Director - UK Global Entity Management & Governance

Job description

The UK Company Secretarial and Global Entity Management (GEM) business sits within KPMG Law. Its ambition is to be a market-leading, technology-enabled governance and entity management business, supporting UK and multinational organisations with governance advisory services and globally co-ordinated entity management.

The business has a significant growth opportunity. Clients are seeking stronger subsidiary governance, better control of legal entity data, greater consistency across jurisdictions and alternatives to fragmented in-house and local-provider models. KPMG combines qualified governance expertise, a global network, a central GEM Hub and Digital Gateway to address these needs through advisory and managed services.

There are three pillars to the UK Company Secretarial and GEM practice:

• UK Entity Management – compliance and ad hoc support for UK entities, operated as a UK managed service.
• Global Entity Management – multi-jurisdictional compliance and ad hoc support for an international portfolio of entities.
• Governance Advisory Services – providing clients with corporate governance and board support services, including directors’ duties advice and training.

This Director (A Grade) role will take a role in supporting the overall build and growth of the UK Company Secretarial and GEM practice, with explicit accountability for revenue growth targets, market strategy and proposition ownership. Build senior client and internal relationships; lead complex pursuits and convert client needs into scalable, profitable solutions.

Scope of the role

More specifically the Director will focus on two of the three pillars, namely:

1. Governance Advisory Services
   1. Own the Governance Advisory Service proposition, lead the governance advisory growth strategy.
   2. Take the lead on, define and execute the growth strategy for Governance Advisory Services, driving profitable growth in this pillar.
   3. Be responsible for increasing KPMG’s profile in this area, our service and product offering, quality and risk, and supporting delivery of Governance Advisory Services.
   4. Originate and lead Governance Advisory projects—including governance framework reviews, delegated authority, board and committee support and director training—and convert relevant needs into engagement opportunities.
   5. Be capable of using Governance Advisory Services as an opportunity to develop cross-sell opportunities into UK and Global Entity Management services.
   6. Aim is to have a Governance Advisory Services pillar delivering c.£1m PA in UK fees by 2029.
2. Global Entity Management
   1. Originate and lead Global Entity Management managed-service engagements, working with Emma Greenfield on larger strategic pursuits.
   2. Co-own GEM revenue growth targets and the market strategy with wider leadership (Emma), directing investment and business development towards priority clients, sectors and routes to market.
   3. Develop routes to market through KPMG account teams and member firms, building a strong pipeline of multi-jurisdictional managed-service opportunities.
   4. Work with the operational delivery team in GEM to oversee (as opposed to heavy day-to-day involvement in) delivery of GEM engagements - GEM will have full-time senior resources dedicated to overseeing operational delivery.

Time commitment between the above will be dependent on demand and flex accordingly, but a 50:50 time allocation is a good working assumption initially. The Director will report to Emma Greenfield and be supported where required on high-value or complex opportunities across all service pillars.

Why you might want to join the business:

• You want to build a business at the intersection of governance advisory, legal services and global managed services.
• You enjoy originating opportunities, shaping propositions and converting complex client needs into clear, compelling solutions.
• You can combine technical company secretarial credibility with commercial judgement and confident senior-level selling.
• You value the opportunity to work with international member firms and build propositions capable of scaling across markets.

What the key responsibilities of the role are:

• Own and deliver agreed revenue growth targets and the market strategy with GEM leadership, setting priorities across target clients, sectors, investment and routes to market; maintain disciplined oversight of pipeline, conversion, revenue and corrective action.
• Develop senior relationships with Company Secretaries, General Counsel, legal operations teams, governance leaders, finance leaders and other buyers of advisory, GEM and technology-enabled services.
• Lead senior market-facing conversations to diagnose client needs, shape solutions and originate and convert opportunities across designated growth areas.
• Mobilise KPMG account teams to identify opportunities, open senior client conversations and build coordinated pursuit strategies for engagement opportunities.
• Lead major proposals, competitive tenders and presentations, bringing together the right technical, operational, technology and pricing aspects.
• Shape commercially viable and scalable solutions, including scope, pricing, margin, contracting approach, delivery model and investment requirements, working closely with the GEM operations team and relevant specialists as required.
• Ensure that proposed solutions are deliverable, appropriately controlled and compliant with KPMG risk, independence and acceptance requirements.
• With GEM Leadership, support the build the overall UK GEM practice as a sustainable growth business by strengthening its market profile, client portfolio, team capability, talent pipeline, operating model and scalable delivery capacity.
• Act as a performance manager and contribute to people strategy.

Education and qualifications

• Essential: UK-qualified Chartered Governance Professional, with full membership of The Chartered Governance Institute UK & Ireland at Associate or Fellow level (ACG or FCG).
• A degree or equivalent professional experience in governance, law, business, finance or a related discipline.

Skills and Experience Required

The successful candidate will be a commercially strong business developer with credible governance and company secretarial expertise. They will have the experience and senior relationships needed to create demand, shape complex solutions and win substantial advisory or recurring managed-service revenue. They will be able to demonstrate the following:

• A strong track record of originating, shaping and winning substantial governance advisory and global or multi-jurisdictional managed-service engagements.
• Significant experience in UK company secretarial practice and governance advisory, with sufficient technical depth to originate and lead projects credibly at board and senior management level.
• Experience selling recurring and multi-year services, with a clear understanding of outsourcing buying cases, complex sales cycles, solution design and commercial models.
• A practical understanding of global entity management, subsidiary governance, outsourcing and technology-enabled delivery across multiple jurisdictions.
• An established network among senior governance, legal, finance and professional-services stakeholders, together with the confidence to create new relationships.
• Excellent consultative selling, presentation and negotiation skills, with the ability to translate complex client needs into clear, compelling solutions.
• Strong commercial judgement across pricing, margin, investment, contracting, risk and delivery feasibility.
• Experience leading multidisciplinary and international pursuits and mobilising contributors without relying on direct line authority.
• The credibility to work with partners, senior clients, member firms and delivery leaders and to challenge constructively when needed.
• A disciplined approach to pipeline management, forecasting, account planning and measurement of commercial outcomes.
• A collaborative and entrepreneurial style, with the resilience and pace needed to build a growth business.