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Origination and Sales Lead

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 Lead is responsible for developing and driving business development strategies while engaging with existing client senior stakeholders to better understand client needs and collaboratively develop solutions. They will work across our existing learning client portfolio as well as supporting learning sales with new clients. The Learning Delivery Partner will also support team members by supervising the development and implementation of account management plans, managing the deal pipeline and delivering an accurate and timely sales forecast.

The Origination and Sales Lead will be passionate about adding value and proactively engaging with clients 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.

As a team leader, 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
- Edit / draft large tender documents to make sure the key messages come through clearly, the tone is consistent throughout and follows our style guidelines, and there are no grammatical errors in sight
- Write executive summaries to capture the key proposition in a clear, concise way
- Help structure our responses to address our customer requirements and tell a compelling story
- Interview Partners/Directors to get content, where necessary and then use this content to write compelling sales propositions
- Help to build a best practice library of bid content
- Challenge our internal teams to think differently about their communications – both from a content point of view and tone of voice
- 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 teamSales Lead
- 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 targets agreed for each fiscal year
- Build a deep understanding of assigned departments, build and deliver account plans and create business development and marketing initiatives to grow footprint and adoption
- Identify the most effective learning related interventions to support customer professional and strategic priorities
- Develop deep and extensive client 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


- Exposure to 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
- A proven track record of achievement within a client-facing professional role with strong consulting experience of closing and delivering complex interventions
- Experience in carrying a minimum £5m quota
- Have a strong understanding of sales, engagement and business development processes
- Proven and successful experience leading and closing complex deals and bids
- Coaching sales team in sales best practice
- Strong commercial and risk acumen
- Requirements analysis and solution building
- Business case analysis, ROI reporting and impact analysis
- Challenges assumptions and validates information
- Agenda setting and event management
- 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
- Accreditation from academic or professional institutesDesirable:

- Coach the team in sales best practice
- Ability to close large
- A suitable candidate will also have proven and successful experience leading a training and development department complex deals
- Demonstrate experience in designing training materials

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