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Account Manager - Private Equity

Date: Sep 13, 2021

Location: Watford, United Kingdom

Company: KPMG UK

Within the Private Equity team we provide the information, tools, support and challenge required to identify, target, secure, retain and grow our relationship with target clients, and initiate, pursue and win high-profile opportunities for the firm.

Working with the Account team and Client Lead Partner (CLP) to manage day to day activity on the account(s) and drive momentum and profitable growth on the account ensuring the European Client Service Team (CST) and CLP are fully supported. The individual will be comfortable leading, managing, influencing and will need to be proactive with an emphasis on developing relationships for the benefit of the firm.


Account strategy
• Develop with the CLP and other influential CST members the European account vision and strategy. Formal budgeting and planning to be done annually both for the global and UK firms.
• Work with CLP and CST to implement the strategy, setting milestones and goals and measuring against the account plan on a regular basis.
• Understand 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 European CST client intelligence and news, vendor competitor intelligence and market analysis and identify how this could open up opportunities at the client.
• Identify white space at the client and individuals to target. Lead on developing and driving plans to address those areas and teams to target.

Account Management
• Be the source of knowledge and information for the entire CST and act as the ‘connector’, liaising with team members sharing intelligence / knowledge/best practice to better enable them to support client’s needs and ensure consistent approach in KPMG's service delivery model to the client across Europe.
• Ensure momentum and organisation on the account by regular liaison with individual CST members, organisation of the agenda/preparing the CST packs/and leading with the CLP a quarterly European CST meeting.
• Onboarding any new CST and engagement team members which will help them understand the client quickly and how they work, including their investment criteria, portfolio ownership and other priorities.
• Work with KGS to regularly update communication tools (e.g. Newsletters) and other relevant communications to promote activity on the account.

Client relationships
• Take a leading role in the development of a 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, specifically for client reporting/business reviews.
• Ensure there is regular connectivity with and coordination across the KPMG account on existing relationships and with client teams.
• Identify with CLP support key client relationships you can own and develop, encouraging other juniors within the transaction services team to join you.
• Mapping relationships with client key decision makers to coordinate points of contacts across all investment asset classes including private equity, infrastructure, real estate, energy, credit/special situations.
• Broadening and promoting relationships between both PE houses and KPMG whilst making internal connections across a global network of partner firms to provide clients with access to a wide range of experts across all sectors.

• Support the established pursuit/fields of play and key propositions, particularly those which require cross-functional co-ordination.
• Understanding current issues facing portfolio companies and sourcing suitable solutions, including providing ideas for acquisitions working alongside value creation coverage partners.
• Pursuing follow-up discussions on completed deals to establish gaps in post-deal completion; identifying advisory, tax and audit opportunities.
• Enable cross fertilisation of information, ideas and competitor insight across global and local pursuit teams and the wider Private Equity and Asset Management teams.
• Working alongside partners to build pitch and project teams, bringing together high-quality internal experts. Ensuring pitches include our value proposition whilst supporting client’s specific investment strategies.
• Be proactive in having sales orientated conversations with client buyers, making them aware of KPMG’s new service offerings.
• Cascade successes and case studies to CST to encourage cross selling and sharing of best practices.
• Understanding current issues for the client throughout the investment life cycle and sourcing suitable solutions and thinking through creative opportunities for growth.

• Report regularly against the account strategy, highlighting areas of over- and under-performance referring to both UK and European financials.
• Coach KGS to regularly report on the financial position on the account and assist with chasing queries.
• Assist the Private Equity finance manager with reconciling UK financials on a monthly basis.
• Support CST with securing 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 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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