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Senior Commercial Manager

Date: May 9, 2021

Location: London, United Kingdom

Company: KPMG UK

Function Information

Joining KPMG means joining a talented team of exceptional colleagues who bring innovative thoughts and a natural curiosity to the work they do each day. No one type of person succeeds at KPMG; a diverse business requires diverse personalities, characters and perspectives.

KPMG provides a multi-disciplinary market offering. Market Development is a driving force for sustainable sales growth for the Firm. It focuses on how the Firm can originate and convert client opportunities, making sure such arrangements are commercially viable and profitable, and to ensure they are building enduring, sustainable retained market relationships. Our focus is on creating demand, building capability in our people and enabling sales through the KPMG Way, the Firm’s global framework for business development.

The Market Development function builds the Firm’s brand and reputation and provides the information, tools, support and challenge required to identify, win and retain clients and to deploy our high performing sales and marketing team to win our most important opportunities.

Role and Responsibilities

The Commercial Management team exists to grow the Firm’s ability to build long term commercially resilient and profitable relationships with clients. This is achieved by leveraging our in-depth understanding of major clients bid processes and providing advice on positioning fees, tender responses and working with client procurement teams.

The role will operate across National Markets with a focus on the Infrastructure, Government and Healthcare sector.

Key activities to lead on:
- Provide commercial guidance and support on engagement opportunities including those of £10m upwards
- Undertake discussions and commercial negotiations with KPMG clients concerning engagements and framework agreements. Play lead role using own experience and judgement on key commercial issues.
- Influence and up skilling Partners, Directors and Client Service Teams on how to structure commercial frameworks and approach negotiations
- Build and takes ownership, and manage the structuring, preparing and facilitating of commercial proposals.
- Owns client discussions and build long-term customer relationships (including negotiating service levels, commercial arrangements and supporting Partners and Directors)
- Identify and lead on opportunities to improve commercials on existing contracts, MSAs and proposals. Does this by also ensuring that the team hold reviews on completion of projects to identify lessons learned and enhance future quality and commercial planning.
- Guide on participation in competitive tendering processes, including client use of eAuctions and take a lead on developing alternative commercial models.
- Regular review of pipeline reporting, identifying and analysing opportunities for commercial involvement, taking responsibility for larger and higher risk projects.
- Provides advanced technical know ledge and direction using in depth understanding of the public sector (including Public Contract Regulations) to optimise how the firm works with clients across IGH.
- Support Commercial Management Leadership team in the continuous evolution of the Commercial Management function. Takes personal leadership for creating innovative solutions which strengthen business performance and differentiate KPMG from our competition.
- Development and leveraging of market intelligence, taking responsibility for sharing this with Client Service Teams and Client Lead Partner
- Promote profile and impact internally and externally. Does same for wider team.
- Build strong and productive relationships with stakeholders. This includes recognising the importance of the wider political landscape for the IGH business.

- Degree & MBA – desirable
- Member of Chartered Institute of Purchasing and Supply (CIPS) or international equivalents – desirable

Required Skills and Behaviours
- Able to demonstrate substantial procurement experience with a proven track record in public sector or quasi public sector role (such as large infrastructure organisation or similar).
- A commercially minded individual who is culturally aligned to KPMG values and understands the delicate balance required to succeed in a partnership.
- Strong interpersonal skills and proven track record of working with others. This includes experience of navigating complex / political environments and shows the ability to clearly represent KPMG’s values and ethical standards.
- Entrepreneurial spirit, yet able to collaborate and share best practice with both the Commercial Management team and wider stakeholder community
- Resilient influencing skills developed through previous procurement and commercial roles, ideally in a public sector background.
- Confident and assured style with ability to adapt to the context Mind-set – understands the need for this function to exist within KPMG and can appreciate the scope responsibility, size and potential of the role
- Stakeholder Management – demonstrates influence and appropriate gravitas towards KMPG account leaders and the Business Development Community.
- Providing thought leadership to develop commercial propositions that support the strategic business imperative.
- Demonstrable approach to continuous development of their commercial acumen.
- Experience of working and dealing with Professional Services
- Demonstrable understanding of wider commercial activities which include:
- Competitive procurement practices and their varied routes to market, including those unique to the public sector, understanding the operation of Framework Agreements, DPS and similar
- Master Services Agreement Rate cards
- Contracts structure and governance, including the public oversight to key critical contracts
- As a small and agile team there will be an expectation and opportunity to work across coverage areas and support colleagues as the workload and demand arises, including where appropriate deputising for the Commercial Director

Reporting to
- Reporting to the Commercial Director for National Markets and IGH.
- Functional reporting to other members of Commercial Management leadership group

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