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Experienced Professional

Business Development Director

Location: London

Service Line: Coverage Central

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Experienced Professional

KPMGI HR Business Partner

Location: London

Service Line: IHQ

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Experienced Professional

Sales Business Partner (B) - TPL & DA

Location: London

Service Line: Market Development

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Experienced Professional

Internal Communications Business Partner

Location: London

Service Line: Corporate Affairs

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Experienced Professional

Business Development Manager - Bristol

Location: Bristol

Service Line: Coverage Central

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Business Development Director

Location: London

Capability: Coverage Central

Service line: Coverage Central

Experience level: Director

Employment type: Full Time


Senior Business Development Director – Consumer Markets, Leisure & Retail (CML&R)

At KPMG, our values define who we are and the way we do business. As a leading professional services firm, we know that our strength and capability come from our people – their different perspectives, experiences and backgrounds. From our inclusive leadership strategy to our diversity and inclusion targets – we’re making bold changes to who we are and what we do. Be part of it.



Role and Responsibilities:


Your role will be to focus on CML&R clients to drive opportunities, relationships and profitable revenue from service lines across the firm. You will work to develop your own network and relationships at the client, understand their issues and, from that, develop cross-service line solutions and drive incremental profitable revenue. You will work closely with the Sector Lead.

Client relationships:


- Work on selected Corporates CML&R clients with the best opportunity for growth

- Spend the majority of time at client site or in meetings and calls with clients
- Identify and gather information on new client and sector issues through meetings (primarily face-to-face), and share this effectively within 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 build Board and ExCo level connection
- 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 Corporates 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. Lead on developing and driving plans
- Boost 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


Knowledge/communication:
- Bring new ideas and methods to the account and 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
- Understand the wider offerings of the firm and gain a good understanding of broader sector / client trends, issues, needs, and potential applicability / relevance across own portfolio
- Act as a focal point for communications between client and KPMG team

- Act with a Global Mindset to secure the best of KPMG is brought to bear for the benefit of the client



Competencies:


- Be able to drive value-adding business conversations with clients which challenge their thinking and position KPMG effectively
- Sets 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.
- Be confident interacting at the most senior levels internally and externally, while at the same time able to interact well with peers
- 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 their approach and able to work under pressure



Skills:

- a track record within sales either directly or through a client-facing professional role

- Good interpersonal, organisational and communication skills
- Good knowledge of professional services organisations
- Good presentation skills
- Possess strong communication skills and be confident speaking 1-on-1 to senior clients and to larger groups







KPMGI HR Business Partner

Location: London

Capability: KPMG Business Services

Service line: IHQ

Experience level: Manager

Employment type: Full Time



KPMGI Group Context and Background


KPMG International (KPMGI) does not provide professional services to clients. KPMGI works globally to set our strategy, ensure global consistency and provide expertise to support member firms in the delivery of our Collective Strategy and the achievement of our growth and trust ambition. KPMGI people, or those in Global roles, work across the world in a number of function, sector and business support teams.

The KPMGI HR team is responsible for delivering the Talent Strategy and innovative solutions that support the Global Business Strategy and key strategic priorities, as they impact those in Global roles.

Organizationally, every Global function is supported by a designated KPMGI HRBP



Role Summary

The KPMGI HRBP is primary liaison on all People matters impacting relevant Global persons, in the population they support, across multiple Global locations. This role works closely with the Global Leaders of Global functions (i.e. GMT Leader, Global COO, Chief of Staff, Senior People Leader, where applicable), in-country HR and Compensation teams, in-country HR Advisors supporting Global and other HRBPs within the KPMGI HR.


HRBP's will apply their generalist background and provide oversight, direction and support to ensure both effective and efficient provision of HR services to a Global function. KPMGI HRBP roles are instrumental in driving improved business performance with focus on consistency of HR communications, policy and process.



