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Experienced Professional

Business Development Manager

Location: Cambridge

Service Line: Coverage Central

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Experienced Professional

Senior Manager - Non Life Actuarial - Lloyd's & London Market

Location: London

Service Line: FRM

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Experienced Professional

Assistant Manager, Quant - KPMG Traded Risk Capital

Location: London

Service Line: FRM

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Experienced Professional

Assistant Managers, Quant - KPMG Traded Risk Capital

Location: London

Service Line: FRM

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Experienced Professional

Infrastructure Automation Architect - CIOA

Location: London

Service Line: MC Technology

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Business Development Manager

Location: Cambridge

Capability: Coverage Central

Service line: Coverage Central

Experience level: C

Employment type: Full Time



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

Department Information
Sales is a high profile opportunity within KPMG. You will be playing a crucial role in driving the business forward and will be part of a dynamic team culture offering strong internal networks and support. Your role will be to manage a defined portfolio of targets in the region to drive opportunities, relationships and revenue across the firm.

Role and Responsibilities
The role will manage a portfolio of regionally based targets to drive relationships, raise awareness of KPMG’s brand, create opportunities, and oversee strategic proposals.

Your main internal points of contact will be with the local office Partners and Directors, Lead Partners and Sales Partners across the wider London region, and the local teams in the East Anglian offices. You will work to develop your own network and relationships at the clients, understand their issues and, from that, develop solutions and drive revenue.


Client relationships:

- Work on a diverse portfolio of targets focused on creating relationships and new opportunities. A portfolio is likely to consist of 20-30 accounts
- Spend 80% of time in the market at clients’ sites and with clients
- Identify and gather information on new client issues through primary (face-to-face) meetings
- 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
- Develop peer relationships with client staff and procurement teams
- Coordinate 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 managing Client Service Teams (CSTs), sharing best practice and seeking opportunities to raise profile externally

Sales:

- Understand our approach to managing the sales pipeline and converting opportunities
- Act as a role model for Business Development across agreed portfolio and Region
- In conjunction with key colleagues support the creation, and lead the execution of, a focused targeting plan to develop our relationships and optimise revenues / opportunities
- 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. Lead on developing and driving plans
- 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 our sales process, client service meetings, client service reviews etc.
- 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
- 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 our network by encouraging/facilitating cross-functional involvement
- Act as a focal point for communications between the client and KPMG
- Leverage the internal talent pool by securing the best people for clients
- Facilitate communication amongst team members; develop client knowledge to encourage communication and discussion amongst the CST.
- Share knowledge of sales and relationship management, informally seeking opportunities to coach/mentor partners and emerging leaders
- Bring new ideas and methods to accounts and liaise with other team members to ensure that best practice is shared, client and regional intelligence is communicated, and the team has a good understanding of services that are selling well
- Understand our wider offerings and gain a good understanding of broader sector/client trends, issues, and needs
- 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, injecting 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 and/or examples of existing relationships strengthened (including CRM scores)
- Feedback comments from Sales Partners, Sector Heads, Client Lead Partners, and clients


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
- Practical but can think strategically


Skills


- Extensive 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 groups
- Good working knowledge of Function, Lines of Business
- Strong understanding of services, and relevant content across the firm, in order to create a fully multi-disciplinary approach

Senior Manager - Non Life Actuarial - Lloyd's & London Market

Location: London

Capability: Risk Consulting

Service line: FRM

Experience level: B

Employment type: Full Time



The Role
Responsibilities:


- Leading client engagement teams and in some instances working as part of a multi-disciplinary team
- Providing a high quality advisory service to our clients
- Building and maintaining strong relationships with both new and existing clients as well as within KPMG
- Reserving for clients in the Lloyd’s / London Market, including for Lloyd’s Statements of Actuarial Opinion and Solvency II Technical Provisions
- Winning new business through marketing and sales activities
- Creation and contribution to high quality thought leadership through written publications, training events, client seminars and conferences
- Contributing to the development of new products and services
- Sharing knowledge and experience and contributing to the development of the team
- Marketing and raising the profile of KPMG
- A willingness to undertake travel will be required on occasion


