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Origination and Sales Business Partner

Date: Nov 20, 2020

Location: London, United Kingdom

Company: KPMG UK

The Team

Our public sector learning business covers our work with our clients from across Infrastructure, Government and Healthcare (IGH), and includes our award-winning work with the Civil Service, NHS, Transport, and Local Government as well as our growth strategy to take on new learning clients.

The Origination and Sales Business Partner is responsible for supporting the sales team in the developing profitable new business. Collaboratively working as part of the new business team to develop solutions. They will work across our existing learning client portfolio as well as supporting learning sales with new clients. The Origination and Sales Business Partner will also support team members by constructing business cases to assess the profitability of proposed solutions and working closely with our suppliers to ensure a value for money proposition for our clients. The will also support the team maintain the deal pipeline and delivery of an accurate and timely sales forecast.

The Origination and Sales Business Partner will be passionate about adding value and proactively engaging with clients and suppliers to address current and potential issues, working with internal networks to improve our service offering, and developing analytics, data, reporting, and insights to drive product development and client engagement activities.

The Origination and Sales Lead must embody KPMG’s values, act as a role model, and build commitment and belief toward the accomplishment of the team’s goals.

The Role

Origination Partner

- Manage the end to end proposal process, including obtaining the relevant information from key stakeholders from work streams across the Connected Learning team.
- Prepare commercial evaluation of new business proposals and identify risks and required mitigations to protect KPMG reputation.
- Write executive summaries to capture the key proposition and risks in a clear, concise way.
- Help to build a best practice library of bid content.
- Challenge our internal teams to think differently and apply alternative commercial propositions to improve margin.
- Be the champion of a clearer and simpler style of writing across sales and promote this style across KPMG UK.
- Proactively share creative ideas around language and solutions across the Connected Learning team.Sales Partner

- Work across the Civil Service and Public Sector to understand and help meet the evolving policy and capability requirements of assigned Customers
- Achieve individual and team revenue and contribution targets agreed for each fiscal year
- Build a deep understanding of assigned departments, build and deliver account plans and create value for money solutions to grow footprint and adoption
- Identify the most effective learning related interventions to support customer professional and strategic priorities
- Develop deep and extensive client and supplier relationships built upon a thorough understanding of our client’s business needs and capability challenges
- Boost sales conversion through the deployment of rigorous sales processes, pricing, contracting and negotiation to win work
- Develop, respond to and manage responses to RFPs and bid requirements
- Prioritise work and to meet deadlines in a demanding environment
- To actively fulfil people leadership responsibilities within the Connected Learning team, including through performance management of designated appraises and support to wider team
- Able to work with discretion due to the sensitive nature of the role
- Continuously working towards a culture of inclusionThe Person

Essential:

- Exposure to supporting sales/winning work in a competitive process in order to understand best practice in this area.
- Teamwork: ability to collaborate with others in own team and across boundaries; acknowledges others' contributions; works effectively with individuals of different culture and gender; willing to seek help as needed.
- Have excellent writing/editing skills and ability to clearly explain linguistic concepts within a text.
- Have meticulous attention to detail.
- Experience working with the Public Sector, Central Government
- Excellent client and supplier management skills
- A proven track record of achievement within a client-facing professional team with strong commercials skills
- Have a strong understanding of sales, engagement and business development processes
- Proven and successful experience leading and closing complex deals and bids
- Strong commercial and risk acumen
- Business case analysis, ROI reporting and impact analysis
- Challenges assumptions and validates information.
- Superior influencing, negotiation and communication skills
- Excellent organizational skills
- Superior presentation and proposal development skills
- Actively engages externally and internally in order to address their views/concerns
- Thrive in a fast-paced, dynamic and evolving work environment
- Relationships and partnerships builder
- Outcome and execution focused
- Strong financial and strategic skills
- Strong external, internal and partner stakeholder management and the ability to build networks effectively
- Demonstrates curiosity and open mindedness to new ideas, approaches and perspectives.
- Strong excel skillsDesirable:

- A suitable candidate will also have proven and successful experience leading a training and development department complex deals


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