Accountabilities



40% - Workforce planning & management

- Have complete visibility, at all times, of all incoming KPMGI resources & movements, be it direct hires, bought-in staff, 3rd party contractors, rotations, etc. and an oversight of the mechanics of these movements; advise and challenge KPMGI hiring managers on the job specifications and package structures to be offered to new hires for KPMGI.
- Maintain for respective Global function, in close cooperation with Global Finance Controllers and under supervision of the PMO (KPMGI Talent & Operations SM), a real-time database containing relevant and necessary information on people in Global roles; purposefully use the employee data; maintain up to date organizational charts, employee lists, Global function DL and employment terms for all individuals within Global function
- Assist respective Global Leadership team on workforce planning assessments and related requirements and actions (e.g. skill gap analyses, strategic resourcing, recruitment, retention programs, defining the experience capabilities/role requirements of the future, mobility, succession planning, etc.) as needed;

20% Performance & Talent

- Facilitate and manage Interim and year end calibration discussions across the entire Global function; provide advice and challenge to the KPMGI performance managers on the application of the MF and KPMGI process to identify and manage and support both strong performers and underperformers.
- Proactively engage with KPMGI Performance Managers to ensure robust performance objectives are set for their appraisees and support the upskilling of PMs throughout the performance cycle

10% - Pay Planning

- As one of the key Pay Planning designates for the Global function 1) support making fair, timeous and consistent pay recommendations, accounting for both the local approach, the KPMGI approach and the unique needs within the KPMGI function (i.e. hot skills, etc.) 2) educate, counsel and support other Pay Planning designates in the Global function during the KPMGI pay cycle 3) consolidate and maintain an overview of pay decisions and nuances for each team member once agreed with the Global COOs; the KPMGI HRBP ultimately holds accountability for accuracy of pay data provided on behalf of the Global function


15% - Employee Relations

- Provide proactive guidance to KPMGI leaders on informal employee relations challenges, such as immediate challenges with performance or relationships among KPMGI people that have no legal or disciplinary implications; anticipate and resolve employee matters and questions

15% - Other Initiatives

- Establish close working relationships with respective Global COOs, CoS and SPLs (where applicable), within allocated Global function, to be seen as trusted and value adding advisor; understand and drive execution of the People priorities uniquely relevant to the Global function
- Contribute to the determination of the KPMGI-wide action plan emerging from the annual Global People Survey and oversee due follow through in order to continually focus on increasing engagement levels.
- Identify opportunities for improvement, across KPMGI, on attraction, engagement and retention of talent, based on the understanding of industry standards and existing, emerging and best in class people practices in KPMGI core locations or functions
- Further KPMGI HR Priorities both as an active member of the broader KPMGI HR/ HRBP community and as a contributor to either the design or implementation of certain strategic KPMGI HR initiatives

“Everyone a Leader” Competencies

1. Drive quality: Delivers high-quality products and exceptional service that provide value and exceed client expectations
2. Apply a strategic perspective: Uses diverse sets of inputs to develop a broad perspective on business and people issues
3. Make sound decisions: Exercises sound ethical and business judgment when making decisions
4. Build collaborative relationships: Connects with individuals, teams and organizations to build lasting, collaborative relationships that enable global, firm-wide growth
5. Develop and motivate others: Engages teams, instills confidence, and coaches people to find meaning in their work and achieve exceptional results



Skills & Qualifications

To be successful, you must have strong people and problem solving skills, project/case management and analytical capabilities. In addition, you will possess a good understanding in the areas of recruitment, HR technology, business processes, performance and talent management, compensation and benefits and able to interact and deal effectively with different stakeholder groups within the KPMGI network. As well as a strong appreciation of the sensitivity of information, respect for confidentiality and a solid team-oriented attitude.

