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Account Executive - Transport

Date: Aug 26, 2021

Location: Watford, United Kingdom

Company: KPMG UK

Job description
Working with the Account team and Client Lead Partner (CLP) to manage day to day activity on the account and drive momentum and profitable growth on the account ensuring the Client Service Team (CST) and CLP is fully supported. The individual will be comfortable leading, managing, influencing and will need to be proactive.

Role and Responsibilities

Account strategy
• In conjunction with the CLP, develop the account vision and strategy and develop that into plan for the CST
• Commit to developing an understanding of the client’s key areas of focus and issues and how KPMG’s offerings map to these
• Compile and share with the CLP and wider CST client intelligence and news, vendor competitor intelligence and market analysis

Account Management
• Be the source of knowledge and information for the entire CST and act as the ‘connector’ on the CST, liaising with team members sharing intelligence / knowledge/best practice to better enable them to support client’s needs
• Ensure momentum and organisation on the account by regular liaison with individual CST members, organisation of the agenda/preparing the CST packs working with KGS (offshore team) to do so/participation at CST meetings
• Develop an onboarding pack for new CST and engagement team members which will help them understand the client quickly and how they work. KGS to regularly maintain this.
• Train KGS to 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.
• Work with KGS to regularly update the CST website and other communication tools (e.g. Newsletters) and other relevant communications to promote activity on the account
• Connect with the wider global CST where applicable

Client relationships
• Work with the CLP and CST to develop the relationship strategy and plan that drives the profitable growth of the Account
• Ensure KGS keep the client key stakeholder list up to date, track client meetings and capture meeting notes
• Ensure there is regular connectivity with and coordination across the KPMG account on existing relationships
• Ensure KGS track if new key client contacts are met/connected to by a CST member within a suitable time period
• Act as the key contact for the client’s Procurement, Legal and other key functions at the client to develop positive relationships

• Support the end to end sales process including working with CLP to initiate qualification assessment through to contracting and payment
• Support the CLP/CST with bid activity
• Cascade successes and case studies to CST to encourage cross selling and sharing of best practices. Work with KGS to collect material.
• Ensure that our responses to RFPs make the best use of the KPMG sales tools available including MarketEDGE, NPT, Commercial team support and Negotiation team support
• Manage KGS to provide quarterly Client Voice reports to summarise what we are doing well on the account and what we could be doing better. Review this before it goes to GLP for sign-off.

Framework Agreements/MSAs and Risk Management
• Support the CLP in preparation of legal, rates and fee negotiations with client procurement
• In liaison with Contracts Unit, ensure framework agreement, master services agreements, contracts, T&Cs, statements of work etc are reviewed and agreed
• Build a good understanding of sales management (SAP Opportunity Management and Engagement Management) and risk management processes (client acceptance, continuance and Sentinel). Coach KGS in these processes so they can deliver support to the account.

• KGS to regularly review marketing distribution lists and update as appropriate.
• Work with the Marketing Manager to design client-specific events to support the account’s key pursuit activity

• Report regularly against the clients account strategy, highlighting areas of over- and under-performance
• Coach KGS to regularly report on the financial position on the account and chase queries – pipeline, sales, WIP, provisions, debts, EP%, BD spend
• Support account teams with securing PO numbers and payment of invoices

Skills, competencies and experience required
• Can provide compelling and well thought out solutions to problems of moderate complexity
• Ability to proactively engage with others, including building constructive relationships within the firm and especially within client service teams
• Excellent at internal and external stakeholder management and communication skills, both written and oral
• Confident at using PowerPoint and Excel
• Demonstrate strong commercial acumen and good knowledge of KPMG’s services
• Able to work with discretion due to the sensitive nature of the role
• Have strong financial and strategic skills
• Have excellent organisation skills with a very high degree of accuracy and attention to detail
• Demonstrate a tolerance for ambiguity, ability to work under pressure and manage conflicting priorities
• Establish and maintain strong relationships, especially at a senior level across a matrix model organisation and clearly articulate messages to a variety of audiences and influence at a senior level
• Be comfortable making decisions independently, yet informs and consults others regularly on relevant matters
• Solid understanding of the sales processes (SAP Opportunity Management and Engagement Management) and risk management processes (client acceptance, continuance and Sentinel)
• Forward looking with a holistic approach and be good at problem solving and root cause identification skills.

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