The Person
Qualifications and Skills:


The successful candidate is expected to have experience of working in an Actuarial function or be a qualified actuary


Experience/Knowledge:


- Significant Lloyd’s / London Market reserving or pricing experience
- Knowledge of the workings of the Lloyd’s market will be advantageous
- The capability to manage concurrent engagements and play a part in shaping and implementing KPMG's tailored solutions
- The ability to develop productive relationships that bring in business
- Strong technical and communication skills (both written and oral) and the ability to deal with clients and senior personnel from day one
- Flexibility and an enjoyment of working on challenging projects, and interacting with teams from other business groups
- Strong project and people management skills, and an ability to structure task allocations around critical goals
- Strong coaching skills to develop the capabilities of junior team members
- Experience gained within either a consultancy or company environment are both equally advantageous
- Curiosity and flexibility to new approaches
- Consulting experience
- Market exposure

Assistant Manager, Quant - KPMG Traded Risk Capital

Location: London

Capability: Risk Consulting

Service line: FRM

Experience level: D

Employment type: Full Time



We are currently looking for Assistant manager level quants to join our KPMG Traded Risk Capital team within Banking Risk and have several vacancies.

The Role
Responsibilities:


- This role is primarily a quantitative analyst role focussing on the impact of regulatory change on bank business models and supporting banks with designing and implementing solutions such as:
- Build and/or review/challenge the derivative pricing models, xVA etc.
- Ability to challenge model assumptions, limitations, model approach and contrast to best practice
- Derivative instrument pricing and validation
- While the role will be market risk focussed, individuals are expected to be involved in both market risk and wider risk and capital related engagements.
- As an Assistant Manager, you will be responsible for supporting project delivery as well as internal business development activities.
- The role will require working with senior internal stakeholders and senior external stakeholders across various functions including Front Office Trading, Risk, Product Control and Technology.
- The individual will need to be proactive in keeping abreast of regulatory expectations and industry practices.
The Person
Qualifications & Skills:


- Strong quantitative experience within market risk of at least 4 years is mandatory (e.g. VaR, SVaR, IRC, RWA and ES etc.).
- Worked in a market risk, model development or validation (or similar) functions for an investment bank, asset manager, insurance, hedge fund or similar organisation.
- Ability to balance market risk experience within the consulting environment, adapt to different risk topics
- Quantitative modelling skills in a range of programming languages (e.g. Python)
- Proven ability of effectively delivering market risk related projects.
- Ability to communicate and challenge senior management (Front Office, Risk, Product Control and Technology) on a range of market risk topics.
- Excellent communication skills (oral and written), planning, project management, networking and influencing skills.
- Flexibility to work across the UK (and internationally) where required.

Assistant Managers, Quant - KPMG Traded Risk Capital

Location: London

Capability: Risk Consulting

Service line: FRM

Experience level: D

Employment type: Full Time



We are currently looking for Assistant manager level quants to join our KPMG Traded Risk Capital team within Banking Risk and have several vacancies.

The Role Responsibilities:

This role is primarily a quantitative analyst role focussing on the impact of regulatory change on bank business models and supporting banks with designing and implementing solutions such as:

- Build and/or review/challenge the derivative pricing models, xVA etc.
- Ability to challenge model assumptions, limitations, model approach and contrast to best practice
- Derivative instrument pricing and validation
- While the role will be market risk focussed, individuals are expected to be involved in both market risk and wider risk and capital related engagements.
- As an Assistant Manager, you will be responsible for supporting project delivery as well as internal business development activities.
- The role will require working with senior internal stakeholders and senior external stakeholders across various functions including Front Office Trading, Risk, Product Control and Technology.
- The individual will need to be proactive in keeping abreast of regulatory expectations and industry practices.