- Technical knowledge of Employment law and the application
- Good project management skills for medium scale initiatives
- Analytical skills
- Ability to identify and analyze trends in employee data
- Experience in recruitment is an asset
- CIPD or part CIPD qualified is an asset

Experience/Knowledge

- Strong team player with good influencing skills
- Ability to coach peers, team members, and key stakeholders
- Aptitude for continuously improving processes/best practices
- Integrates information from a variety of different sources and considers the broader impact of issues
- Self-motivated and able to manage conflicting deadlines and demands
- Strong mind-set for continuous improvement and meeting or exceeding client expectations
- Proven track record of successful relationship development and management capabilities with stakeholders
- Ability to influence and confidently negotiate at all levels
- Demonstrated ability to influence, evaluate and manage conflicting priorities effectively in a fast-paced environment with senior level leaders







Sales Business Partner (B) - TPL & DA

Location: London

Capability: KPMG Business Services

Service line: Market Development

Experience level: Senior Manager

Employment type: Full Time



Grade: B - Senior Manager
Service: Area Market Development (MD), which is part of KPMG Business Services (KBS)
Location: London/ Region based (dependent on Coverage area)

Function Information

KPMG goes to market on a multi-disciplinary approach to ensure maximum impact for all our services offerings by being client-centric and leveraging opportunities.

Market Development is a growth accelerator for the firm which focuses on driving profitable and sustainable sales growth for the firm, building the firm’s brand and reputation & ensuring that KPMG is the clear choice for our clients
Activities focus on origination, conversion, profitability and retention.

Department Information

The Business Partners work alongside the Client & Growth Partners and leadership teams to develop and execute their sales strategies.
This will be achieved by bringing expertise in sales excellence and enablement and harnessing additional specialist resource from across Market Development & broader global/ UK firm to deliver results.
The successful individual will focus with client teams to implement sales practices and disciplines which drive profitable growth through guidance, coaching, development and supportive challenge.

Role and Responsibilities

The Sales BP is accountable for working alongside the Client & Growth Partner to develop and implement the sales excellence strategy. The role will be required to embed significant cultural change and so should be able to demonstrate they are competent to operate and challenge at a senior level across a matrix organisation.

1) Complete a KPMG Way maturity assessment & understand strengths and gaps – considering goals and strategies of the Coverage/ Capability area.
2) Work closely with the Client & Growth Partner to help formulate and deliver the sales strategy with focus on building Trust and Growth.
3) Develop and agree sales plans with leadership team including Client & Growth Partner, Coverage/ Capability lead, & Regional/ Sector Heads.
4) Focus on sales strategies which Maximise KPMG investments by bringing the best of Market Development (MD) & feedback client team requirements to inform MD focus and resource model.
5) Drive adoption of leading sales practices to provide optimum performance to client facing teams e.g. MarketEDGE, Client Conversations and Strategic Account Management. Strong candidates will have the capability to assess the needs of teams and individuals and deliver workshops, coaching, guidance & supportive challenge which is relevant to desired outcome.
6) Work alongside Client Teams and Marketing to run agreed sales campaigns, optimising leads and tracking reporting ROI in meetings and revenue.
7) Work with HOPO, HO Finance & Sales operations to drive and help embed good practices in sales frameworks, qualification, account planning and broader sales management discipline.
8) Optimise sales KPIs, MIs, pipeline and CRM and discuss with leadership to promote sound financial business decisions
9) Contribute across Market Development and KBS leadership team.

Qualifications and experience

• Diploma or degree qualified (ideally business related).
• Proven skills in senior stakeholder management up to executive level.
• Proven skills in leading change and multi-function projects.
• A wealth of experience in sales/ client facing / sales enablement.
• Knowledge of sales methodologies and experience of implementation resulting in tangible business results

Skills

• Strong people and leadership skills, with ability to engage teams at different levels.
• Strategic thinker with ability to tailor to specific business situations or propositions
• Have a progressive and innovative approach to the delivery of market facing programmes, with focus on driving sales and profit.
• Proven consulting skills with ability to scope requirements collaboratively to gain buy-in across a number of stakeholders.
• Demonstrate strong project leadership skills
• Confident facilitation/ coaching skills to support the development of individuals and groups.
• Have experience leading and adapting to change in a positive way.
• Experience of working successfully across multiple teams and departments to achieve goals collaboratively.
• Be commercially focused, targeting development and impact aligned to business growth plan.

