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Date: Sep 15, 2021

Location: London, United Kingdom

Company: KPMG UK

Job Title - Manager, Market Development (Conversion)
Type of Hire - Secondment, 24 months

KPMGI Group Context and Background

Global Clients & Markets is focused on enabling growth through a sector-led focus, and a proven go to market approach; equipping our Global Lead Partners to increase their win rates and improve client experience. Sitting at the center of our matrix organization (between Geographies, Sectors and Functions), the work of Global Clients & Markets is central to achieving our Vision of becoming the Clear Choice.

The Market Development team will deliver on the firm’s Growth and Trust ambition by driving execution, consistency and efficiency of sales and go to market processes, driving a strong and consistent sales culture, increasing our win rate on global opportunities and delivering a compelling and consistent client experience across the firm. Market Development supports Global Lead Partners and their teams with the ability to leverage the right resources, solution, knowledge and processes to ensure KPMG wins by delivering brand defining work at brand defining clients.

The Conversion Center of Excellence focuses on achieving the Firm’s growth strategy by improving the win rate of brand defining opportunities, critical drivers are:

Qualifying opportunities that are commercially viable and, in our clients’, best interest
Using Pipeline to supports commercial decisions and enables our collaborative strategy
Deploying a structured Global Pursuit Process using consistent methodologies and tools
Continually evolving with internal and external feedback

Role Summary

The Manager, Market Development role manages the Global Market Development Conversion Center of Excellence and related communities, working with the Director, Conversion. In addition, this role will also work with the other two Directors to help drive the strategic conversion program, Must Win, and Market Development strategic initiatives such as digitalization of KPMG Way solutions.

Key Accountabilities

% of Time - Accountability:

35% Global Pursuits Center of Excellence (COE)

Drive/ lead the Global Pursuits COE and community to create consistency in the go to market approach to pursuits and share best practices:

Consult and coach member firm’s pursuit leads / PMOs to help drive consistency of approach, professionalize pursuit capabilities and drive adoption and implementation of the Global Pursuits process and tools.
Engage and develop the Global Pursuits community to drive effective collaboration on strategic pursuits, example on Must Win/ Retain Program, sharing insight from win/loss, best practices and new approaches. Also designing the strategy, agenda and format for MarketEDGE Master’s community calls
Stakeholder management with regional markets teams to ensure alignment in strategies for communities and key pursuits initiatives.
Digitalize GPP assets around best practices for pursuit management.
Lead the innovation / globalization of pursuits best practices /tools

20% Must Win/ Must Retain Global Account Portfolio

Project managing the convert phase and underpinning program of activities to support Global Sector Heads, GLPS and Regional teams who have identified the win / retain priority accounts.
Designing and delivering with the Director the presentation for GASG, GMT and Board
Stakeholder management with global sector executives, global account managers and members of the Global Leadership team to ensure clarity in the process and deadlines are met.

20% MarketEDGE Methodology and Community

Support the Conversion Lead to drive the implementation and adoption of MarketEDGE in member firms and regions. Key activities include

Designing the strategy, agenda and format for MarketEDGE Master’s community calls
Integrate MarketEDGE best practice across Global Pursuits Process ensuring the methodology is not a stand-alone solution for stakeholders.
Refresh the facilitator and coach model and help to drive further embedding of these champions in regions and Big 8 member firms. This required consulting and coaching the respective individuals

25% Market Development Strategic Initiatives

Working with the MD directors on the following strategic initiatives:

(1)Managing Collaboration and Knowledge engagement to
enhance how we capture and share innovations from across the network
leverage and refine portals, resource center and teams to support the new reality ways of working for Market Development with our stakeholders

(2)Priority initiatives
Working with the MD directors on the design and development of presentations for key stakeholder meetings. Acting as a sounding board on the format, design and messaging.
Supporting the GCM team in monthly meetings -chairing (rotation) & providing the format discipline to drive collaboration
Other initiatives coming from the Global Clients & Markets Market Development transformation

Technical Skills & Qualifications

A strong track record of effective Project and/or Program Management experience, preferably within KPMG;
Pursuit Manager experience on large pursuits
Experience of the KPMG commercial environment through sales, business development would be highly beneficial.
Strong Microsoft software skills – including MS Outlook and Word, Excel and ideally advanced level PowerPoint.

Description of level of Qualifications

Solid educational background and qualifications. Degree or formal business qualification preferred.

Experience & Knowledge

The successful candidate is likely to have/be able to demonstrate:

Good interpersonal skills, able to engage, build networks and relationships across both within and beyond key communities and also with key stakeholders and internal clients;
Efficient and highly organized, and able to calmly and effectively juggle multiple projects and tasks with minimal guidance and take responsibility for own work;
Experience of working in a high pressure, professional, international working environment, ideally within KPMG;
Strategic and forward thinking: able to understand the big picture and wider firm strategic agenda;
Proven communication skills, with the ability to present information in a clear and effective manner;
Positive attitude and team spirit in delivering excellent client service;
Strong analytical skills and a proactive approach to problem solving.

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