Qualifications & Skills Required:


- Quantitative experience within market risk (e.g. VaR, SVaR, IRC, RWA and ES etc.).
- Knowledge of pricing models (StochVol, SABR, Heston, Local Vol).
- Experience with key modelling frameworks (Heston, Stoch Vol, SABR, VaR, ES)
- Worked in a market risk, model development or validation (or similar) functions for an investment bank, asset manager, insurance, hedge fund or FS consultancy.
- Ability to balance market risk experience within the consulting environment, adapt to different risk topics Quantitative modelling skills in a range of programming languages (e.g. Python)
- Experience of effectively delivering market risk related projects.
- Ability to communicate and challenge senior management (Front Office, Risk, Product Control and Technology) on a range of market risk topics.
- Good exposure to the valuation of IR, Equity and FX derivatives
- Experience and understanding with model validation processes
- Good understanding of model documentation requirements
- Good understanding and experience of key methodologies (Black&Scholes, Binominal trees, CDS, discounting)
- Good understanding of MRM and model lifecycle
- Experience with Model Risk Policies
- Programming skills (mainly R and VBA)
- Excellent communication skills (oral and written), planning, project management, networking and influencing skills.
- Flexibility to work across the UK (and internationally) where requiredOpening Date: 16th August 2019
Closing Date: 13th September 2019
Salary: Competitive plus negotiable benefits and bonus

Infrastructure Automation Architect - CIOA

Location: London

Capability: Management Consulting

Service line: MC Technology

Experience level: C

Employment type: Full Time



KPMG’s CIO Advisory practice helps clients transform the way that CIOs and their management teams manage and deliver IT services to their customers by leveraging our capabilities in the following areas:

• IT Effectiveness
• IT Sourcing
• IT Service Management
• Technology Architecture

We are growing our team to meet an ever increasing demand for our market leading services and are seeking your relevant expertise and experience to join us.

The Role

• Developing lasting client relationships and actively building a network and range of experience to help address client needs
• Provide compelling and well thought out solutions to problems of moderate complexity

You will have three key areas of responsibility:
• Manage complex, multi-stakeholder advisory services around network services and technologies.
• Contribute to developing our market growth in network service and technology advisory.
• Contribute to our wider capability group by developing services and people.

You are required to use your industry experience and subject matter knowledge as follows:

Client Delivery
• Deliver high quality advisory services which bring insight to complex technology problems.
• Lead engagements and manage schedule and cost budgets.
• Good stakeholder management
• Provide insight across network services and technologies.

Market Development:
• Work with colleagues to identify and translate potential demand into new engagements.
• Understand business problems and identify commercial opportunities for us.
• Manage and coordinate internal risk/engagement management processes.

Capability Development:
• Contribute to the development of a vibrant and profitable Technology Architecture Capability Group.
• Contribute to the development of market facing propositions and assets.
• Collaborate with colleagues to maximise and share our knowledge and experience.

The Person


• Anticipates the viewpoint of others, listens and addresses concerns
• Builds co-operative relationships and fosters an environment in which everyone’s opinion is valued
• Provides on-going feedback, coaching and mentoring that supports individuals development needs and career aspirations
• Proactively engages in cross-functional communications and sharing of information.


Essential:
• Subject matter expertise and experience from either industry, product or consulting background.
• The ability to deliver high quality network strategy and technology architecture work.
• Business development and sales capability.
• Good communication skills and the ability to influence at a senior level.
• A detailed understanding of network architectures their challenges and benefits.
• Industry awareness of key methodologies, approaches and market trends, including software defined architectures, cloud connectivity and as a service options.
• Experience of: data networking in traditional hosting, public, private and/ hybrid cloud environments.


Desirable:
• Experience within the Financial Services Industry or with other large enterprises.
• Practical experience in delivering large scale, enterprise wide, complex transformations.
• A passion for technology and data networking.
• High energy levels, coupled with a desire to deliver to a high standard in a suitable timeframe.
• Self-motivation and ability to inspire and motivate others.
• Experience of: technical reviews and assessments, network strategy, network architectures, network roadmaps, network solution design, and related sourcing activities.
• Experience of several of: AWS, Azure and Google cloud connectivity, software defined wide area networks, software defined local area networks, virtual local area networks, switching, routing, traditional wide area network services, virtual private networks, quality of service, IP subnets and addressing, and domain name service.

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