Business Development Senior Manager

Business Development Senior Manager FS Regions - North

Grade B

Markets

Overview

This is an enormously exciting opportunity for a sales professional to represent KPMG across the Financial Services market across the Regions. Financial Services firms - including Insurers, Banks, Building Societies, Fintechs, and Wealth & Asset Managers - represent some of the most dynamic and impactful enterprises in the UK market. The Northern region in particular is recognised as a national engine for growth, innovation and opportunity, with FS organisations and regulators increasingly enhancing their presence outside of London and into the Regions. In this role you will be facing into that market on behalf of the firm, understanding 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.

Markets information

The FS Regional market in KPMG has seen double-digital growth in the last year, which is higher than the FS portfolio overall. The Northern role covers the North-East and North-West Hubs - primarily Leeds, Manchester, Newcastle, Liverpool - but also will include parts of the wider regions including the Midlands and Scotland. The Business Development Senior Manager will contribute to the central ‘Go To Market’ structure of sector focus that supports efforts across the Regional market (excluding London). We have significant presence in each of the northern hubs, and each are home to a portfolio of targets and clients both with established accounts coverage and areas of significant untapped potential.

Role and Responsibilities

Our BD teams 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 FS Regional 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 FS 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 Head of Regional FS, Capability Leads, Client Lead Partners and Markets Partners, Head of Regions, Office Senior Partners in region, the business development community and colleagues across all of KPMG’s capabilities.

Client relationships

• 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
• Lead development of those relationships where KPMG has no existing relationship, introducing and supporting connections for specialists to then win work
• Deepen and broaden relationships at existing accounts to drive service line penetration
• Co-ordinate client relationship events and deliver return on investment through deepened relationships and increased opportunities
• Identify and build relationships with regional influencers: raising your profile with key businesses and multipliers, including sector specialists, local authorities, trade bodies, etc
• Develop peer relationships with client senior management, and together with the sector lead/CLP build Board and ExCo level relationships

Sales excellence

• Work with the Head of FS Regions, capability leads and senior partners, to create and execute on a focused targeting plan to develop relationships and optimise revenues
• Act as a focal point for selling new propositions, working closely with the Sector Lead to drive specific agreed topics across the Sector
• Actively seek opportunities to add more value to the client, through cross-functional solutions
• Understand KPMG’s approach to managing the sales pipeline and converting opportunities
• Work with capability teams to develop effective, compelling propositions to meet clients’ needs, tailored to the regional clients in this sector
• Deploy rigorous sales processes, pricing, contracting and negotiation to support conversion
• Lead on account strategies, planning processes, client service meetings, client service reviews etc and ensure actions are completed
• Take accountability for specific accounts in the region, and establish sales teams as needed
• Ensure CRM and pipeline management systems are kept up to date
• 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

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
• External profile through social media and events
• Mature in outlook, with strong influencing skills (internal and with client) and diplomacy
• Positive and enthusiastic manner in dealing with a cross section of people
• 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

Measures of success

• Gross sales by client / portfolio revenue growth
• Pipeline and client meeting volumes
• New relationships and strengthened relationships
• Feedback from clients, partners and colleagues
• Performance relative to the BDM ‘gold standard’ behaviours
• Wider contribution to the regional sales effort

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