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Sector Business Development Associate

Date: Nov 9, 2021

Location: London, United Kingdom

Company: KPMG UK

Role tile

: Sector Business Development Associate





Grade

: C or High Performing D grade





Department

: Corporates Coverage





Coverage group

: Corporates Coverage Central





Location

: London





Time requirement

: Permanent






Role and Responsibilities






The role of the Sector Business Development Associate is to provide support to the Telecoms, Media & Technology Sector Lead within one of our 5 Corporates Markets coverage groups. Working with the Sector Lead and Account Executive within the market group, to manage the day to day activity within the sector and drive momentum and support the overall strategy. The role with be split 25% on Business Development and 75% on strategic initiatives and operational support. The individual will be proactive and be


able to demonstrate strong commercial acumen and good knowledge of KPMG’s services.






Client Relationships/Sales




Develop an understanding of Business Development across Corporates, and ensure all sales activities are consistent with “Successful Selling” approach ensuring the correct sales discipline.





Attend at least one client meeting per week either on your own or with a colleague





Work on selected Corporates CML&R clients with the best opportunity for growth. For agreed upon accounts:





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 appropriate and agreed with CLP) where KPMG has no existing relationship, introducing and supporting connections for specialists to then win work





Assist in the Identification of white space at client and individuals to target. Lead on developing and driving plans





Provide visibility of sales pipeline by ensuring opportunity management systems are kept up to date





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





Work with the CLP to manage the RFP process ensuring deadlines are met.





Provide high level account support including reporting, CSTs, strategy and business planning





Strategic initiatives




With support from KGS, produce weekly analysis, insights & status updates of top opps /wins /losses, encouraging teams to collaborate and maximise cross selling opportunities.




Guide project teams through correct processes (MarketEdge, Deal boards, etc)




Track service line penetration and progress against strategy e.g. whitespace exercises, PESTLE analysis, introducing and tracking propositions, connecting teams as needed




Support on proposition specific campaigns (firm wide as well as sector specific)




Act as go-to person for the sector, dealing on a weekly basis with requests for credentials, sector collateral, pitch and account support.




Act as mentor to onshore individuals as well as our Junior AM in India (weekly check-ins)





Financial performance & management




Drive the yearly account planning across the sector, running the process and having first discussions with CLPs and some CSTs.




Manage quarterly reforecasts and support quarterly Account Connect sessions




Regular check ins and challenge sessions with capability heads and CLPs on priority & managed accounts to discuss financial performance




Use the Top Wins/Opportunities/Losses to have discussions directly with CLPs, ELs and EMs to maximise win rate, cross selling opportunities, and knowledge and learning sharing




Monthly session with finance team to discuss sector performance, flagging any issues where necessary




Work with KGS to provide support re pipeline clean ups and forecasting on specific accounts and where needed, completing analysis on sub-sectors, capabilities as well as individual accounts (YTD comparisons, analysis of BD hrs, etc)






Operational efficiency




Plan (supported by KGS) and often chair bi-weekly internal call attended by all sector Lead Partners & Directors




Manage bi-weekly sector report with KGS support, ensuring all follow ups are actioned including pipeline clean ups, flagging any issues with BD time, closing the loop on client voice feedback, etc




Ensure bad debts are minimised, using KGS support where necessary




Establish close relationships with counterparts globally (bi-weekly catch up with Global Sector Exec and US Exec) to discuss key global accounts, top opps, trends, etc.




Review BD spends and allocation and challenge where required




Review DFC spend and subscription requests to minimise costs





Comms, Events & Marketing




With support from Sector Lead’s PA, lead design, organisation and running of internal events and comms




Work with Global Head on organisation of onshore and offshore conferences and events including client comms, venue logistics, etc




Work with UK marketing team to review all deliverables and ensure successful delivery of sector comms strategy to marketing assets are leveraged




With the support of KGS manage internal intranet as well as regularly update our external website




Support development of sector thought leadership





Skills, competencies and experience required




Strong questioning and listening skills with ability to see the bigger picture





Effective networker with ability to understand client needs





Ability to proactively engage with others, including building constructive relationships within the firm




Able to work with discretion due to the sensitive nature of the role




Have excellent organisation skills with a very high degree of accuracy and attention to detail




Demonstrate a tolerance for ambiguity, ability to work under pressure and manage conflicting priorities




Be comfortable making decisions independently, yet informs and consults others regularly on relevant matters




Solid understanding of the sales processes (or willingness to quickly upskill) (CRM, MarketEDGE etc)




Be confident interacting at the most senior levels internally and externally, while at the same time able to interact well with peers





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






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