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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 has plans to grow significantly in response to client demand. Our existing portfolio includes a range of existing contracts across the Civil Service, NHS, and Local Government, and our growth plan requires the acquisition of new learning clients outside this contract portfolio.

The IGH Learning Sales Lead is responsible for overseeing these strategic learning pursuits in line with the Connected Learning business plan. They will provide strong client engagement and account management in execution of our major learning pursuits in IGH. They are responsible for managing and motivating the Sales team to drive client engagement, proactively meet client needs, successfully build relationships with client stakeholders, and achieve annual growth and sales targets. Strong leadership skills and the ability to engage, challenge, communicate and inspire confidence in leadership and a track record of successfully leadership of a large team in a sales environment are essential.

The Sales Lead must also possess strong client management skills and an ability to build relationships and understand and meet client needs and expectations in order to ensure the achievement of sales. They must be able to understand and leverage the full spectrum of KPMG’s capabilities by proactively building and maintaining strong internal strategic networks.

The 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

- Overall responsibility for driving IGH strategic learning pursuits and bids to achieve revenue targets in line with the Connected Learning business plan
- Overall responsibility for the design, development and execution of a business development strategy and supporting pursuit plan(s)
- Cultivate a high performing and trusted sales team, recognised by our clients for adding real value in responding to their capability needs and challenges
- Lead the team to activate the sales strategy and achieve business plan targets
- Foster personal relationships with senior stakeholders across Infrastructure, Government, and Healthcare to lead the development of large-scale learning opportunities
- Collaborate with KPMG account teams working within the public sector
- Understand and leverage the full spectrum of KPMG’s capabilities by proactively building and managing strong strategic networks.The Person

Essential:

- Experience of leading and winning sales pursuits with a value of >£10m and managing complex multi-disciplinary bid teams.
- Experienced sales lead and sales function leadership
- Strong Learning, People and Change Management experience; including but not restricted to Learning as an enabler for organisation change, policy implantation, capability and talent programmes, performance management and professional development
- Ability to network with clients, building strong insight into their business objectives, drivers and needs. Able to shape solutions with empathy to these needs.
- Exceptional senior stakeholder management and the ability to build networks effectively
- Ability to collaborate and integrate sales pursuits as part of a wider client engagement strategy
- Ability to interpret and work effectively with financial information
- Formal Sales, Pursuit and/or Bid Management training preferable
- Extensive experience of strategic sales with Government, Healthcare, and Infrastructure organisations
- Continually working towards a culture of inclusion
- Prior experience of Learning and Development preferable


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