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Origination and Sales Manager

Date: Apr 21, 2021

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

Sales Manager

• Achieve individual and team revenue targets agreed for each fiscal year
• Build a deep understanding of assigned sub sector, build and deliver account plans and create business development and marketing initiatives to grow footprint and adoption
• Work across the Public Sector to understand and help meet the evolving policy and capability requirements of assigned Customers
• 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 inclusion

The Person

Essential:

• Experience in carrying a minimum £5m quota in a product sales environment
• A proven track record of achievement within a client-facing professional role with strong experience of closing deals
• Strong external, internal and partner stakeholder management and the ability to build networks effectively
• Thrive in a fast-paced, dynamic and evolving work environment
• Relationships and partnerships builder
• Outcome and execution focused
• Strong strategic skills
• Demonstrates curiosity and open mindedness to new ideas, approaches and perspectives
• 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 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
• 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

Desirable:

• Experience working with the Public Sector, Central Government
• Experience of working in a Learning /Education business


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