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Sales Director - Healthcare

Date: Jan 10, 2021

Location: London, United Kingdom

Company: KPMG UK

KPMG is acknowledged as a leading advisor and professional services provider to the UK Healthcare industry with hundreds of professionals daily supporting our clients across the country. You will be joining a successful and growing team, who are looking to consolidate recent year on year growth and deliver a step change in the size and reach of our practice including growing international revenues. This is an exciting opportunity for talented individuals who are looking to grow their skills and abilities within a well-regarded and rapidly expanding team, offering clear progression opportunities.

We want passionate, articulate, driven people to join our team and help us to grow our brand, reputation and market share. We need a talented sales individual who will be involved in the strategic not the tactical, value not volume. This is a high-profile role within the team, requiring a balance of business development, sales origination and account management. We believe we are market leaders in promoting diversity and inclusion in the workplace and want to encourage applications from people of all backgrounds and cultures.

Take a look at our website with the link below to see “What Makes Us Different”


Role and Responsibilities

Market / Client Centricity

Your role will be to support the implementation of KPMG’s Healthcare Growth Strategy by establishing and developing client relationships particularly at a National level, working with proposition leads to articulate solutions, helping to close deals and generate profitable revenue growth. You will work closely with our healthcare Client Leads, Proposition Leads, healthcare advisory teams, our Business Development community and our marketing team.

- Work with healthcare advisory partners and directors to translate the Healthcare Growth Strategy into the annual business planning process to set in year implementation plans and KPIs across propositions, Regional Client Service Teams and National Account Plans.
- Implement and embed the Governance to implement and track progress with the delivery of the healthcare growth strategy including managing the Strategy Steer Co and the Strategy Partner Group ensuring that the strategy workstreams report progress in a consistent, timely and high quality manner with the right supporting management information, progress tracking and risk reviews to keep the strategy on track or recommend actions to do so.
- Drive a culture of accountability whilst maintaining and improving collaboration and team working to achieve growth targets together.
- Work with the healthcare marketing lead to grow and enhance our brand and reputation through increased use of social media and publication of thought leadership articles/blogs and organise and run sales origination and relationship events with clients and ensure return on investment is measured through deepened relationships and increased opportunity for KPMG to work with the clients.
- Lead and develop the Healthcare Sales Team which will include regional account leads, national account plan leads, knowledge management lead, bid support and partnership and alliances manager plus a dotted line to the marketing lead who sits in marketing.
- Identify and gather information on new client and sector issues through review of NHS policy, legislation, Government Comprehensive Spending Reviews, NHS Plans and via client meetings and share this effectively within the healthcare team to inform business development.
- Facilitate expansion of points of contact and relationships between KPMG and healthcare clients. Create, maintain and drive the execution of the national 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 and act as Client Lead Partner on key accounts.
- Develop peer relationships with client directors and senior management, and together with the healthcare partners and directors build national and regional C-suite level connections
- Actively seek opportunities to add more value to the client and feed this into the proposition leads to ensure our offers are market leading.
- Act as a role model for Business Development across healthcare in terms of both external behaviours, methodical and thoughtful approach to sales, and fully leveraging the KPMG sales support.
- Boost sales conversion through deploying rigorous sales processes and work with KPMG colleagues and Client Leads on pricing, contracting and negotiation, to win work across multiple channels.
- Act as a focal point for selling new propositions, working closely with the Client leads, Regional Account leads and other to drive specific agreed topics across the Performance Groups.
- Ensure all sales activities are consistent with KPMG account plan sales process, client service meetings, client service reviews etc.
- Provide visibility of sales pipeline by ensuring opportunity management systems are kept up to date.

Competencies:

- 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 healthcare client business issues and KPMG solutions and can match both effectively.
- 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 healthcare client needs at a National, Regional and local level
- 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 healthcare consultancy or related sales services or through a client-facing professional role
- Good interpersonal, organisational and communication skills
- Good knowledge of professional services organisations
- Excellent knowledge of Sales capabilities
- Good presentation skills
- Possess strong communication skills and be confident speaking 1-on-1 to senior clients and to larger groups


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