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Pursuit Manager

Date: Mar 5, 2019

Location: London, United Kingdom

Company: KPMG UK

AutoReq ID136066BR
Job TitlePursuit Manager
CountryUnited Kingdom
FunctionKPMG Business Services
Service LineMarket Development
Service Line Information

KPMG OverviewKPMG is part of a global network of firms that offers Audit, Tax & Pensions, Consulting, Deal Advisory and Technology services. Through the talent of over 16,000 colleagues, we bring our creativity and insight to our clients’ most critical challenges.

With offices across the UK, we work with everyone from small start-ups and individuals to major multinationals, in virtually every industry imaginable. Our work is often complex, yet our vision is simple: to be the clear choice for our clients, for our people and for the communities we work in.

Job Description
Job title: Pursuit Manager
Country: United Kingdom
Location: London
UK Service Line: Sales & Marketing – National Pursuit Team
Job Description Full time permanent

KPMG is committed to enabling and empowering its people to win new business effectively and efficiently. The National Pursuit Team (NPT) spearheads the KPMG pursuit approach - designed to change the bid culture across the firm, drive winning behaviours and win more pursuits. To achieve this we create and embed new tools, develop and implement appropriate communications and run training programmes. Within the Sales and Marketing function, we provide the information, tools, support and challenge required to identify, win and retain clients and to deploy our high performing sales team to win our most wanted opportunities.

Each regional area has ring-fenced NPT resource to support the ‘National Markets’. Within National Markets – London a second Pursuit Manager is required to support the large and diverse region – working on strategically important pursuits whilst ensuring the business is equipped to efficiently and appropriately respond to opportunities and win.

This is a full time role based in KPMG’s Canada Square office, however the pursuit manager will be required to support colleagues in other regional offices - Gatwick, Milton Keynes, Watford and Cambridge.

Position purpose:
In the role of Pursuit Manager for National Markets – London, establish and manage the pursuit process in detail to support the pursuit team and Lead Partner. This position will predominantly manage significant pursuits in the London region across audit, advisory and tax (often more than one at the same time).

Provide advice and some challenge across all major elements of the pursuit process including maintaining action plans, developing pursuit timelines with key milestones, supporting and developing the client contact plan, proposal design and production, attend value proposition sessions and provide quality check. The Pursuit Manager will have sound knowledge of the pursuit sales methodology across all stages of the pursuit process and implement pursuit best practice.

Key responsibilities:

- Actively contribute to the execution of the pursuit sales methodology including all sessions on value proposition, competitor analysis, sales strategy and lessons learnt.
- Develop and drive a project management plan with critical milestones. The project management plan should be coordinated with the client events calendar
- Ensure all team members have a clear understanding of their roles, deliverables and timeframes. Drive the process such that team members meet agreed deadlines
- Co-ordinate resources and all sessions, establish and drive the project management plan for the engagement team throughout the entire pursuit
- Ensure key messages are incorporated into all client materials and conduct a compliance check against the client’s formal request and a quality check against document quality checklist
- Work with pursuit team members and the design team to prepare all pursuit collateral
- Collaborate and engage with the design team to prepare concepts that will support key messages, materials required for the client contact plan, drive and communicate timelines for deliverables and provide a seamless process
- Guide team on commercial, legal, quality and risk obligations and wider firm interactions where appropriate
- Attend regular training and meetings with the NPT team to ensure consistent best practice is applied to pursuits and knowledge is shared
- Build strong relationships with Business Development community and contribute to the internal reporting and identification process to ensure NPT maintain a strong pipeline
- Provide ad hoc support and pursuit guidance as required
- Advocate use of KPMG pursuit proposal tools and processes and help to continue to embed this within NM-London.
Required experience:

- Significant demonstrable experience in pursuit project management role and a track record of being critical to the winning of business opportunities
- A deep understanding of the pursuit process and the ability to leverage relevant prior learnings and experience
- Strong project management skills and the ability to prioritise, set and meet deadlines
- Some creative skills and the ability to express them in writing and verbally
- Ability to develop working relationships with the most senior people across the firm
- Very strong organisation skills, initiative and proactive approach
- Ability to work under pressure, show determination and persistence and take a pragmatic approach
- Resilient and aptitude to be a critical member of a committed, focused team.


- Big 4 / Professional services experience
- Diploma or degree qualified (business or marketing) or equivalent

Our DealIf the chance to work with interesting clients and innovative technology wasn’t rewarding enough, we’ll motivate you in other ways too. At KPMG you can expect real responsibilities and opportunities to grow professionally.

‘Our Deal’ sets out all the different ways you’ll be rewarded at KPMG. Among other things you can benefit from honest conversations about your career as well as a range of other rewards. In all these ways and more, we have created an environment that can bring out the best in you.

Flexible WorkingWhile some of our client-facing professionals can be required to travel regularly, and at times be based at client sites, we are supportive where possible of helping you to achieve a balance between your home and work demands.

We are happy to discuss individual requirements and our range of flexible working arrangements could be of interest. Furthermore, as part of the recruitment process, we can put you in touch with people who work flexibly so you can understand from them what our culture is like.

Applying with a DisabilityKPMG are proud to be an inclusive, equal opportunity employer and we seek to attract and retain the best people from the widest possible talent pool. As a member of the Business Disability Forum we're committed to ensuring that you are treated fairly throughout our Recruitment Process. Should you be successful after the initial application stage, please discuss any reasonable adjustments that you may require, with your recruitment contact.

KPMG's commitment to diversity

KPMG consistently features in the Sunday Times Best Big Companies to work for, which has been recognised with a special achievement award to mark our 10 years in the Top 25. We are proud of the value we place on individuality; we want you to bring your full self to work and truly maximise your potential. We believe that your individuality helps us to deliver the best results for our clients. Diversity of background, diversity of experience, diversity of perspective - that's the KPMG difference. But, don't take our word for it, find out more about diversity at KPMG.

Returning to work after a break

At KPMG, we appreciate that returning to work after an extended career break can be daunting. We understand that those with experience who have taken a career break have a wealth of experience and knowledge to offer our organisation, which helps us to achieve our business goals. We will support you to refresh your skills, develop your confidence and provide a supportive network across the firm to help you best integrate into the working environment. This role welcomes applications for individuals who have been out of work for 18 months or more and who have previous relevant experience.

Policy for Agencies

KPMG has a commitment to sourcing candidates directly and as such we do not accept speculative CV’s from agencies. Please check here to see our policy on agencies: Policy

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