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Business Development Senior Manager - Higher Education, Glasgow
Client:
KPMG
Location:
Glasgow, United Kingdom
Job Category:
Other
EU work permit required: Yes
Job Reference:
7a829d9c898c
Job Views:
4
Posted:
12.05.2025
Expiry Date:
26.06.2025
Job Description:
KPMG goes to market on a multi-disciplinary basis, leveraging insights to provide a broad range of solutions and services to assist our clients in meeting their business objectives and addressing areas of greatest challenge.
Our BDM roles are aligned to a group of clients to build and retain client relationships, originate opportunities, and win profitable work. BDMs have access to and role model good sales practices through the wider BD community and a range of Sales and Marketing CRM and guidance.
This role is aligned to our IGH (Infrastructure, Government and Health) and specifically our Education, Skills and Productivity sector and within that Higher Education.
Our Education, Skills and Productivity (ESP) team sits within KPMG’s Public Sector (IGH) practice.
It is a sub-sector within our public sector team and covers all aspects of the education landscape from schools, Further Education, Higher Education, Government, and the wider skills landscape. Building on our strong footprint in Audit and Tax, we have grown our advisory revenue. Our strategy is to continue this growth trajectory in advisory, specifically in Higher Education.
To support this growth, we are recruiting a Business Development Senior Manager focused on Higher Education.
KPMG has been working in this sector for many years, with excellent relationships, understanding, and a strong pipeline. We now aim to accelerate our ability to develop and convert this pipeline with focused market-facing Business Development capacity.
Role and responsibilities
You will join a cross-functional ESP leadership team led by the Head of Education, Skills and Productivity, supported by a sales executive and a BDM focused on central government, working alongside partners and directors facing the wider education market.
The role involves translating the national ESP market strategy into regional growth plans, reflecting local client issues and the impact of national public sector policies.
The role includes (but is not limited to):
1. Leading our Go To Market strategy in Higher Education and managing pipeline development and conversion.
2. Focusing on target Universities, expanding contacts, understanding, and developing opportunities.
3. Launching new advisory products and developing sales pipelines, e.g., Powered Student.
4. Enhancing our profile through conferences, relationships, and speaking opportunities.
5. Ensuring best practices in CRM and pipeline management.
6. Supporting regional Client Service Team meetings and wider strategy and account planning.
7. Qualifying and pursuing opportunities, actively participating in proposals.
8. Coaching and promoting best sales practices for profitable growth.
The individual must proactively manage and grow target areas, demonstrating strong leadership, management, influencing skills, attention to detail, and follow-through. Performance will be measured via revenue growth, brand enhancement, client relationships, and internal feedback.
Business development offers a high-profile opportunity at KPMG, crucial for driving business forward, within a supportive team environment.
Internal contacts include Sector heads, ESP leadership, Office Senior Partners, Client Lead Partners, Sales Partners, Heads of adjacent Sectors, and the Head of Clients and Growth.
Client relationships
* Manage a diverse portfolio targeting relationship and opportunity creation.
* Spend 80% of time on sales activities.
* Gather client issue insights through face-to-face meetings.
* Expand points of contact and develop relationships with new and existing clients.
* Lead relationship development, coordinate client events, and measure ROI.
* Build relationships with regional influencers and support client service teams.
* Understand sales pipeline management and act as a role model in sales approaches.
Knowledge/communication/coaching
* Facilitate cross-functional involvement and internal communication.
* Leverage internal talent and share knowledge on sales and relationship management.
* Bring innovative ideas to accounts, share best practices, and communicate sector trends.
Proposals
* Manage tenders and pitches, ensuring client knowledge and strategic alignment.
Key measures
Metrics include individual and account sales, pipeline, client relationships, feedback, and contribution to the sales community.
Qualifications and skills
* UK Higher Education sector experience, either through work or consultancy.
* 6+ years in sales or client-facing roles, with professional services market understanding.
* Strong relationship-building skills at senior levels.
* Ability to develop networks quickly in the public sector.
* Proactive, organized, strategic thinker with resilience and flexibility.
Skills
* Excellent interpersonal, organizational, and communication skills.
* Ability to speak confidently to large groups.
* Understanding of services and relevant content to foster a multidisciplinary approach.
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