KDN T&L - GMS - Pursuits Specialist - Senior Manager

Job description

About KPMG Delivery Network

The world of global advisory, audit and tax compliance services for large multi-nationals is rapidly changing and heavily dependent on technology. The KPMG Delivery Network (KDN) is a KPMG special purpose member firm offering a way for clients to leverage KPMG top talent and technology platforms through regional teams of specialists, enabling economies of scale and a new way of working that expands beyond local capability Together with KDN, KPMG member firms can drive the sales and delivery of global solutions at a competitive price and in a repeatable and consistent manner. As a member of KDN, you’ll be a part of the KPMG family working alongside some of our profession’s most skilled practitioners on rewarding programs and initiatives that are changing the way business operates, delivering value to our clients, and driving positive change in the communities we serve. You’ll be enabling KDN accelerate new ways of working, using cutting-edge technology and working together with our member firms located in nearly 150 countries to help us achieve our ambition to be the most trusted and trustworthy professional services firm. And through your work, you’ll build a global network and unlock opportunities that you may not have thought possible with access to great support, vast resources, and an inclusive, supportive environment to help you reach your full potential.

Role Summary

KPMG Deliver Network (KDN) Tax & Legal is looking for a Senior Manager for it's (GMS) Global Mobility Services in Tax & Legal practive to build up centralized Market Development capabilities for the GMS service line, in order to manage central account and pursuit planning, as well as live RFP support. This role is vital for GMS global growth plans and will ensure the success of the practice.

How you will make your mark

Markets Focus:

- Drive collaboration with Lead Member Firms across the globe on account and opportunity planning (for both external targets and existing clients), to position KPMG in the best possible way to succeed in the market

- Lead on all aspects of key global pursuits, including global & regional priority targets, by providing market expertise, guidance, and instruction to the Lead Pursuit Partner, to ensure our greatest chance of success (with support from Senior Pursuit Leaders)

- For existing clients, lead central support in account planning, strategic relationship building and service expansion, bringing SMEs to their client and accessing the newest, most innovative solutions KPMG offer

- Lead our professional approach to pursuits, promoting best practices and ensuring that where applicable we bring the best of KPMG (people, technology, and service offerings) regardless of location

Change:

- Be an ambassador of and support with shaping GMS market strategy and centralized bid support and communicate the value it brings to lead member firms (i.e. efficiency gains, lower cost in going to market, top-quality materials, access to expertise)

- Actively drive high class sales culture and entrepreneurial mindset across our global network

Leadership:

- Be a leader in creating and operating a new agile centralized global GMS Market COE (a virtual team of SMEs and Markets specialists based in several member firms). The Markets COE responsibilities include centralized live RFP support (written and oral presentation), opportunity specific pursuit planning, ownership of standard RFP materials, contracting support and RFP debrief governance

- Along other Markets COE members, work closely with Global Sales Support Team (centralized KDN resource to support Markets COE) in running jointly owned processes. Drive culture of collaboration, high performance, and inclusivity

- Provide strategic input into the overall market strategy to ensure we achieve our global revenue and market share goals

Additional:

- Familiarize oneself with market development transformation objectives and provide input to execution of vision based on experience

- Transition into business-as-usual responsibilities, by taking ownership of pursuit planning for allocated opportunities (growing new clients and protecting existing clients) and driving live RFPs as well as the preparation of standard materials

- Validate process design for centralized Market Development activities by trialling these processes with practical cases and identifying needs for refinement

- Become an experienced user of the GMS Clients & Markets Tool and understand why we collect which data at which point, and for what reason

- Expand knowledge on GMS fee library structure and execution of fee principles, as well as delivery of our high-growth service offerings

- Participate in refining and executing communication strategies to promote the new Centre of Excellence's (COE's) mission and vision to KPMG member firms

- Ensure ongoing development and training support to KDN team members (Global Sales Support Team) and mentor Markets COE joiners

This is the job for you if you have

- Significant experience in pursuits at senior management level

- Well acquainted with market activities and commercial aspects of a professional services line, preferred

- Proven experience in leading and managing medium to large scale global engagements / projects

- Demonstrated problem-solving and decision-making capabilities, with a strategic mindset

- Exceptional communication skills, enabling effective collaboration and relationship-building across diverse stakeholders

- Ability to thrive in a fast-paced, dynamic work environment, managing multiple priorities and deadlines

- Interested in operating in a pre-defined yet flexible process, to drive the right behaviors and achieve the best outcome for the global GMS practice

- Self-starter that can collaborate and execute on priority goals and vision

- Flexibility (within reason) to work with stakeholders across all regions / time zones