Job details

Location: Reading, South Coast

Capability: Coverage Central

Experience Level: Manager

Type: Full Time

Service Line: Coverage Central

Contract type: Permanent

Job description

Grade - C Grade

Service area - KPE

Location - Reading

Overview

This is an enormously exciting opportunity for a sales professional to represent KPMG across the Private Enterprise market in the South. Private Enterprise being Privately owned businesses – including start-ups, private equity backed, owner-managed, family-owned and AIM listed – represent some of the most dynamic and impactful private enterprises in the UK market. In this role you will be facing into that market on behalf of the firm, understanding businesses’ challenges and strategies, convening client contacts with KPMG professionals, and bringing a creative and entrepreneurial mindset to join the dots within our firm in order to deliver solutions of real value.

Function information

KPMG goes to market via three market coverage groups across the UK: Financial Services, Corporates and Regions. The firm delivers services and solutions across four key capabilities: Audit, Tax, Consulting and Deal Advisory.

The Business Development (“BD”) team in the South Region represent all KPMG capabilities and industry sectors. In this role you will specifically cover the Thames Valley and Solent regions from our Reading and the Southampton offices.

Role and Responsibilities

Business development is a high-profile role within KPMG. Within the BD function we identify, target, and grow client accounts, and pursue and win new opportunities for the firm. The team’s priorities are client and opportunity origination, conversion, profitability and retention.

Our BD Managers engage on a daily basis with clients from pre-revenue start-up to multi-billion pound businesses. The team meets with contacts across the C-Suite and below to understand client focus areas, introduce KPMG’s expertise and ultimately generate new revenue for the firm. It is a dynamic, varied, challenging and fulfilling role.

You will play a crucial role in helping to drive the KPMG Private Enterprise business growth and will be part of a dynamic team with strong internal networks and support. Your role will be to define and manage a diverse portfolio of targets across the coverage area in order to drive opportunities and revenue for the firm. You will develop your own network and relationships at the clients, understand their issues and, from that, develop solutions and drive revenue.

Key internal stakeholders will be the Office Senior Partner for the Reading Office, Client Lead Partners and Coverage Partners, and colleagues across all of KPMG’s capabilities.

Client relationships

Spend 70-80% of time ‘in the market’ with clients, identifying and gathering information on new client issues and opportunities, and introducing KPMG expertise accordingly
Lead the targeting of clients where KPMG has no existing relationship
Deepen and broaden relationships at existing accounts to drive service line penetration
Co-ordinate client relationship events and deliver return on investment through deepened relationships and increased opportunities
Identify and build relationships with regional influencers: raising your profile with key businesses and multipliers, including sector specialists, lawyers, banks, etc

Sales excellence

Work with Office Senior Partners to create and execute on a focused targeting plan to develop relationships and optimise revenues
Understand KPMG’s approach to managing the sales pipeline and converting opportunities
Work with capability teams to develop effective, compelling propositions to meet clients’ needs
Deploy rigorous sales processes, pricing, contracting and negotiation to support conversion
Lead on account strategies, planning processes, client service meetings, client service reviews etc and ensure actions are completed
Ensure CRM and pipeline management systems are kept up to date
Support and champion initiatives to engage clients, upskill colleagues and drive sales opportunities
Manage tenders and the pitch process, providing challenge and support. Ensure that our client knowledge is represented and inject the client perspective to develop clear USPs

Knowledge/communication/coaching

Coach teams in sales/proposal best practice
Share knowledge of sales and relationship management by seeking informal opportunities to coach and mentor colleagues at all levels
Support knowledge sharing initiatives in the firm.
Share best practice, market intelligence and understanding of ‘hot topics’ and how to broach them
Understand the wider offerings of the firm and broader sector / client trends, issues and needs, as relevant across your portfolio
Provide sales forecasts by involving all functions that can add value to the account, including regular meetings with all functions involved with, or targeting the account.

Measures of success

Net sales by client / office revenue growth
Pipeline and client meeting volumes
New relationships and strengthened relationships
Feedback from clients, partners and colleagues
Performance relative to the BDM ‘gold standard’ behaviours
Wider contribution to the regional sales effort

Qualifications, competencies and skills

Good academics / professional qualification an advantage
Strong experience of client-facing consultative sales and ability to drive value-adding business conversations with clients
Tangible income generation evidence
Demonstrable ability to deliver insights using knowledge of client issues and KPMG solutions
Confidence interacting at all levels internally and externally
Good interpersonal, organisational and communication skills
Effective networking skills
Ability to understand complex client needs and KPMG propositions
Gravitas, strong influencing skills and diplomacy
Organised, pro-active, tenacious, and resilient