organisation structure, so you’ll need to be a strong negotiator, influencer and team player, used to managing multiple stakeholders in demanding time-critical situations.

The Business Development role is London-based, but there is an expectation for you to travel to client sites, our MS Operations centres (Leeds and New Delhi) and other KPMG UK offices, when needed. You will need to be able to coordinate the individuals providing input to any RFP response across multiple locations.

You will also be responsible for introducing new clients and relationships to KPMG, driving the sales culture within Managed Services and instilling rigour to the internal sales processes.

Roles and responsibilities

• Work collaboratively with the Senior Management Team throughout the bidding and pitching process
• Accurate forecasting of Managed Services future business to support the successful delivery of all projects
• Build professional relationships with internal and external customers, ensuring sales opportunities are maximised and enhancing KPMG’s reputation as an advisor of choice
• Achieve sales targets supporting the Managed Services strategic plan for growth
• To work within any of our UK offices, or on a customer site as needed
• Take a role in developing the capability of the MS Business Development team, sharing knowledge and supporting the development of other team members
• Managing multiple tasks and priorities
• Being passionate about areas of expertise, managing your own development by learning continuously from experience and seeking out development opportunities.
• A positive Can–Do attitude with a passion for Business Development
• Share knowledge; give constructive feedback and coaching/mentoring to other team members
• Team player with the ability to work within integrated, multi-disciplinary project teams
• Strong drive and resilience to overcome challenges or setbacks to achieve your team/project/client goals
• Communicates with impact, in a way that is open, honest, consistent and clear
• Act as a role model for Business Development across Managed Services
• Provide visibility of sales pipeline by ensuring SAP pipeline management systems are kept up to date
• Ensure that best practice is shared and client and regional intelligence is communicated
• Understand the wider offerings of the firm and gain a good understanding of broader sector / client trends, issues, needs, and potential applicability / relevance to Managed Services

Key Performance Indicators

• Commercial risk understood
• Adherence to bid approval process
• Proposals delivered to timescales
• Bid team resources managed effectively
• Conversion of bids to work won
• New relationships you have initiated/developed this year and/or examples of existing relationships strengthened (including CRM scores)
• Client feedback

The Person

Skills and Experience

• Proven track record in sales or in 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
• 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
• Clear vision of Managed Services tactical and strategic objectives
• Awareness of the FCA, CCA, Data Protection Act and other relevant legislation, procedures and processes
• Preferred background in Financial services industry, although not essential, with exposure to remediation, complaint handling, claims processing and conduct risk reviews in the UK
• Contributes and drives continuous improvement or transformation
• Stakeholder Management
• Planning & Organising
• Integrity
• Interpersonal Effectiveness
• Decision Making
• Customer Focused
• Commercially Focused
• Driving Results
• Accountability
• Creative thinking
• Flexible and responsive to change


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