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Senior Business Development Manager - Grade B - Manchester

Date: Jan 26, 2019

Location: Manchester, United Kingdom

Company: KPMG UK

AutoReq ID138214BR
Job TitleSenior Business Development Manager - Grade B - Manchester
CountryUnited Kingdom
FunctionCoverage Central
Service LineCoverage Central
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 Description
Job Title: Senior Business Development Manager
Grade: B
Service Line: Regions
Service Area Markets
Location: North, Manchester Office

Department Information

KPMG’s North Region is developed business with over 2000 people split across our four offices in Leeds, Manchester, Liverpool, and Newcastle. We offer a full range of KPMG services to both Public and Private Sector organisations. The Sales and Marketing team support all of our capabilities (Audit, Tax, Advisory, Deals) and core industry sectors.

This position operates part of an established Sales and Marketing team in the Manchester office, and will take a lead in setting the sales approach, culture, and ‘drum beat’ across the wider office.

You will be playing a crucial role in helping to drive the business forward and will be part of a dynamic team culture offering strong internal networks and support. Your role will be to manage a defined portfolio of targets in the North region (principally NW) to drive opportunities, relationships and revenue across the firm. You will work to develop your own network and relationships at the clients, understand their issues and, from that, develop solutions and drive revenue. The role will also involve managing a portfolio of regionally based Corporate ‘targets’ to drive relationships, raise awareness of KPMG’s brand, create opportunities, oversee strategic proposals and, ultimately increase revenue.

Client relationships

- Work on a diverse portfolio of targets focused on creating relationships and new opportunities. A portfolio is likely to consist of 20-30 accounts
- Spend c.70% of time in the market at clients’ sites and with clients
- Identify and gather information on new client issues through primary (face-to-face) meetings
- 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 KPMG has no existing relationship
- Develop peer relationships with client staff and procurement teams
- 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
- Identify and build relationships with regional influencers by attending events, hosting internal sales meetings and managing Client Service Teams (CSTs), sharing best practice and seeking opportunities to raise profile externally
- Sales
- Understand KPMG’s approach to managing the sales pipeline and converting opportunities
- Act as a role model for Business Development across agreed portfolio and Region
- In conjunction with other members of the regional team, drive the creation, and lead the execution of, a focused Targeting plan to develop our relationships and optimise our revenues / opportunities
- Focus on current issues to ensure that time sensitive solutions and ideas are communicated to clients using internal network to identify KPMG’s angle and develop a proposition to take to the client
- Identify opportunities at the client and individuals to target. Lead on developing and driving plans
- Boost sales conversion through deploying rigorous sales processes, pricing, contracting and negotiation, to win work across multiple channels
- Work with and across functions and functional partners to enhance sales efforts. Agree sales strategy to penetrate the account, assign ownership for relationships with key stakeholders and ensure appropriate visibility at board level.
- Ensure all sales activities are consistent with KPMG account plan sales process, client service meetings, client service reviews etc.
- Act as a focal point for articulating and selling new propositions
- Actively seek opportunities to add more value to the client, through cross-functional solutions
- Provide visibility of sales pipeline by ensuring SAP pipeline management systems are kept up to date
- Ensure major opportunities/actions from account plans are reviewed and challenged regularly
- Coach teams in sales/proposal best practice
- Build a strong and extensive external network, raising your profile with key businesses and multipliers, including sector specialists lawyers, banks, etc.


- Leverage KPMG network by encouraging and facilitating cross- functional involvement
- Act as a focal point for communications between the client and KPMG team
- Leverage the internal talent pool by securing the best people for your clients
- Facilitate communication amongst team members; develop client knowledge to encourage communication and discussion amongst the CST.
- Share knowledge of sales and relationship management by informally seeking opportunities to coach and mentor partners and emerging leaders
- Bring new ideas and methods to accounts and liaise with other account team members to ensure that best practice is shared, client and regional intelligence is communicated and the team has a good understanding of what services are selling well
- Understand the wider offerings of the firm and gain a good understanding of broader sector / client trends, issues, needs, and potential applicability / relevance across own portfolio
- Provide sales forecasts by involving all functions that can add value to the account, including regular meetings with all functions involved with the account. This includes working on behalf of services that the client doesn’t buy in order to open the door

- Manage tenders and the pitch process, providing challenge and support. Ensure that our client knowledge is best represented, and inject the client perspective into the process. Ensure that our responses to RFPs score well. This includes developing clear client USPs that support the strategic direction of KPMG with that organisation.
Person Requirements

- Demonstrable successful track record in a new business development, client facing Sales role, ideally with experience gained in a Big 4 / Professional Service environment or similar service sector selling to C-Suite level decision makers.
- Able to drive value-adding business conversations with clients
- Tangible income generation evidence
- Sets the standard for insight and opinions delivered to the client, as is knowledgeable on both client business issues and KPMG solutions and can match both effectively through assimilation.
- Be confident interacting at the most senior levels internally and externally, while at the same time able to interact well with peers and other more junior members of the team
- Demonstrates good sales behaviours with questioning and listening skills and an ability to see the bigger picture
- Effective networker with ability to understand client needs
- Good thinker with ability to understand concepts and with relevant industry experience
- Demonstrates influencing skills and diplomacy
- Positive and enthusiastic manner in dealing with a cross section of people
- Enthusiastic self-starter
- Practical but can think strategically
- Be well organised, detail-conscious, pro-active, hard-working, and resilient
- Be flexible in their approach and able to work under pressure
- Demonstrates Interpersonal, organisational and communication skills and confident presentation skills
- Possess excellent communication skills and be confident speaking to large groups
- Strong understanding of services, and relevant content across the firm, in order to create a fully multi-disciplinary approach

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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