Business Development and Account Senior Manager ( Government Accounts)

Job details

Location: Gatwick, London, Reading, Watford

Capability: Coverage Central

Experience Level: Senior Manager

Type: Full Time

Service Line: UK Sectors

Contract type: Permanent

Job Description

The Markets and ASM team within IGH (Infrastructure, Government and Health) provide the information, tools, support and challenge required to identify, target, secure, retain and grow our relationship with our target clients and sectors.

Job description:

This role is in our Markets function and is aligned to our Government team, part of IGH (Infrastructure, Government and Health). It will drive relationships and growth in two specific Government accounts, DEFRA and DESNZ. The role is designed to combine:

• Management of day to day activity on the account, driving momentum across the team and delivering profitable growth on the account
• Supporting the Client Service Team (CST) and CLP
• Building and retaining client relationships, originating opportunities and winning profitable work

You will join cross-functional Government leadership teams led by the Client Lead Partners and supported by a sales executive and working alongside a talented team of partners and directors who face into the Central Government market.

Your main internal points of contact will be with the CLPs; the Client Service Teams and leadership team within Government, Sales Partners and Heads of adjacent Sectors.

Focusing on the two accounts and a few target partner / alliance organisations, working alongside the CLP, to expand our contacts and understanding and develop an opportunity pipeline. You’ll help the CLP / CST to expand our relationship base and be responsible for the pipeline. You’ll need to work closely with the other existing Business Development leads to ensure cross sector coverage (ESG, Sectors ENR team).

Account strategy:

• Develop the initial account vision and strategy and share with the CLP to develop that into plan for the CST
• Understand the client’s key areas of focus and issues and how KPMG’s offerings map to these
• Compile and share with the CLP and wider CST client intelligence and news, vendor competitor intelligence and market analysis and identify how this could open up opportunities at the client

Account Management:

• Be the source of knowledge and information for the entire CST and act as the ‘connector’ on the CST, liaising with team members sharing intelligence / knowledge/best practice to better enable them to support client’s needs and ensure consistent approach in KPMG's service delivery model to the client
• Ensure momentum and organisation on the account by regular liaison with individual CST members, organisation of the agenda/preparing the CST packs/participation at CST meetings
• Develop and maintain an onboarding pack for new CST and engagement team members which will help them understand the client quickly and how they work
• Drive proactive use of Teams for storing and sharing account information including making it a live system for all RFP responses and proposals documents, contracts, rate cards, engagement letters and invoices
• Use and regularly update the CST website and other communication tools (e.g. Newsletters) and other relevant communications to promote activity on the account

Origination:

• Develop sales plans for the account, which align to client needs and are commercially beneficial for KPMG
• Identify opportunities through white space, cross sell, events and sales campaigns and deliver incremental sales growth that expands multi-disciplinary services across accounts
• Work with Marketing to 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 via follow up of Mascot lead.
• Leverage the KPMG network by encouraging and facilitating cross-capability involvement
• Understand wider offerings/key propositions of the firm, broader sector/client trends and apply to your portfolio
• Always plan for meetings, considering how you will provide value through every interaction

Conversion & Profitability:

• Increase probability of winning work by planning for client meetings and pursuits using the MarketEDGE methodology
• Co-ordinate proposals and presentations, 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.
• Role model weekly completion and review of the sales pipeline and qualification process.
• Work alongside capability teams to ensure new work is priced to achieve profitability targets.
• Ensure you and broader team complete and learn lessons from pursuit debriefs on opportunities.

Relationships & Retention:

• Develop & strengthen client networks by understanding individuals’ business and personal goals. Lead on relationship development for target clients including procurement on peer basis.
• Maximise coverage across the CST, using tools such as relationship plans and demonstrate personal credibility through insight, challenge and rapport building.
• Optimise our CRM to keep track of client meetings and information so we can effectively plan for meetings which enhance our clients’ experience.
• Employ the use of social media, wider alumni and relationship programmes to connect further with clients.
• Retain & strengthen client relationships by developing multiple connection points in relationships and service lines,

Sales Leadership:

• Help to drive the end-to-end sales process including working with CLP to initiate qualification assessment through to contracting and payment
• Support the established pursuit/fields of play and key propositions, particularly those which require cross-functional co-ordination
• Enable cross fertilisation of information, ideas and competitor insight across global and local pursuit teams and the wider A&SM team
• Support the CLP/CST with bid activity. Provide support and challenge to the pitch team, inject the client perspective, apply lessons learned from previous proposals and opportunities and ensure that the proposal team understands the scoring criteria for the response
• Cascade successes and case studies to CST to encourage cross selling and sharing of best practices globally
• Ensure that our responses to RFPs make the best use of the KPMG sales tools available including MarketEDGE, NPT and Commercial team support
• Review monthly Client Insights report before it goes to CLP for sign-off. Provide quarterly Client Insight reports to summarise what we are doing well on the account and what we could be doing better
• Support with win/loss debriefs with the client following a major RFP decision
• Role modelling adoption of CRM and firm process, and coach others to achieve success in sales using firm practices.
• Provide sales forecasts by involving all functions that can add value to the account(s), including regular meetings with all functions involved with the account.

Experience sought:

• Experience of sales or a business development role, ideally with professional services experience.
• Building relationships at a senior level both within KPMG/ equivalent and externally with clients.
• Strong networks and/or the ability to build networks quickly in the public sector.
• Experience in selling technology and digital services preferable.
• Influencing at the most senior levels, whilst at the same time able to interact well with peers and junior team members
• Driving forward growth in a market/account
• Proactively shaping role and organising and scheduling own projects and workload, working under pressure and managing many conflicting priorities

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
• 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