Job Description

An opportunity for a Business Development Director to work in the Technology, Media & Telecommunications sector to lead and grow a portfolio.Role and Responsibilities:

• Your role will be to driving one major TMT business, alongside a number of other 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
• You will work to develop your own network and relationships at the client, understand their issues and, from that, not only originate single service line opportunities, but also work with Partners to develop cross-service line solutions which lead to multi-year, multi-xc2xa3million programmes for KPMG
• You will work closely with the UK Sector Lead for TMT, as well as the Global Lead Partner (GLP) / Client Lead Partner (CLP) on the accounts in your portfolio, and will 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
• You will 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

• You will 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
• You will 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 on wider offerings of the firm and broader sector trends, issues, needs and applicability to your client portfolio
• You will be expected to quickly understand and be able to articulate KPMG's main advisory offerings and with the 'why KPMG' and 'why now' aspects of the sale
• You will work closely with the CLP in setting the account strategy and driving the CST
• Through your client activity and other market activity agreed with the TMT Sector head you will build market awareness for KPMG solutions
• You will drive collaboration across KPMG service offerings and member firms to drive origination and / or respond to opportunities
• You will support broader Sales and Marketing activities; tailoring to your client(s), and ensuring engagement with events
• You will bring new ideas and methods to the account and the TMT 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
• You will be seen as a sales leader, and see 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
• Actively seek opportunities to add more value to the client, through cross-functional solutions
• 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 feedback
• Colleague feedback, particularly around collaboration

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

Skills:

• TMT sector experience; working for, or selling services to, TMT 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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