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Sales Executive - KPMG Learning - UK Wide

Date: Aug 28, 2021

Location: Manchester, United Kingdom

Company: KPMG UK

*THIS ROLE CAN BE BASED IN LEEDS, MANCHESTER, BIRMINGHAM OR BRISTOL*

Connected Learning

We offer an end-to-end learning service that combines advisory, specialist content, and learning delivery, building on the capability developed for clients. Our interdisciplinary Connected Learning department aims to create a culture of learning by delivering quality, innovative learning that is easily accessible, embedded to the learner’s role and has a measurable impact. Connected Learning is an emerging, but integral part of our Consultancy practice and brings together KPMG's breadth and depth of subject matter expertise with our learning design and technology skills and capabilities to help improve individual and organisational performance. It is an exciting capability area that seeks to tackle the full breadth of clients’ learning needs.

Our work covers a whole spectrum of services at the scale and quality that the market is demanding. By closely monitoring market drivers and learning trends, we have combined a best of breed technology enabled platform with a modular approach, a library of re-usable digital content and a service delivery capability. Our Learning Solutions curriculum is designed to deliver more than just training. A core part of our offering is to help clients make the connection between what their workforce has in terms of measurable skills, what they don’t have and what they need to have. This helps clients realise their immediate and future strategic business aims.

One of our key learning projects is to work with external partners and a large banking client to integrate and coordinate service delivery and customer experience of learning for the bank. As part of this project, we are responsible for coordinating multiple service providers, delivery of ‘off the shelf’ learning products, and measuring impact and effectiveness. We aim to help the bank embrace a culture of learning, increase the range and quality of learning solutions, and improve the value for money of its learning and training interventions. We aim to help the bank provide its staff with a seamless and impactful learning experience that is coordinated and built collaboratively to leverage leading practices and subject matter experts from multiple industries and service providers.

The Role

The Sales Executive is responsible for developing and driving business development strategies whilst engaging with existing client senior stakeholders to understand client needs and collaboratively develop solutions. They will work across our existing learning client portfolio as well as support learning sales with new clients. The Customer Success Manager will support team members by supervising the development and implementation of account management plans, managing the deal pipeline and delivering accurate and timely sales forecasts.
The Sales Executive will be passionate about adding value and proactively engaging with clients to address current and potential issues, working with internal networks to improve our service offering, and develop analytics, data, reporting, and insights to drive product development and client engagement activities.
As a team leader, the Sales Executive must embody KPMG’s values, act as a role model, and build commitment and belief toward the accomplishment of the team’s goals.

Responsibilities

Origination Partner
—Manage end to end proposal process, obtaining relevant information from key stakeholders across Connected Learning.
—Edit / draft large tender documents to capture key messages, ensure the tone is consistent, follows style guidelines and contain no grammatical errors.
—Write executive summaries to capture the proposition in a clear, concise way.
—Structure responses to address customer requirements and tell a compelling story.
—Interview Partners/Directors and then use this content to write compelling sales propositions.
—Help build a best practice library of bid content.
—Challenge internal teams to think differently about communications – both from a content point of view and tone of voice.
—Champion a clear, simple style of writing across sales, promoting this style across KPMG UK.
—Proactively share creative ideas around language and solutions across the Connected Learning team.

Sales Partner
—Work across the bank to understand and help meet the evolving policy and capability requirements of assigned customers
—Achieve individual and team revenue targets
—Build and deliver account plans and create business development and marketing initiatives
—Identify effective learning related interventions to support customer professional and strategic priorities
—Develop deep and extensive client relationships built upon a thorough understanding of client’s business needs and capability challenges
—Boost sales through the deployment of rigorous sales processes, pricing, contracting and negotiation to win work
—Manage responses to RFPs and bid requirements
—Prioritise work and meet deadlines in a demanding environment
—Fulfil people leadership responsibilities within the Connected Learning team, including performance management of appraisees and support to wider team
—Able to work with discretion due to the sensitive nature of the role
—Continuously work towards a culture of inclusion

Knowledge/Skills/Experience

Essential
—Exposure to sales/winning work in a competitive process to understand best practice.
—Ability to collaborate with own team and more widely; acknowledge others' contributions; work effectively with individuals of different culture and/or gender; willing to seek help as needed.
—Excellent writing/editing skills and ability to clearly explain linguistic concepts within a text.
—Meticulous attention to detail.
—Experience working within Financial Services
—Proven track record within a client-facing role with strong consulting experience of closing and delivering complex interventions
—Experience in carrying a minimum £5m quota
—Strong understanding of sales, engagement and business development processes
—Coaching sales team in sales best practice
—Strong commercial and risk acumen
—Requirements analysis and solution building
—Business case analysis, ROI reporting and impact analysis
—Ability to challenge assumptions and validate information.
—Superior influencing, negotiation and communication skills
—Excellent presentation and proposal development skills
—Actively engage externally and internally to address views/concerns
—Thrive in a fast-paced, dynamic work environment
—Outcome and execution focused
—Strong financial and strategic skills
—Strong external, internal and partner stakeholder management and the ability to build networks effectively
—Demonstrates curiosity and open mindedness to new ideas, approaches and perspectives.
—Accreditation from academic or professional institutes

Desirable
—Ability to close large complex deals
—Experience leading a training and development department
—Experience designing training materials


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