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Senior Manager - Account Manager for DHSC - UK Wide

Date: Jan 7, 2021

Location: London, United Kingdom

Company: KPMG UK

The Team

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 are keen to recruit talented people who have the energy and drive to succeed in a dynamic and challenging environment and who have a passion for delivering excellent service and building strong relationships in healthcare.
The team works in an agile and flexible manner, with plenty of opportunities to develop new skills and gain new knowledge. We are keen to support and develop our people to enable them to be the best they can be.
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.

The Role

This role is to join our UK Healthcare practice as the Department of Health and Social Care Account Manager working with the Client Lead Partner (CLP) and Health and Human Services (HHS) team to manage day to day activity on the account and drive momentum and profitable growth on the account ensuring the delivery teams and CLP are fully supported. The individual will proactively manage and grow the account and needs to have strong leading, managing and influencing skills. This role is part of the HHS sales and Marketing team and will report to the HHS Sales director and will lead the HHS Accounts management team of 4 Regional Account Managers to ensure cross selling and alignment across the DHSC and Regional accounts.
Responsibilities include
Account strategy
• Take the lead in developing the DHSC account vision and strategy along with the CLP and HHS partner and director group.
• Support the CLP in forecasting sales and revenue for the DHSC account across the various fields of play with action plans to manage growth targets.
• Understand the client’s key areas of focus and issues and how HHS fields of play and offerings map to these
• Compile and share with the CLP and wider HHS team intelligence and news, vendor competitor intelligence and market analysis and identify how this could open up opportunities at the client
Account Management
• Drive forward momentum and organisation on the account by regular liaison with individual HHS members
• Keep CRM and SharePoint up-to-date, used for storing and sharing account information including making it a live system for all RFP responses and proposals documents, contracts, rate cards, engagement letters and invoices
• Use internal and external communication tools (e.g. Newsletters, thought leadership, social media) to increase awareness and grow the account
• Track and register new key client contacts within a suitable time period
• Meet with key procurement contacts regularly and provide for that meeting an overview of KPMG’s current engagements with the client, our key pursuits and our ‘value added’ activity.
Sales
• Support the CLP and engagement leads to initiate qualification assessment through to contracting and payment
• Drive forward the established pursuit/fields of play particularly those which require cross-functional co-ordination
• Enable cross fertilisation of information, ideas and competitor insight across regional teams.
• Provide support and challenge to the pitch team, inject the client perspective, apply lessons learned from previous proposals and opportunities and ensure that the proposal team understands the scoring criteria for the response
• Bring business development opportunities to the account by identifying gaps in KPMG’s coverage of clients key areas of focus and issues and ensure that ideas and solutions are proactively developed and communicated to the client by members of the CST to maximise competitive advantage
• Work with the Marketing Manager to design client-specific events to support the account’s key pursuit activity
• Ensure that our responses to RFPs make the best use of the KPMG sales tools available including MarketEDGE, Commercial team support and Negotiation team support
Risk and Financial Management
• Support CLP and Engagement Leads to prepare for legal, rates and fee negotiations with client procurement
• Ensure compliance with KPMG’s risk management processes including client acceptance, continuance and Sentinel.
• Report regularly against the clients account strategy, highlighting areas of over- and under-performance
Team management
• Agree team goals and objectives with the 4 Regional account managers.
• Ensure alignment and cross fertilisation/ selling between the strategies of the regions.
• Develop and share best practice tools and techniques in managing and growing accounts and standardise processes and approach where appropriate whilst allowing for differences driven by client needs, targets and priorities.
• Performance manage and coach Regional account managers

The Person
We expect that you will have a proven track record of managing and growing complex client accounts and relationships
Experience of:
• Building relationships at a senior level both within KPMG/ equivalent and externally with clients
• Strong NHS networks and/or the ability to build networks quickly
• Working within the NHS/ DHSC/NHSE/I and delivering Consultancy projects for the NHS
• Influencing at the most senior levels, whilst at the same time able to interact well with peers and junior members of the team
• Building, leading and managing a team to driving forward growth in a market/account
Skills and knowledge of the following:
• Able to think strategically and foresee opportunities and threats in the market that will impact on the account.
• Excellent organisational and project management skills with a very high degree of accuracy and attention to detail to pull together a plan to support delivery of the account strategy.
• Understanding of KPMG’s services and relevant content across the various HHS fields of play and offering in order to create a fully multi-disciplinary go-to-market approach
• Able to communicate in an effective and compelling way to large groups
• Able to identify and translate complex data including numerical data into insights
• Coaching and people development skills

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