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Experienced Professional

Senior Business Development Manager - Bristol

Location: Bristol

Service Line: Coverage Central

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Experienced Professional

Head of Talent Development - Global

Location: London

Service Line: IHQ

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Experienced Professional

Business Development Director - Industrial Manufacturing

Location: London

Service Line: Coverage Central

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Experienced Professional

Senior Business Development Manager - Industrial Manufacturing

Location: London

Service Line: Coverage Central

View role

Experienced Professional

Senior Business Development Manager Consumer Markets, Leisure & Retail

Location: London

Service Line: Coverage Central

View role

Senior Business Development Manager - Bristol

Location: Bristol

Capability: Coverage Central

Service line: Coverage Central

Experience level: Senior 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.


Role and Responsibilities

You will be part of an established Sales and Marketing team in the Bristol Region. 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 manage a defined portfolio of targets in the region to drive opportunities, relationships and revenue across the firm.

You will work to develop your own network and relationships at the clients, understand their issues and, from that, develop solutions and drive revenue. The role will manage a portfolio of regionally based 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. 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
- 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 managing 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
- 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 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.


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
- 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



Head of Talent Development - Global

Location: London

Capability: KPMG Business Services

Service line: IHQ

Experience level: Director

Employment type: Full Time


Location: US, UK or Europe Country

The Global Head of Talent is responsible for developing and delivering a forward-looking global approach to build and sustain the workforce needed to deliver on KPMGs Trust and Growth ambition.

Working closely with the other Global People Centers of Expertise –Culture, Mobility, Learning and Development, Digital and Operations – to ensure our talent strategies align with the requirements of the business and global best practice.

The Global Head of Talent will be based in one of our Global head offices with the expectation of international travel.

Key priorities
Workforce shaping
· Analyze global workforce trends and the impact on skills and workforce we need on the near and longer term
· Work with member firms and People and Change specialists to build capability in workforce shaping to support both global functions and individual member firms.
· Work with functions and member firms to develop our thinking on new career paths in line with our promises on employment proposition (see below)
· Build a network of talent professionals to share best practice, and delivery approach.

Employer brand
· Design and deliver a compelling employment proposition in conjunction with functions and member firms based on our target people experience and ways of working.
· Ensure a global approach to talent aimed at attracting diverse talent (e.g. Employer Branding, KPMG Ideation Challenge etc.)

Talent management and development
· Spot and identify key talent management and development requirements for the overall business to support the KPMGs Trust and Growth ambition
· Put in place building blocks for a collective talent strategy including co-creating and delivering a common talent profile and approach to capture data to support talent management
· Successfully embed and continue to evolve our approach to performance development across our network
· Develop multiple approaches to feedback and questionnaires in the firm. Design and deliver assessment and development based 360 feedback, upward feedback and engagement feedback approaches in conjunction with member firms and relevant functional stakeholders.
Listening strategy
· Develop a listening and measurement strategy that is grounded in our Global People Survey and focused on evolving our analytics and listening capabilities. This includes working closely with the Head of Culture
· Working with the Central data and analytics team to bring together and analyze all available talent and member firm data
· T ransform the way we use data to deliver insight on our global workforce, this includes evolving the way we pool, collect, analyze, report and share our global people data across the Global People team.

Main responsibilities
· Focus on strategy development and execution, partnering with key stakeholders to develop and implement a holistic approach to talent development and talent management.
· Project Management & Delivery –o verseeing the project management for the talent program of work
· People Leadership – responsibility for building, managing and developing the global talent team (8 fte) required to deliver the talent program of work
· Financial Management –responsibility for the budget and reporting requirements
· Compliance and risk –a dherence to KPMG risk management and policy requirements

Experience, skills and knowledge
· A strong understanding of current talent practices, methodologies and trends.
· Bachelor’s degree in business administration, HR/organization psychology or a related field. Professional post-graduate qualification preferred
· Significant leadership experience in an internal or client-facing People/HR role, demonstrating a breadth of understanding of the people/HR agenda
· Experience working in a complex international or diverse cross-cultural environment ideally gained in a professional services firm.
· A track record of development of and implementing forward-thinking talent / leadership / performance approaches and initiatives that have a lasting impact on the organization and its operating performance.
· Experience of transformational change within organizations or teams arising from the introduction of new technologies or processes, ideally with experience of managed collaboration to effect the transformation.



Business Development Director - Industrial Manufacturing

Location: London

Capability: Coverage Central

Service line: Coverage Central

Experience level: Director

Employment type: Full Time



The Role


Your role will be to focus on IM 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 IM 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


The Person


- 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

Senior Business Development Manager - Industrial Manufacturing

Location: London

Capability: Coverage Central

Service line: Coverage Central

Experience level: Senior Manager

Employment type: Full Time











Senior BusinessDevelopment Manager – Industrial Manufacturing (IM)








At KPMG, our values define who we are and the way we do business. As aleading professional services firm, we know that our strength and capabilitycome from our people – their different perspectives, experiences andbackgrounds. From our inclusive leadership strategy to our diversity andinclusion targets – we’re making bold changes to who we are and what we do. Bepart of it.




Role and Responsibilities:





Your role will be to focus on IM clients to drive opportunities,relationships and profitable revenue from service lines across the firm. Youwill work to develop your own network and relationships at the client,understand their issues and, from that, develop crossservice line solutions anddrive incremental profitable revenue. You will work closely with the SectorLead.

Client relationships:



Work on selected Corporates IM 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 newclient and sector issues through meetings (primarily face-to-face), and share this effectively within Sector
Facilitate expansion of points ofcontact between KPMG and the client. Create, maintain and drive the executionof the relationship map and plan to develop many to many contacts.
Personally lead development of those relationships where KPMG has no existing relationship, introducing andsupporting 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
Coordinate client relationship eventsand ensure return on investment is measured through deepened relationships andincreased 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 workacross 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 morevalue 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 jobcoaching 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 thefirm 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 securethe 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 mostsenior levels internally and externally, while at the same time able to interactwell 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 indealing with a cross section of people
Be well organised, detail conscious, proactive,hardworking, and resilient
Be flexible in their approach and able to work under pressure




Skills:

Demonstrates highly effective abilities in the following:

Sales experience through a client facing professional role that demonstrates high performance against targets Interpersonal, organisational and communication skills including strong communication skills and be confident speaking 1on1 to senior clients and to larger groups


Presentation skills

Influencing skills

Understanding of professional services markets an advantage.
Strong understanding of services, and relevant content across the firm, in order to create a fully multidisciplinary approach







Senior Business Development Manager Consumer Markets, Leisure & Retail

Location: London

Capability: Coverage Central

Service line: Coverage Central

Experience level: Senior Manager

Employment type: Full Time




Senior Business Development Manager – 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
Coordinate 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, proactive, hardworking, and resilient
Be flexible in their approach and able to work under pressure






Skills:
Demonstrates highly effective abilities in the following:

Sales experience through a client facing professional role that demonstrates high performance against targets Interpersonal, organisational and communication skills including strong communication skills and be confident speaking 1on1 to senior clients and to larger groups


Presentation skills

Influencing skills

Understanding of professional services markets an advantage.
Strong understanding of services, and relevant content across the firm, in order to create a fully multidisciplinary approach















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