KPMG - Manager/Associate Director - Business Development

Roles & Responsibilities :

- Responsible for developing the account, building, and developing relationships and supporting the Lead Partner (LP) in delivering on the account objectives. Experience in business development for selling solutions around Finance & Accounting (F&A), HR and Procurement.

Demonstrating market leadership :

- Serving as a Business Development Manager/Associate Director on core account(s) and being responsible for a defined account portfolio

- Participating in key external events and meetings client meetings, presentations, and roundtable etc.

- Building and leveraging personal external networks and relationships

- Participating and leading the core account(s) most strategic pursuits

Executing market strategy and objective :

- Identify, own & drive new key account opportunities for Managed services

- Identify & drive pursuit and account-based marketing plans that leverage the thought leadership, event program and campaigns being created by both Industry and Consulting marketing teams

- Activate industry led & Managed Services led marketing campaigns and sales campaigns to help drive medium to long-term sub-sector level profiles in the market

- Lead the opportunities pursue process for all received RFIs, RFPs and KPMG generated propositions.

- Engage in account management such as account planning, client procurement, meeting follow-up, pipeline development, opportunity pursuit, contract negotiation, risk management, proposal, and statement of work (SOW) development and revenue attainment

Driving Revenue :

- Identify white space at the client and individuals to target. Lead on developing and driving opportunities

- Boost conversion rates through deploying rigorous sales processes, pricing, contracting and negotiation, to win work across multiple channels

- Work with the LP and across solutions and solutions partners to enhance business development efforts. Agree client strategy to penetrate the account, assign ownership for relationships with key stakeholders and ensure appropriate visibility at board level.

- Act as a focal point for introducing new propositions

Sales Management :

Driving operational excellence in the following areas :

- Lead generation & Pipeline development

- Financial negotiation, pricing, margin

- Sales and revenue forecasting

- Win/Loss debrief reporting and recommendation

Qualifications :

- Experience in sales, business development and/or pursuit management required

- 10-15 years of experience preferred; Big Four, consulting or professional services

- Excellent communication skills (Both written & verbal) and relationship development/persuasive skills at all levels of the organization