Senior Business Development Manager, Public Sector

Recruiter
KPMG UK
Location
Birmingham
Posted
10 Oct 2017
Closes
13 Oct 2017
Sector
General
Contract Type
Full Time
AutoReq ID127661BRJob TitleSenior Business Development Manager, Public SectorCountryUnited KingdomLocationBirminghamFunctionCoverage CentralService LineCoverage CentralService Line Information

KPMG OverviewJoining KPMG means joining a talented team of exceptional colleagues who bring innovative thoughts and a natural curiosity to the work they do each day. No one type of person succeeds at KPMG; a diverse business requires diverse personalities, characters and perspectives. There really is a place for you here.

Job Description
Role and Responsibilities

You will be part of an established Sales and Marketing team in the Midlands. The UK Sales Team is at the forefront of our efforts to establish, build and retain business within our selected markets.

Sales is a high profile opportunity within KPMG. You will be playing a crucial role in helping to drive the business forward and will be part of a dynamic team culture offering strong internal networks and support. Your role will be to support the local public sector leadership team in providing ‘coverage’ across the place based agenda – reflecting a mix of portfolio style relationship development, and a degree of key account management. You will work to develop your own network and relationships at the clients, understand their issues and, from that, develop solutions and drive revenue.

Client relationships

-Work on a diverse portfolio of public sector targets focused on creating relationships and new opportunities. This portfolio is likely to be drawn from the health & human services sector, although given the importance of the devolution agenda in the Midlands may reach beyond this.
- Spend 70% of time ‘in the market’ and at clients’ sites and with clients
-Identify and gather information on new client issues through primary (face-to-face) meetings
-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
-Develop peer relationships with client staff and procurement teams
-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
-Identify and build relationships with regional influencers by attending events, hosting internal sales meetings and managing Client Service Teams (CSTs), sharing best practice and seeking opportunities to raise profile externally

Sales

-Understand KPMG’s approach to managing the sales pipeline
-Act as a role model for Business Development across agreed portfolio and Region
-In conjunction with the Sector Heads drive the creation, and lead the execution of, a focused targeting plan to develop our relationships and optimise our revenues / opportunities
-Focus on current issues to ensure that 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
-Boost sales conversion through deploying rigorous sales processes, pricing, contracting and negotiation, to win work across multiple channels
-Act as a focal point for articulating and selling new propositions
-Actively seek opportunities to add more value to the client, through cross-functional solutions
-Ensure major opportunities/actions from account plans are reviewed and challenged regularly
-Coach teams in sales/proposal best practice
-Build a strong and extensive external network, raising your profile with key businesses and multipliers, including lawyers, banks, chambers etc.

Knowledge/communication/coaching

-Leverage KPMG network by encouraging and facilitating cross- functional involvement
-Act as a focal point for communications between the client and KPMG team
-Leverage the internal talent pool by securing the best people for your clients
-Bring new ideas and methods to accounts 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
-Understand the wider offerings of the firm and gain a good understanding of broader sector / client trends, issues, needs, and potential applicability / relevance across own portfolio
-Provide sales forecasts by involving all functions that can add value to the account, including regular meetings with all functions involved with the account. This includes working on behalf of services that the client doesn’t buy in order to open the door

Proposals

-Manage tenders and the pitch process, providing challenge and support. Ensure that our client knowledge is best represented, and inject the client perspective into the process. Ensure that our responses to RFPs score well. This includes developing clear client USPs that support the strategic direction of KPMG with that organisation/authority.

Key Measures

-Net sales YTD – by client
-Growth v PY and v budget
-Pipeline YTD - with a focus on those programmes that you are driving
-New relationships you have initiated/developed this year and/or examples of existing relationships strengthened (including CRM scores)
-Feedback comments from Sales Partners, Sector Heads and Client Lead Partners
-Client feedback
-Strength of external network and profile
-Wider contribution to the regional sales effort

Qualification and Skills

Qualifications:
-Good academics / degree (2:1)an advantage

Competencies


-Able to drive value-adding business conversations with clients
-Tangible income generation evidence
-Sets the standard for insight and opinions delivered to the client, as is knowledgeable on both client business issues and KPMG solutions and can match both effectively through assimilation.
-Be confident interacting at the most senior levels internally and externally, while at the same time able to interact well with peers and other more junior members of the team
-Strong questioning and listening skills with ability to see the bigger picture
-Effective networker with ability to understand client needs
-Good thinker with ability to understand concepts and with relevant industry experience
-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
-Enthusiastic self starter
-Practical but can think strategically
-Be well organised, detail-conscious, pro-active, hard-working, and resilient
-Be flexible in their approach and able to work under pressure

Skills

-Experience of sales or a client-facing professional role working within or with the public sector and understanding of professional services markets an advantage.
-Good interpersonal, organisational and communication skills
-Good presentation skills
-Possess excellent communication skills and be confident speaking to large groups
-Good working knowledge of Function, Lines of Business
-Strong understanding of services, and relevant content across the firm, in order to create a fully multi-disciplinary approach

Our DealAt KPMG, your long-term future is every bit as important to us as it is to you. That’s why our aim is to give you experiences that will stay with you for a lifetime. Whether it’s great training and development, mobility opportunities or corporate responsibility volunteering activities – you’ll gain a wealth of experiences on which to build a rewarding career. We’re a firm that encourages you to be yourself, values your contribution, and inspires you to act as a role model, always focused on doing the right thing for each other, our clients and our communities.

We’re at our best when you’re at your best; that’s why we’ve created ‘Our Deal’ and ‘The Academy’. Our Deal is the way we speak about the colleague experience and the expectations we have of our people. We expect the best from our people and in return we provide a stimulating, collaborative environment where each person can reach their extraordinary potential. Through ‘The Academy’, you’ll have access to communities which will support and develop you so that you build your skills and career. From introducing secondment programmes to preferential banking, and student loan payments to your birthday off, we’re making sure that our people have an amazing experience.

Flexible WorkingWhile our client-facing professionals can be required to travel regularly, and at times be based at client sites, our flexible working arrangements can help you to achieve a balanced lifestyle. We offer part time roles with flexible working arrangements which could include, annualised hours, early or late starts to fit around other commitments, shorter working days etc. We are happy to discuss your own requirements and our range of flexible working arrangements in more detail, should that be of interest and, as part of the recruitment process, we can put you in touch with people who work flexibly.

Applying with a DisabilityKPMG are proud to be an inclusive, equal opportunity employer and we seek to attract and retain the best people from the widest possible talent pool. As a member of the Business Disability Forum we're committed to ensuring that all candidates are treated fairly throughout the Recruitment Process. Should you be successful after the initial application stage, please discuss with your recruitment contact any reasonable adjustments to our Recruitment Process that you may require.

KPMG's commitment to diversity
KPMG consistently features in the Sunday Times Best Big Companies to work for, which has been recognised with a special achievement award to mark our 10 years in the Top 25. We pride ourselves on being a place where your individuality is valued; you can be yourself and still achieve your potential. We believe that your individuality helps us to deliver the best results to our clients. Diversity of background, diversity of experience, diversity of perspective - that's the KPMG difference. But, don't take our word for it, find out more about diversity at KPMG by viewing our Policy
Policy for Agencies
KPMG has a commitment to sourcing candidates directly and as such we do not accept speculative CV’s from agencies. Please check here to see our policy on agencies: Policy