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SAP Business Development Director

Date: Aug 30, 2021

Location: London, United Kingdom

Company: KPMG UK

SAP Sales (Business Development) Manager
Role and Responsibilities:
Your role will be to focus on Corporates and National Markets clients to develop and sell SAP opportunities, build client relationships to deliver profitable revenue from service lines across the firm.
You will work to develop your own network and relationships at the client, understand their issues and, from that, develop cross-service line solutions and drive incremental profitable revenue. You will work closely with the SAP capability Lead.
Managing the full sales process from lead generation to close • Building relationships within the SAP ecosystem • Building a medium-long term sales strategy for future growth
Client relationships:
- Work on selected Corporates and National Markets clients with the best opportunity for growth Spend majority of time in meetings and calls with clients
- Identify and gather information on new client and sector issues through meetings, and share this effectively within capability group
- Facilitate expansion of points of contact between KPMG and the client. Create, maintain and drive the execution of the relationship map and plan to develop many to many contacts.
- Personally lead development of those relationships where KPMG has no existing relationship, introducing and supporting connections for specialists to then win work
- Develop peer relationships with client senior management, and together with the Sector Lead build Board and ExCo level connection
- Co-ordinate client relationship events and ensure return on investment is measured through deepened relationships and increased opportunity for KPMG to work with the client
Sales:
- Act as a role model for Business Development across the firm in terms of both external behaviours, methodical and thoughtful approach to sales, and fully leveraging the KPMG sales support
- Focus on current issues to ensure that relevant time sensitive solutions and ideas are communicated to clients using internal network to identify KPMG’s angle and develop a proposition to take to the client
- Identify white space at the client and individuals to target. Lead on developing and driving plans
- Boost sales conversion through deploying rigorous sales processes, pricing, contracting and negotiation, to win work across multiple channels
- Ensure all sales activities are consistent with KPMG account plan sales process, client service meetings, client service reviews etc.
- Act as a focal point for selling new propositions, working closely with the Capability Lead to drive specific agreed topics across the Sector
- Actively seek opportunities to add more value to the client, through cross-functional solutions - Provide visibility of sales pipeline by ensuring opportunity management systems are kept up to date
Knowledge/communication:
- Bring new ideas and methods to the account and Sector, and liaise with other account team members to ensure that best practice is shared, client and regional intelligence is communicated and the team has a good understanding of what services are selling well
- Understand the wider offerings of the firm and gain a good understanding of broader sector / client trends, issues, needs, and potential applicability / relevance across own portfolio
- Act as a focal point for communications between client and KPMG team
- Act with a Global Mindset to secure the best of KPMG is brought to bear for the benefit of the client
Competencies:
- Strong SAP background, 15+ years selling and delivering SAP-enabled solutions to medium-large blue-chip (FTSE 250+) clients. Able to credibly build and explain business cases for this type of work to senior Client partners across business and IT.
- Be able to drive value-adding business conversations with clients which challenge their thinking and position KPMG effectively
- Sets the standard for insight and opinions delivered to the client - knowledgeable on both client business issues and KPMG solutions and can match both effectively through assimilation.
- Be confident interacting at the most senior levels internally and externally, while at the same time able to interact well with peers
- Strong questioning and listening skills with ability to see the bigger picture
- Effective networker with ability to understand client needs
- External profile through social media and events
- Mature in outlook, with strong influencing skills (internal and with client) and diplomacy
- Positive and enthusiastic manner in dealing with a cross section of people
- Be well organised, detail-conscious, pro-active, hard-working, and resilient
- Be flexible in their approach and able to work under pressure Skills: - a track record within sales either directly or through a client-facing professional role
- Good interpersonal, organisational and communication skills
- Good knowledge of professional services organisations
- Good presentation skills
- Possess strong communication skills and be confident speaking 1-on-1 to senior clients and to larger groups


Job Segment: Business Development, Manager, SAP, Consulting, Sales, Management, Technology