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
* 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
* Develop own network and relationships at the client, understand their issues, and originate single-service line opportunities and work with Partners to develop cross-service line solutions that lead to multi‑year, multi‑£million programmes for KPMG
* Work closely with the UK Sector Lead for CRL, as well as the Client Lead Partner (CLP) on the accounts in your portfolio, and 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
* 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
* 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
* 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 of wider offerings of the firm and broader sector trends, issues, needs and applicability to your client portfolio
* Quickly understand and be able to articulate KPMG’s main advisory offerings and the ‘why KPMG’ and ‘why now’ aspects of the sale
* 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
* Be seen as a sales leader, and use 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
* Spend the majority of time at client site or in meetings and calls with clients; both in person and virtually
* Identify and gather information on new client and sector issues through client interactions, and share this effectively within the sector
* 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
* Personally lead development of those relationships where KPMG has no existing relationship, introducing and supporting connections for specialists to then win work
* Develop peer relationships with client senior management, and together with the sector lead/CLP build Board and ExCo level relationships
* 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
* 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
* 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
* Identify white space at the client and individuals to target, and lead on developing and driving plans
* Increase sales conversion through deploying rigorous sales processes, pricing, contracting and negotiation, to win work across multiple channels
* Ensure all sales activities are consistent with KPMG account plan sales process, client service meetings, client service reviews etc.
* Act as a focal point for selling new propositions, working closely with the Sector Lead to drive specific agreed topics across the Sector
* Provide visibility of sales pipeline by ensuring opportunity management systems are kept up to date
* 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
* Net sales YTD – performance against account plans
o Origination in your key accounts
o Growth of accounts vs PY and vs budget
o Scale of opportunities
o WNYD into future years
* Client meeting count
* Pipeline YTD (MSD and broader international opportunities)
* Pipeline conversion rate YTD
* New relationships initiated / developed this year and / or examples of existing relationships strengthened (including CRM scores)
* Origination outside of your key accounts
* Client and colleague feedback
Competencies
* Be able to drive value‑adding business conversations with clients which challenge their thinking and position KPMG effectively
* 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
* 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
* Strong questioning and listening skills with ability to see the bigger picture
* Effective networker with ability to understand client needs
* Mature in outlook, with strong influencing skills (internal and with client) and diplomacy
* Be well organised, detail‑conscious, pro‑active, hard‑working, and resilient
* Be flexible in approach and able to work under pressure
* Be self‑driven, and known for delivery against commitments
* Be organised and active in ensuring all assets get to your clients in a timely and effectively way
Skills
* Consumer & Retail sector experience; working for, or selling services to, consumer businesses
* Either a track record within sales or evidenced sales experience through a client‑facing professional role, including sales techniques
* Understanding of professional services firms is an advantage
* Strong interpersonal, organisational and communication skills
* Good presentation and pitching skills
* Possess strong communication skills and be confident speaking 1‑on‑1 to senior clients and to larger groups
* Strong understanding of, or evidenced ability to learn, services, and relevant content across the firm, in order to create a fully multi‑disciplinary approach
* Commercial skills and methodologies to maximise outcomes
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