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Business Development Senior Manager - Higher Education, Aberdeen
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Client:
KPMG
Location:
Job Category:
Other
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EU work permit required:
Yes
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Job Reference:
4400db190814
Job Views:
4
Posted:
12.05.2025
Expiry Date:
26.06.2025
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Job Description:
KPMG operates on a multi-disciplinary basis, leveraging insights to provide a broad range of solutions and services to help clients meet their business objectives and address key challenges.
Our Business Development (BDM) roles are focused on building and maintaining client relationships, originating opportunities, and securing profitable work. BDMs utilize sales practices supported by the wider BD community and CRM tools.
This role specifically targets the Infrastructure, Government, and Health sectors, with a focus on Higher Education within the Education, Skills, and Productivity (ESP) team, part of KPMG’s Public Sector (IGH) practice.
The ESP team covers all aspects of education, including schools, Further Education, Higher Education, and the wider skills landscape. Building on our strong footprint in audit and tax, we aim to grow advisory revenue, particularly in Higher Education.
To support this growth, we seek a senior business development manager with expertise in Higher Education.
The candidate will join a leadership team led by the Head of Education, Skills, and Productivity, working alongside a sales executive and a dedicated BDM for central government, with support from partners and directors facing the education market.
Key Responsibilities:
* Translate national ESP market strategy into regional growth plans, considering local client issues and public sector policies.
* Lead go-to-market strategies in Higher Education, developing and converting pipelines across the market.
* Target specific universities, expanding contacts and opportunities in collaboration with the Client Partner.
* Develop and market new advisory products, such as Powered Student.
* Enhance profile through conferences, speaking engagements, and relationships with influencers and multipliers.
* Manage CRM and pipeline effectively.
* Support regional client service meetings, strategy, and account planning.
* Identify and pursue opportunities, contribute to proposals, and coach teams on sales best practices.
The role requires proactive management and growth of target areas, with strong leadership, management, and influencing skills, attention to detail, and follow-through. Performance metrics include revenue growth, brand enhancement, client relationships, and internal feedback.
This is a high-profile opportunity to contribute to KPMG’s growth, with internal contacts including sector heads, leadership teams, and client partners.
Client Relationships:
* Manage a diverse portfolio, focusing 80% of time on sales activities.
* Develop new relationships, expand contacts, and lead client development efforts.
* Participate in networking events, client relationship events, and internal meetings to enhance visibility and opportunities.
* Utilize sales processes, pricing, and negotiation strategies to win work.
* Collaborate across functions to enhance sales efforts and ensure visibility at the senior level.
Knowledge, Communication, and Coaching:
* Leverage internal networks and facilitate communication between clients and KPMG teams.
* Mentor and coach team members on sales and relationship management.
* Share best practices, sector knowledge, and client insights.
Proposals:
* Manage tenders and pitch processes, ensuring strong client knowledge and strategic responses.
Key Measures:
* Sales contributions, pipeline metrics, client relationships, and feedback.
Qualifications and Skills:
* Extensive knowledge of the UK Higher Education sector, gained through relevant experience.
* 6+ years in sales or client-facing roles, preferably in professional services.
* Strong relationship-building skills at senior levels.
* Ability to develop networks quickly and drive growth.
* Excellent communication, strategic thinking, and influencing skills.
* Organized, proactive, resilient, and flexible under pressure.
Skills:
* Interpersonal, organizational, and communication skills.
* Confidence in public speaking and creating a multidisciplinary approach.
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