Overview

Job description

 

At KPMG, we are right at the forefront of the Energy Transition and the broader ESG agenda.  Energy and Natural Resources (ENR) is one of the firm’s largest sectors by revenue generated and we have a market leading ENR team that was rated the no 1 globally by Source in 2021. 

In this role, we are seeking an experienced Business Development Director to help drive sales and growth across several ENR accounts with a particular focus on the Water sector and a portfolio of clients.  Working closely with the Head of ENR and Head of Power and Utilities (P&U)  IAG You will also play a key part in the ENR Leadership Team and ENR community. 

 

Key responsibilities within the BDD role:

As the BDD your role will be to lead the account strategy for each client and develop relationships/open doors and originate opportunities for the capability groups.  You will own the relationships with the C-Suite and beyond, understand their issues and, from that, develop solutions and drive revenue.

As the BDD, you will work very closely with the CLP of key accounts and be a key member of the client service teams, supporting development of the account strategy and ensuring that these teams optimise the opportunities for KPMG.  You will also be responsible for developing your own effective and collaborative relationships within these clients.

 

Main activities:

  • As BDD, lead the account strategy and identify the key areas of focus for each client
  • Be responsible for the relationship strategy across the client– developing own C-Suite relationships with clients, identifying relationship gaps and developing strategies to build new relationships
  • Develop deep understanding of client priorities — identify and drive strategic opportunities and sales leads in relation to those strategic priorities (issues led solutions)
  • Proactively seek and act on feedback from clients on live projects
  • Lead CST’s and actively enable ‘joined-up’ working across capability teams
  • Drive sales and account management discipline and best practice, including leading MarketEdge sessions, using meetings matter template to prepare for important meetings, ensuring pipeline accuracy, account planning and forecasting, sentinel upkeep
  • Lead account-level negotiations (e.g., MSA) and support project teams in agreeing fees and T&Cs on engagements. Drive all effort in relation to new frameworks, aim to get us on the “list” enabling us to participate in all bids
  • Support broader Marketing activities, tailoring to the client, and ensuring engagement with events
  • Participate and bring client speakers to the Water Cluster supporting Head of P&U to make these engaging and valuable to participants
  • Participate in the fortnightly ENR and other forums to share experiences around successes and leverage into your own accounts
  • Participate in the broader BDD/BDM forums with Global Lead Partner sharing knowledge and market trends and successes etc

 

 

 

Key Measures:

  • Net sales YTD – under the firm’s Revenue Credit Scheme
  • Client meeting count
  • Growth of accounts v PY and v budget
  • Pipeline YTD (MSD and broader international opportunities)
  • Pipeline conversion rate YTD
  • New relationships initiated / developed this year and / or examples of existing relationships strengthened (including CRM scores)
  • Client feedback
  • CLP feedback

 

Competencies:

  • Effective networker with ability to understand client needs
  • Be confident interacting at the most senior levels internally and externally, while at the same time able to interact well with peers and other more junior members of the team
  • Be confident to drive value-adding business conversations with clients across a wide range of business issues
  • Sets the standard for insight and opinions delivered to the client – knowledgeable on both client business issues and KPMG solutions and can match both effectively through assimilation
  • Mature in outlook, with strong influencing skills (internal and with client) and diplomacy
  • Be well organised, detail-conscious, pro-active, hard-working and resilient
  • Be flexible in their approach and able to work under pressure

 

Skills:

  • Demonstrable questioning and listening skills
  • Good interpersonal, organisational and communication skills
  • Experience in client-facing roles
  • Possess excellent communication and facilitation skills
  • Clear understanding of KPMG’s services, and relevant content across the firm, in order to create a fully multi-disciplinary approach
  • A self-starter who is motivated and curious

 

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