Job description
Overview
This is an enormously exciting opportunity for a sales professional to represent KPMG across the South West and Wales region, with a focus on South Wales. The role will be targeting the Private Enterprise and Public Sector markets (“Government”) but also covering Financial Services and Listed companies in South Wales. Privately owned businesses – including start-ups, private equity backed, owner-managed, family-owned and AIM listed – represent some of the most dynamic and impactful enterprises in the UK market. The Government also represents a key enabler of growth in Wales. In this role you will be facing into that market on behalf of the firm, understanding both Government and businesses’ challenges and strategies, convening client contacts with KPMG professionals, and bringing a creative and entrepreneurial mindset to join the dots within our firm in order to deliver solutions of real value.
Market information
The Business Development (“BD”) team in the South West and Wales Region represent all KPMG capabilities and industry sectors. In this role you will have a geographical coverage area across the South West and Wales, specifically covering the South Wales region from our Cardiff office.
Role and Responsibilities
Our BD Managers engage on a daily basis with clients from pre-revenue start-up to multi-billion pound businesses. The team meets with contacts across the C-Suite and below to understand client focus areas, introduce KPMG’s expertise and ultimately generate new revenue for the firm. It is a dynamic, varied, challenging and fulfilling role.
You will play a crucial role in helping to drive the Private Enterprise and Government business and will be part of a dynamic team with strong internal networks and support. Your role will be to define and manage a diverse portfolio of targets across Markets to drive opportunities and revenue for the firm. You will develop your own network and relationships at the clients, understand their issues and, from that, develop solutions and drive revenue.
Key internal stakeholders will be the Office Senior Partner for the Cardiff Office, Client Lead Partners and Coverage Partners, and colleagues across all of KPMG’s capabilities.
A connection to, and being based in South Wales is an important criteria.
Client relationships
1. Dedicate 70-80% of time ‘in the market’ with clients, identifying and gathering information on new client issues and opportunities, and introducing KPMG expertise accordingly
2. Lead the targeting of clients where KPMG has no existing relationship
3. Deepen and broaden relationships at existing accounts to drive service line penetration
4. Co-ordinate client relationship events and deliver return on investment through deepened relationships and increased opportunities
5. Identify and build relationships with regional influencers: raising your profile with key businesses and multipliers, including sector specialists, lawyers, banks, etc
Sales excellence
6. Work with the Office Senior Partner to create and execution on a focused targeting plan to develop relationships and optimise revenues
7. Understand KPMG’s approach to managing the sales pipeline and converting opportunities
8. Work with capability teams to develop effective, compelling propositions to meet clients’ needs
9. Deploy rigorous sales processes, pricing, contracting and negotiation to support conversion
10. Lead on account strategies, planning processes, client service meetings, client service reviews etc and ensure actions are completed
11. Ensure CRM and pipeline management systems are kept up to date
12. Support and champion initiatives to engage clients, upskill colleagues and drive sales opportunities
13. Manage tenders and the pitch process, providing challenge and support. Ensure that our client knowledge is represented and inject the client perspective to develop clear USPs
Knowledge/communication/coaching
14. Coach teams in sales/proposal best practice
15. Share knowledge of sales and relationship management by seeking informal opportunities to coach and mentor colleagues at all levels
16. Support knowledge sharing initiatives in the firm.
17. Share best practice, market intelligence and understanding of ‘hot topics’ and how to broach them
18. Understand the wider offerings of the firm and broader sector / client trends, issues and needs, as relevant across your portfolio
19. Provide sales forecasts by involving all functions that can add value to the account, including regular meetings with all functions involved with, or targeting the account.
Measures of success
20. Net sales by client / office revenue growth
21. Pipeline and client meeting volumes
22. New relationships and strengthened relationships
23. Feedback from clients, partners and colleagues
24. Performance relative to the BDM ‘gold standard’ behaviours
25. Wider contribution to the regional sales effort
Qualifications, competencies and skills
26. Strong experience of client-facing consultative sales and ability to drive value-adding business conversations with clients
27. Tangible income generation evidence
28. Demonstrable ability to deliver insights using knowledge of client issues and KPMG solutions
29. Confidence interacting at all levels internally and externally
30. Good interpersonal, organisational and communication skills
31. Effective networking skills
32. Ability to understand complex client needs and KPMG propositions
33. Gravitas, strong influencing skills and diplomacy
34. Organised, pro-active, tenacious, and resilient
35. Good academics (degree level or equivalent) / professional qualification an advantage
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