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Manager – Regional Account Manager - UK Wide

Date: Jan 7, 2021

Location: London, United Kingdom

Company: KPMG UK

The Team

KPMG is acknowledged as a leading advisor and professional services provider to the UK Healthcare industry with hundreds of professionals daily supporting our clients across the country. You will be joining a successful and growing team, who are looking to consolidate recent year on year growth and deliver a step change in the size and reach of our practice including growing international revenues. This is an exciting opportunity for talented individuals who are looking to grow their skills and abilities within a well regarded and rapidly expanding team, offering clear progression opportunities.

The Role

This role is to join our UK Healthcare practice as a Regional Account Manager working with the Client Lead Partner (CLP) for the Region and Health and Human Services (HHS) team to manage day to day activity on the account and drive momentum and profitable growth on the account ensuring the delivery teams and CLP are fully supported. The individual will proactively manage and grow the account and needs to have strong leading, managing and influencing skills. The role sits within the HHS Sales and Marketing team reporting to the DHSC Account Manager and will ensure cross selling and alignment across the DHSC and Regional accounts.
Responsibilities include:
Account strategy
• Take the lead in developing the Regional account vision and strategy along with the CLP, CST and HHS partner and director group in the Region.
• Develop the strategy into a plan that contributes to achieving the Sunrise strategy and revenue targets for the region.
• Develop and maintain sales and revenue forecasts and action plans to achieve regional targets.
• Understand the client’s key areas of focus and issues and how HHS fields of play and offerings map to these
• Compile and share with the CLP and wider HHS team intelligence and news, vendor competitor intelligence and market analysis and identify how this could open up opportunities at the client
• Upholding KPMG’s values of diversity and inclusion and acting with integrity
Account Management
• Be the source of knowledge and information on Regional developments by horizon scanning opportunities and threats and sharing intelligence / knowledge/best practice with HHS team members to better enable them to support client’s needs and ensure consistent approach in KPMG's service delivery model to the client
• Drive forward momentum and organisation on the account by regular liaison with individual HHS members
• Keep CRM and SharePoint up-to-date, used for storing and sharing account information including making it a live system for all RFP responses and proposals documents, contracts, rate cards, engagement letters and invoices
• Use internal and external communication tools (e.g. Newsletters, thought leadership, social media) to increase awareness and grow the account
• Own and keep up to date the client key stakeholder list and track client meetings
• Ensure there is coordination of existing relationships and identify, put in place a plan to manage coverage gaps and identify key relationships you can own and develop
• Track and register new key client contacts within a suitable time period
• Meet with key procurement contacts regularly and provide for that meeting an overview of KPMG’s current engagements with the client, our key pursuits and our ‘value added’ activity.
• Support the wider team in addressing issues and queries arising from the client and from our teams working with the client.
Sales
• Support the CLP and engagement leads to initiate qualification assessment through to contracting and payment
• Drive forward the established pursuit/fields of play particularly those which require cross-functional co-ordination
• Enable cross fertilisation of information, ideas and competitor insight across regional teams.
• Provide support and challenge to the pitch team, inject the client perspective, apply lessons learned from previous proposals and opportunities and ensure that the proposal team understands the scoring criteria for the response
• Bring business development opportunities to the account by identifying gaps in KPMG’s coverage of clients key areas of focus and issues and ensure that ideas and solutions are proactively developed and communicated to the client by members of the CST to maximise competitive advantage
• Be proactive in having sales orientated conversations with procurement, making them aware of KPMG’s new service offerings
• Work with the Marketing Manager to design client-specific events to support the account’s key pursuit activity
• Ensure that our responses to RFPs make the best use of the KPMG sales tools available including MarketEDGE, Commercial team support and Negotiation team support
• Develop quarterly Client Voice reports for the CLP to summarise what we are doing well on the account and what we could be doing better.
• Support win/loss debriefs with the client following a major RFP decision
Risk and Financial Management
• Support CLP and Engagement Leads to prepare for legal, rates and fee negotiations with regional clients procurement
• Ensure compliance with KPMG’s risk management processes including client acceptance, continuance and Sentinel.
• Report regularly against the Region’s account strategy, highlighting areas of over- and under-performance
• Produce reports on the financial position on the account including pipeline, sales, WIP, provisions, debts, EP%, BD spend
Team management
• Work with the HHS Accounts management team members with input from HHS Partner and Director group in helping shape and influence direction of travel for the Regional account.

The Person
We expect that you will have a proven track record of managing and growing complex client accounts and relationships or equivalent
Experience of:
• Building relationships at a senior level both within KPMG/ equivalent and externally with clients
• Strong NHS networks and/or the ability to build networks quickly
• Working within the NHS/ DHSC/NHSE/I and delivering Consultancy projects for the NHS
• Influencing at the most senior levels, whilst at the same time able to interact well with peers and junior team members
• Driving forward growth in a market/account
• Proactively shaping role and organising and scheduling own projects and workload, working under pressure and managing many conflicting priorities
Skills and knowledge of the following:
• Able to think strategically and foresee opportunities and threats in the market that will impact on the account.
• Excellent organisational skills with a very high degree of accuracy and attention to detail to pull together a plan to support delivery of the account strategy.
• Understanding of KPMG’s services and relevant content across the various HHS fields of play and offering in order to create a fully multi-disciplinary go-to-market approach
• Able to identify and translate complex data including numerical data into insights

4 roles - 1x North, 1x South, 1x Midlands, 1x London


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