Job details

Location: Aberdeen, Birmingham, Bristol, Cambridge, Cardiff, Edinburgh, Gatwick, Glasgow, Leeds, Leeds Broadgate, Liverpool, Manchester, Milton Keynes, Newcastle upon Tyne, Norwich, Nottingham, Plymouth, Reading, Sheffield, South Coast, Watford

Capability: KPMG Business Services

Experience Level: Manager

Type: Full Time

Service Line: PS Ops

Contract type: Permanent

Job description

Function Information

KPMG goes to market on a multi-disciplinary approach to ensure maximum impact for all our service offerings by being client-centric and leveraging opportunities.

Sales and Marketing is a team of qualified and experienced professionals who work shoulder to shoulder with our colleagues to shape the firms growth agenda and drive profitable growth

Department Information

Do you want to make a difference to KPMG’s biggest and most important opportunities? As part of our Pursuits Team, you’ll be supporting teams across KPMG through the end-to-end process of winning work. We help with everything from identifying client issues and positioning KPMG through to producing exciting proposal documents and compelling pitches. You’ll be working with partners and directors on a daily basis, building relationships and a network across the firm, and your own knowledge and experience at the same time. We come together as a team to sell the newest, most innovative tools and solutions to the biggest organisations in the world. Our work gives KPMG the edge to win in a competitive, crowded market.

Role and Responsibilities

Position purpose:

The role of Pursuit Manager is to establish and manage the pursuit process to support the pursuit team and Lead Partner. This position will predominantly manage significant pursuits across Infrastructure, Government & Healthcare (and often more than one at the same time).

You will be expected to provide advice and some challenge across all major elements of the pursuit process including maintaining action plans, developing pursuit timelines with key milestones, supporting and developing the client contact plan, proposal design and production, attend value proposition, political analysis & story-boarding sessions and provide quality check. The Pursuit Manager will have sound knowledge of the pursuit sales methodology across all stages of the pursuit process and implement pursuit best practice. The Pursuit Manager will be responsible for communicating timelines, milestones and responsibilities throughout the pursuit to ensure completion.

Key responsibilities

• 
  Develop and drive a project management plan with critical milestones. The project management plan should be coordinated with the client events calendar
• Ensure all team members have a clear understanding of their roles, deliverables and timeframes. Drive the process such that team members meet agreed deadlines. Communicate clearly to ensure efficient and seamless team working to completion of pursuit
• Co-ordinate resources and all pursuit sessions. Establish and drive the project management plan for the engagement team throughout the entire pursuit
• Actively contribute to the execution of the pursuit sales methodology including all sessions on value proposition, competitor analysis, sales strategy and lessons learnt.
• Ensure key messages are incorporated into all client materials and conduct a compliance check against the client’s formal request and a quality check against document quality checklist
• Work with pursuit team members and the design team to prepare all pursuit collateral
• Collaborate and engage with the design team to prepare concepts that will support key messages, materials required for the client contact plan, drive and communicate timelines for deliverables and provide a seamless process
• Guide team on commercial, legal, quality and risk obligations and wider firm interactions where appropriate
• Attend regular training and meetings with the Pursuits team to ensure consistent best practice is applied to pursuits and knowledge is shared
• Build strong relationships across the firm and contribute to the internal reporting and identification process to ensure opportunities are qualified and Pursuits maintain a strong pipeline
• Provide ad hoc support and pursuit guidance as required
• Advocate use of KPMG pursuit proposal tools and processes and help to continue to improve and embed this.
• Have the ability to work successfully with multiple groups on different projects at the same time, and juggle different pursuits in a fast-paced, competitive environment
• Working with partners and directors on a daily basis, to have the self-confidence and drive to challenge and influence people at all levels.
• Communications: able to get consensus and collaboration across many business units; able to explain complex concepts in simple language; able to generate enthusiasm; able to communicate with all levels of management and staff.
• Teamwork: able to establish straightforward, productive relationships; treat all individuals with fairness and respect and maintain high standards of personal integrity; ability to collaborate with others in the Pursuits Team and across boundaries; acknowledge others' contributions; work effectively with diverse teams; willing to seek help.
• Learning and knowledge sharing: open to new ideas; shares own knowledge; applies knowledge in daily work; builds partnerships to learn and share knowledge.

Experience & Qualifications

• Significant experience in pursuit project management role and a track record of being critical to winning business opportunities
• A deep understanding of the pursuit process and the ability to leverage relevant prior learnings and experience
• Strong project management skills and the ability to prioritise, set and meet deadlines
• Some creative skills and the ability to express them in writing and verbally
• Excellent communication skills and ability to develop trusted working relationships with the most senior people across the firm
• Very strong organisation skills, initiative and proactive approach
• Ability to work under pressure, show determination and persistence and take a pragmatic approach
• Resilient and aptitude to be a critical member of a committed, focused team.

Skills & knowledge

Experience of Public Sector procurement desirableStrong stakeholder management skills, up to and including Partner levelPositive team player, able to work successfully across multiple groupsStrong Microsoft skills (including PowerPoint, Excel and Word) Excellent written and communication skills Desire to learn and explore new and innovative ways to develop yourself and the future of the team.

Why KPMG Business Services at KPMG?

Every day our firm performs better because of how we work together, as one team, each the best at what we do. The difference we make shines through to our people and our clients. We’re KPMG Business Services (KBS). We’re a cross-functional team, bringing together experts across a wide range of critical activities which help to grow, run and protect our business. From HR and Learning, Finance, Procurement, Facilities and Operations, through to Risk and Legal, Corporate Affairs, and Market Development, our approach is focused on driving the improved performance of the firm. We work shoulder to shoulder with our client-facing teams and we focus on delivering our services in ways which help to drive efficiency, improve quality and enhance our firm’s brand and reputation.