I'm looking for

Role and Responsibilities
You will be part of an established IRI team in London and across the UK linking in with the Sales and Marketing team. 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 and IRI is in need of focusing on this area in the Mid Market space where competitors have large teams of dedicated sales people. 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 R&D, grants and Patent Box leads and opportunities created via our various routes to market and manage a defined portfolio of clients in the London and National regions 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, focus on clients/sectors fit for the future, 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 (including CRM scores)
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
Competencies:
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
Enthusiastic self-starter
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

Skills
Experience of sales or a client-facing professional role and understanding of professional services markets an advantage.
Good interpersonal, organisational and communication skills
Good presentation skills
Possess excellent communication skills and be confident speaking to large group