Internal Communications Business Partner

Location: London

Capability: KPMG Business Services

Service line: Corporate Affairs

Experience level: Senior Manager

Employment type: Full Time




KPMG is part of a global network of firms that offers Audit, Tax & Pensions, Consulting, Deal Advisory and Technology services. Through the talent of over 16,000 colleagues, we bring our creativity and insight to our clients’ most critical challenges.

With offices across the UK, we work with everyone from small start-ups and individuals to major multinationals, in virtually every industry imaginable. This role sits within the Internal Communications (IC) team, part of the Corporate Communications department, itself part of the Corporate Affairs function.



Purpose

This role reports into the job-sharing Joint Heads of Communications. You’ll be working with the Executive Board members responsible for Risk and Audit and their leadership teams. As a trusted advisor, you will be responsible for creating, agreeing, planning, executing and measuring all internal communications within an agreed Internal Communication strategy. As a senior manager, you will be part of the senior UK Internal Communications team and have a small team of your own.



Responsibilities

- Being the Internal Communication business partner to the Executive Board members for Risk and Audit and their leadership teams and building trusted advisor relationships
- Accountable for creating, agreeing, planning, executing and measuring all internal communications within an agreed Internal Communication strategy, aligning it to the Corporate Communication and Corporate Affairs priorities
- Working with colleagues in the broader Internal Communications team to align messages across the firm and contributing to the wider forward-planning process of the team
- Bringing innovative and creative thinking to the table, working with designated leaders to introduce fresh approaches to delivering internal communications
- Working with senior leaders and their teams to help them improve dialogue and face-to-face communication within our client-facing teams
- Coaching and line-managing team members, while also working collaboratively with peers both within and without the Internal Communications team

The Person

The successful role-holder will be someone who has both the gravitas to deal effectively with senior leaders of KPMG and the ability to deliver creative communications in a fast-moving environment. We’re looking for a senior player who is able to quickly build rapport with demanding stakeholders and can exercise sound judgment in their dealings with them. Resilient and flexible, the role-holder will be comfortable with complexity and operating at the most senior level in an organisation. He or she will also have a track record of managing and coaching less experienced internal communications professionals.


Skills required

- Proactive ability to combine strategic thinking with a demonstrable track record of developing and delivering communication programs in a fast-moving environment
- Credible in stakeholder management, relationship-building and the ability to manage senior stakeholders as clients, without losing sight of the bigger picture
- Strong sense of how to add true value as a communications professional, making a solid contribution to the success of the business
- Able to deal well with ambiguity, working adeptly with leaders to effectively articulate messages that may be sensitive, unclear or still evolving
- A sound understanding of professional services; experience within a comparable environment would be advantageous
- Excellent influencing and diplomatic skills
- Keen understanding of how internal communication adds value to an organisation
- Experience of advising risk or audit teams is desirable
- The ability to influence stakeholders about the value of good internal communication and act as an ambassador for Internal Communications/ Corporate Affairs
- A strong team player, who is used to working collaboratively and has solid experience as both a line manager and coach
- The ability to work under pressure and to tight deadlines in a fast changing environment
- High quality written and verbal communication skills in fluent English for all media



Business Development Manager - Bristol

Location: Bristol

Capability: Coverage Central

Service line: Coverage Central

Experience level: Manager

Employment type: Full Time



Function Information

KPMG goes to market on a multi-disciplinary basis, leveraging insights to provide a broad range of solutions and services to assist our clients in meeting their business objectives and addressing areas of greatest challenge.


