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Sector Executive - Defence and Manufacturing

Date: Nov 20, 2021

Location: Watford, United Kingdom

Company: KPMG UK

Function information
KPMG goes to market on a multi-disciplinary basis, leveraging insights to provide a broad range of solutions and services to assist our clients in meeting their business objectives and addressing areas of greatest challenge.

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

Sectors are a key strategic priority for the firm and remain a key engine for growth. Working closely with the Defence and Manufacturing Sector Head, you will play an important role in delivering the sector agenda.
The individual will also be the Account Executive for the Rolls Royce account. You will work 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.

Support the Sector Head to achieve successful delivery of the sector sales process
• Regularly review the size of the sector pipeline against targets and communicate any potential concerns with the Sector Head.
• Track the resources and budget at the disposal of the sector to deliver on the strategic direction and objectives set by the Sector Head
• Understand the reasons for all major wins and losses in the sector, communicate to the Sector Head and Coverage Sales Operations Manager.
• Understand the scope of opportunities within the sector and communicate to Sector Head and Coverage Sales Operations Manager.
• Work closely with the client account teams to improve the integrity of data within the pipeline

Work closely with the Sector Head and Client Lead Partner on the account planning and monitoring process
• Provide support to the account planning process in the sector including challenging account plans where there could be additional revenue available
• Monitor performance against account and sector budget, raising anomalies with Sector Head for follow up.
• Comply with Coverage account and sector performance governance including preparation of any content required for quarterly or annual review meetings.

Support with the creation of a sector market strategy and own delivery of associated projects
• Support the Sector Head in the development of a Sector-level (and sub-sector level if necessary) market strategy including focused strategic initiatives for the year and areas of potential growth over three years. Track progress against the strategy and manage strategic projects where necessary.
• Work with the Sector Head on the completion of ad-hoc projects within the scope of the role

Awareness of market and client issues and how KPMG can take advantage of these to maximise growth
• With the Sector Head, map propositions to the sector and support the roll-out of applicable campaigns by tailoring content and acting as a conduit to the sector LPs.
• Input into the sector marketing plan and work with the sector Marketing Manager to support its successful delivery. Work with the Marketing Manager to develop an events calendar to include all KPMG-organised events and external events which may be useful to the community.
• Manage internal and external sector networks, driving collaboration activities to deliver on sector objectives

Support the sector community in the delivery of the sector revenue target and in delivering excellent customer service
• Support the Sector Head with the delivery of the sector internal comms strategy
• Manage the collation and dissemination of sector knowledge including ensuring the sector portal is both relevant to users and up to date
• Maintain a list of sector specific experts.
• Act as the single point of contact for all people working in or interested in the sector in locating experts, resources or information.

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
• Work with the CLP and CST to develop the relationship strategy and plan that drives the profitable growth of the Account
• 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
• Report regularly against the clients account strategy, highlighting areas of over- and under-performance
• 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.
• 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

Skills, competencies and experience required
• Be a self-starter and a good proactive thinker, prepared to challenge the status quo
• Have the ability to prioritise work and to meet deadlines in a demanding environment
• Have good organisation skills with a very high degree of accuracy and attention to detail
• Good interpersonal skills and ability to develop relationships with the wider team include colleagues at senior levels as well as key external clients
• Be a strong communicator, engaging and concise
• Keen to develop understanding of services, and relevant content across the firm, in order to create a fully multidisciplinary approach
• Develop a level of expertise in the key issues of the sector
• Develop a deep understanding of the overall ambition and strategy for the sector and the Firms market penetration
• Confident at using PowerPoint and Excel
• Be adaptable to a changing environment

Job Segment: Industrial, Developer, ERP, Sales Operations, Manufacturing, Technology, Sales