Overview

Job description

At KPMG, our values define who we are and the way we do business. As a leading professional services firm, we know that our strength and capability come from our people – their different perspectives, experiences and backgrounds. From our inclusive leadership strategy to our diversity and inclusion targets – we’re making bold changes to who we are and what we do. Be part of it.

Role and Responsibilities:
100% of Role as Business Development Director (BDD) for Corporates Coverage 

 

Key responsibilities within the BDD role:

  • Your role will be to initially focus solely on two accounts to drive opportunities, relationships and revenue from service lines across the firm. You will work to develop your own network and relationships at the client, understand their issues and, from that, develop solutions and drive revenue
  • You will work very closely with the Global Lead Partner (GLP) / Client Lead Partner (CLP) of key accounts and be a key member of the client service teams, supporting development of account strategy and ensuring that these teams optimise the opportunities for KPMG

 

Main activities:

  • Lead the relationship strategy across the client globally – developing own relationships with clients; mapping who owns key client relationships; identifying target clients and relationship gaps and developing strategies to build relationships
  • Develop deep understanding of client priorities — identify and drive strategic opportunities and sales leads, including support for proposal development
  • Build market awareness for KPMG solutions and drive collaboration across KPMG service offerings and member firms to drive origination and / or respond to opportunities
  • Work closely with our Alliance partners to develop propositions
  • Manage the Sales BDM community within the client (across UK, US, India, NL and Australia)
  • Lead global account communication and actively enable ‘joined-up’ working across countries and solutions
  • Drive sales and account management discipline and best practice, including leading MarketEdge sessions and ensuring Pipeline accuracy
  • Support the CLP in guiding the CST and setting the account strategy
  • Hold senior level Procurement relationships with the client, lead account-level negotiations (e.g., MSA) and support project teams in agreeing fees and T&Cs on engagements
  • Support broader Marketing activities, tailoring to the client, and ensuring engagement with events
  • Oversee the work of an Account Manager(s) and offshore Account Support to ensure sound account management and accurate financial reporting

Key Measures:

  • Net sales YTD (both global and UK)– under the firm’s Revenue Credit Scheme to the extent relevant
  • GLP feedback
  • 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
  • Risk management: identifying and managing delivery and financial risks across projects, engagement assurance and commercial risk management and ensuring the Firm’s frameworks are implemented appropriately and effectively

Competencies:

  • Effective networker with ability to understand client needs
  • Globally-minded and keen to work in teams which cross cultures, borders (and time zones) – ability to see the bigger picture
  • Be confident to drive value-adding business conversations with clients across a wide range of business issues
  • 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
  • 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:

  • Strong questioning and listening skills
  • Good interpersonal, organisational and communication skills
  • Experience in client-facing roles
  • Experience of operating globally
  • Possess excellent communication skills and be confident speaking to large groups

Strong understanding of services, and relevant content across the firm, in order to create a fully multi-disciplinary approach

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