Business Development Senior Manager

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
  • Origination in your key accounts
  • Growth of accounts vs PY and vs budget
  • Scale of opportunities
  • 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