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Senior Pursuit Manager

Date: Dec 4, 2018

Location: London, United Kingdom

Company: KPMG UK

AutoReq ID140129BR
Job TitleSenior Pursuit Manager
CountryUnited Kingdom
FunctionKPMG Business Services
Service LineMarket Development
Service Line Information

KPMG OverviewKPMG is part of a global network of firms that offers Audit, Tax & Pensions, Consulting, Deal Advisory and Technology services. Through the talent of over 16,000 colleagues, we bring our creativity and insight to our clients’ most critical challenges.

With offices across the UK, we work with everyone from small start-ups and individuals to major multinationals, in virtually every industry imaginable. Our work is often complex, yet our vision is simple: to be the clear choice for our clients, for our people and for the communities we work in.

Job DescriptionOverview

To help KPMG win the most significant opportunities it pursues, the National Pursuit Team (NPT) executes a KPMG pursuit approach that is designed to build a more robust sales culture, drive winning behaviours and win more pursuits. Striving for continuous improvement, our approach embeds and refine pursuit tools, better connects the firm to provide enhanced solutions to client issues, and provides training to increase the confidence and capability of the firm to pursue opportunities.

Purpose of the role

As a London-based NPT Senior Pursuit Manager you will manage significant pursuits across the UK. Your responsibilities will include facilitating training, coaching and mentoring offshore and onshore resources, and sharing knowledge and best practice across the team/firm.

To be successful, you will have a track record of delivering high impact, high value support on short-, medium- and long-turnaround opportunities. This includes, for example, a dvising and challenging in all areas of the pursuit process such as qualification, pursuit and client contact plan development, storyboarding, proposal design and production, and quality assurance. In addition you should demonstrate an ability to manage stakeholders at all levels to drive quality outcomes, exhibit a growth mindset to continuously improve and apply innovative thinking to explore how to create impactful client experiences throughout the pursuit lifecycle.

Key responsibilities

- Advise partners, senior staff and others across the pursuit process whether providing full-support or consulting interventions on key pursuits.
- Help develop pursuit collateral that takes input from, for example, stakeholder analysis, value proposition, competitor analysis and sales strategy.
- Coach and mentor all levels of the firm on pursuit process best practices.
- Support the NPT Pursuit Directors and any partners or directors leading the highest-value pursuits and lead other qualified pursuits with content, writing, connecting to other support (e.g. commercial, client insights and design) as required.
- Drive the process with teams to meet agreed deadlines, including clearly communicating roles, responsibilities, deliverables and timeframes.
- Identify and involve key individuals from Market Development to increase win probability.
- Incorporate key messages into all client materials and provide challenge to improve these.
- Guide pursuit teams on commercial, legal, deal board and qualification frameworks, quality and risk obligations and wider-firm interactions.
- Collaborate with the NPT language and design team to prepare all pursuit and client meeting collateral and manage key stakeholders’ expectations of the design and production process.
- Work with the design team on concepts that will support key messages. Shortlist the concepts and present to the Pursuit Directors or Lead Partner/Director for approval.
- Conduct a compliance check against the client’s RFP or ITT request, adhering to any portal or digital restrictions and internal pursuit requirements tracker.
- Consistently use proposal tools and processes available on the NPT collaboration site.
- Engage offshore pursuit team to drive efficiency and shared learning.
- Provide significant guidance to the team to maintain a high quality and efficient pursuit process.
- Proactively foster communication in the team and across the firm.

Required experience

- Diploma or degree qualified (business or marketing)
- Previous experience in sales or pursuits is essential
- Pursuit project management experience essential
- Experience in a professional or financial services desirable
- Defence pursuit experience preferred
- Excellent writing and communication skills

The Senior Pursuit Manager will need to have

- A comprehensive understanding of the pursuit process and the ability to leverage relevant prior learnings and experience
- Strong project management skills and the ability to prioritise, set and meet deadlines
- Ability to develop working relationships with the most senior people across the firm
- Very strong organisation skills, initiative and proactive approach
- A strong sense of urgency and flexibility
- The ability to present complex and difficult messages skilfully. Also, the ability to produce writing that uses clear, precise and persuasive language
- Ability to work under pressure, show determination and persistence
- Attention to detail and resourceful.
- A track record of being critical to the winning of business opportunities

Our DealIf the chance to work with interesting clients and innovative technology wasn’t rewarding enough, we’ll motivate you in other ways too. At KPMG you can expect real responsibilities and opportunities to grow professionally.

‘Our Deal’ sets out all the different ways you’ll be rewarded at KPMG. Among other things you can benefit from honest conversations about your career as well as a range of other rewards. In all these ways and more, we have created an environment that can bring out the best in you.

Flexible WorkingWhile some of our client-facing professionals can be required to travel regularly, and at times be based at client sites, we are supportive where possible of helping you to achieve a balance between your home and work demands.

We are happy to discuss individual requirements and our range of flexible working arrangements could be of interest. Furthermore, as part of the recruitment process, we can put you in touch with people who work flexibly so you can understand from them what our culture is like.

Applying with a DisabilityKPMG are proud to be an inclusive, equal opportunity employer and we seek to attract and retain the best people from the widest possible talent pool. As a member of the Business Disability Forum we're committed to ensuring that you are treated fairly throughout our Recruitment Process. Should you be successful after the initial application stage, please discuss any reasonable adjustments that you may require, with your recruitment contact.

KPMG's commitment to diversity

We are proud of the value we place on individuality; we want you to bring your full self to work and truly maximise your potential. We believe that your individuality helps us to deliver the best results for our clients. Diversity of background, diversity of experience, diversity of perspective - that's the KPMG difference. But, don't take our word for it, find out more about diversity at KPMG.

Returning to work after a break
At KPMG, we appreciate that returning to work after an extended career break can be daunting. We understand that those with experience who have taken a career break have a wealth of experience and knowledge to offer our organisation, which helps us to achieve our business goals. We will support you to refresh your skills, develop your confidence and provide a supportive network across the firm to help you best integrate into the working environment. This role welcomes applications for individuals who have been out of work for 18 months or more and who have previous relevant experience.

Policy for Agencies

KPMG has a commitment to sourcing candidates directly and as such we do not accept speculative CV’s from agencies. Please check here to see our policy on agencies: Policy

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