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Business Development Director - TMT, Norwich
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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:
025dc0f19f5c
Job Views:
3
Posted:
12.05.2025
Expiry Date:
26.06.2025
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Job Description:
An opportunity for a Business Development Director to work in the Technology, Media & Telecommunications sector to lead and grow a portfolio.
Role and Responsibilities:
* Your role will be to drive one major TMT business, alongside other accounts, to accelerate growth through creating and building relationships, originating and qualifying opportunities, driving proposals and bids – whether sole source, competitive, or formal RFPs, to win profitable revenue from all non-audit service lines across KPMG, and to ensure delivery of those revenues.
* You will work to develop your own network and relationships at the client, understand their issues, and originate single service line opportunities, as well as develop cross-service line solutions leading to multi-year, multi-£million programs for KPMG.
* You will collaborate with the UK Sector Lead for TMT, the Global Lead Partner (GLP), and the Client Lead Partner (CLP) on your accounts, supporting account strategy development and opportunity optimization.
* You will lead on relationship strategies across your client portfolio, developing your own relationships, mapping key contacts, and building strategic relationships.
* You will hold senior procurement relationships, lead negotiations, and support project teams in fee and T&Cs agreements.
* You will develop an understanding of client priorities and broader sector trends to identify strategic opportunities and sales leads, supporting proposal development.
* You will articulate KPMG’s main advisory offerings and the value proposition effectively.
* You will work with the CLP to set account strategies and drive the client service teams.
* You will build market awareness for KPMG solutions through client and market activities.
* You will promote collaboration across KPMG services and member firms to respond to opportunities.
* You will support sales and marketing activities, tailoring approaches to your clients and engaging in events.
* You will introduce new ideas and share best practices within your team and sector.
* You will act as a sales leader, coaching colleagues and enhancing their sales skills.
Client relationships:
* Spend time at client sites and in meetings, both in person and virtually.
* Gather and share information on client and sector issues.
* Expand points of contact within client organizations and develop relationship maps.
* Lead the development of new client relationships and support connections for specialists.
* Build senior management relationships, including Board and ExCo levels.
* Coordinate client relationship events and measure ROI.
* Model best practices in business development, leveraging internal sales support.
* Communicate relevant, timely solutions to clients based on current issues.
* Identify white space and develop targeted plans for relationship growth.
* Enhance sales conversion through rigorous processes, pricing, and negotiations.
* Ensure all sales activities align with account plans and client interactions.
* Lead the sale of new propositions and drive specific sector topics.
* Seek opportunities to add value through cross-functional solutions.
* Maintain opportunity management systems accurately.
* Coach teams to increase win rates and profitability.
Key Measures:
* Net sales performance against plans and growth metrics.
* Pipeline development and international opportunities.
* Development of new and strengthened relationships.
* Client feedback and colleague collaboration.
* Ability to engage at senior levels and deliver insightful, impactful conversations.
* Build an external profile through social media and events.
* Display influence, diplomacy, and positive engagement.
* Maintain organization, proactivity, resilience, and flexibility under pressure.
Skills:
* Experience in the TMT sector, with a client or sales background.
* Proven sales techniques and client-facing professional experience.
* Understanding of professional services firms is advantageous.
* Strong interpersonal, organizational, and communication skills.
* Effective presentation and pitching abilities.
* Confidence in engaging with senior clients and larger groups.
* Ability to learn and articulate services and sector content comprehensively.
* Commercial acumen to maximize outcomes.
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