Job description
Business Development Senior Manager – Consumer, Retail & Leisure
An opportunity for a Business Development Senior Manager to work in the Consumer Retail & Leisure sector to lead and grow a portfolio of key accounts in the sector.
Role and Responsibilities:
1. Your role will be to drive a portfolio of consumer goods and retail accounts in the sector 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
2. You will work to develop your own network and relationships at the client, understand their issues and, from that, not only originate single service line opportunities, but also work with Partners to develop cross-service line solutions which lead to multi-year, multi-£million programmes for KPMG
3. You will work closely with the UK Sector Lead for CRL, as well as the Client Lead Partner (CLP) on the accounts in your portfolio, and will be a key member of the client service teams (CST), supporting development of account strategy and ensuring that these teams optimise the opportunities for KPMG and drive collaboration across multiple service offerings
4. You will lead on the relationship strategy across your portfolio of clients – developing your own relationships with clients, mapping who owns key client relationships, identifying target clients and relationship gaps and developing strategies to build relationships
5. You will 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
6. You will develop deep understanding of your client priorities, and the sector more broadly, to identify and drive strategic opportunities and sales leads, including support for proposal development – as well as a deep understanding on wider offerings of the firm and broader sector trends, issues, needs and applicability to your client portfolio
7. You will be expected to quickly understand and be able to articulate KPMG’s main advisory offerings and with the ‘why KPMG’ and ‘why now’ aspects of the sale
8. You will bring new ideas and methods to the account and the CR&L sector, and liaise with other account team members to ensure that best practice is shared, client and regional intelligence is communicated and the team has a good understanding of what services are selling well
9. You will be seen as a sales leader, and see all opportunities with colleagues as a chance to coach and enhance the sales skills that you bring to the role, so they can benefit in other pursuits/clients
Client relationships:
10. Spend the majority of time at client site or in meetings and calls with clients; both in person and virtually
11. Identify and gather information on new client and sector issues through client interactions, and share this effectively within the sector
12. Facilitate expansion of points of contact between KPMG and the client; create, maintain and drive the execution of the relationship map and plan to develop many to many contacts
13. Personally lead development of those relationships where KPMG has no existing relationship, introducing and supporting connections for specialists to then win work
14. Develop peer relationships with client senior management, and together with the sector lead/CLP build Board and ExCo level relationships
15. Co-ordinate client relationship events and ensure return on investment is measured through deepened relationships and increased opportunity for KPMG to work with the client
Sales:
16. Act as a role model for Business Development across the sector and firm, in terms of both external behaviours, methodical and thoughtful approach to sales, and fully leveraging the KPMG sales support
17. Focus on current issues to ensure that relevant time sensitive solutions and ideas are communicated to clients using internal network to identify KPMG’s angle and develop a proposition to take to the client
18. Identify white space at the client and individuals to target, and lead on developing and driving plans
19. Increase sales conversion through deploying rigorous sales processes, pricing, contracting and negotiation, to win work across multiple channels
20. Ensure all sales activities are consistent with KPMG account plan sales process, client service meetings, client service reviews etc.
21. Act as a focal point for selling new propositions, working closely with the Sector Lead to drive specific agreed topics across the Sector
22. Provide visibility of sales pipeline by ensuring opportunity management systems are kept up to date
23. Provide real-time on the job coaching to Capability Partners and teams to increase win-rates and profitability, and help develop their individual sales skills and knowledge
Key Measures:
24. Net sales YTD – performance against account plansOrigination in your key accountsGrowth of accounts vs PY and vs budgetScale of opportunitiesWNYD into future years
25. Client meeting count
26. Pipeline YTD (MSD and broader international opportunities)
27. Pipeline conversion rate YTD
28. New relationships initiated / developed this year and / or examples of existing relationships strengthened (including CRM scores)
29. Origination outside of your key accounts
30. Client and colleague feedback
Competencies:
31. Be able to drive value-adding business conversations with clients which challenge their thinking and position KPMG effectively
32. Be confident interacting at the most senior levels internally and externally, while at the same time able to interact well with peers and teams, across capabilities and global member firms
33. Set the standard for insight and opinions delivered to the client - knowledgeable on both client business issues and KPMG solutions and can match both effectively through assimilation
34. Strong questioning and listening skills with ability to see the bigger picture
35. Effective networker with ability to understand client needs
36. Mature in outlook, with strong influencing skills (internal and with client) and diplomacy
37. Be well organised, detail-conscious, pro-active, hard-working, and resilient
38. Be flexible in approach and able to work under pressure
39. Be self-driven, and known for delivery against commitments
40. Be organised and active in ensuring all assets get to your clients in a timely and effectively way
Skills:
41. Consumer & Retail sector experience; working for, or selling services to, consumer businesses
42. Either a track record within sales or evidenced sales experience through a client-facing professional role, including sales techniques
43. Understanding of professional services firms is an advantage
44. Strong interpersonal, organisational and communication skills
45. Good presentation and pitching skills
46. Possess strong communication skills and be confident speaking 1-on-1 to senior clients and to larger groups
47. Strong understanding of, or evidenced ability to learn, services, and relevant content across the firm, in order to create a fully multi-disciplinary approach
48. Commercial skills and methodologies to maximise outcomes