Within the Sales and Marketing
function, we provide the information, tools, support and challenge required to
identify, target, secure, retain and grow with our target clients, and initiate, pursue and win high-profile opportunities for the firm.




Roles and Responsibilities







You will be part of an established Sales and Marketing team in Bristol and across the UK. The UK Sales Team is at the forefront of our efforts to establish, build and retain business within our selected markets.

Sales is a high profile opportunity within KPMG. You will be playing a crucial role in helping to drive the business forward and will be part of a dynamic team culture offering strong internal networks and support. Your role will be to pursue leads and opportunities created via our various routes to market and manage a defined portfolio of clients in the Bristol region to generate revenues and pipeline.

Your main internal points of contact will be with the Office Senior Partners, Client Lead Partners, Sales Partners, Heads of particular Sectors and the Head of Clients and Growth. The focus of targets will be regionally based Private Capital ‘targets’ to drive relationships, raise awareness of KPMG’s brand, create opportunities, oversee strategic proposals and, ultimately increase revenue.

Client relationships:

- Work on a diverse portfolio of targets focused on creating relationships and new opportunities.
- Spend 80% of time engaged in sales activities
- Identify and gather information on new client issues through primary (face-to-face) meetings
- Facilitate expansion of points of contact between KPMG and clients. 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
- Develop peer relationships with client staff and procurement teams
- 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
- Identify and build relationships with regional influencers by attending events, hosting internal sales meetings and supporting Client Service Teams (CSTs), sharing best practice and seeking opportunities to raise profile externally
Sales:

- Understand KPMG’s approach to managing the sales pipeline and converting opportunities
- Act as a role model for Business Development across agreed portfolio and Region
- Focus on current issues to ensure that 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 opportunities at the client and individuals to target.
- Boost sales conversion through deploying rigorous sales processes, pricing, contracting and negotiation, to win work across multiple channels
- Work with and across functions and functional partners to enhance sales efforts. Agree sales strategy to penetrate the account, assign ownership for relationships with key stakeholders and ensure appropriate visibility at board level.
- 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 articulating and selling new propositions
- Actively seek opportunities to add more value to the client, through cross-functional solutions
- Provide visibility of sales pipeline by ensuring SAP pipeline management systems are kept up to date
- Ensure major opportunities/actions from account plans are reviewed and challenged regularly
- Coach teams in sales/proposal best practice
- Build a strong and extensive external network, raising your profile with key businesses and multipliers, including sector specialists lawyers, banks, etc.

Knowledge/communication/coaching:

- Leverage KPMG network by encouraging and facilitating cross- functional involvement
- Act as a focal point for communications between the client and KPMG team
- Leverage the internal talent pool by securing the best people for your clients
- Facilitate communication amongst team members; develop client knowledge to encourage communication and discussion amongst the CST.
- Share knowledge of sales and relationship management by informally seeking opportunities to coach and mentor partners and emerging leaders
- Bring new ideas and methods to accounts 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
- Understand the wider offerings of the firm and gain a good understanding of broader sector / client trends, issues, needs, and potential applicability / relevance across own portfolio
- Provide sales forecasts by involving all functions that can add value to the account, including regular meetings with all functions involved with the account. This includes working on behalf of services that the client doesn’t buy in order to open the door
Proposals:

- Manage tenders and the pitch process, 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.

Key Measures

- Net sales YTD – by client
- Growth v PY and v budget
- Pipeline YTD - with a focus on those programmes that you are driving
- New relationships you have initiated/developed this year and/or examples of existing relationships strengthened
- Feedback comments from Sales Partners, Sector Heads and Client Lead Partners
- Client feedback
- Performance relative to the BDM ‘gold standard’ behaviours
- Strength of external network and profile
- Wider contribution to the regional sales effort
Skills & Experience Required

- 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, while at the same time able to interact well with peers and other more junior members of the team
- 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
- 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
- Experience of sales or a client-facing professional role and understanding of professional services markets an advantage.








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