Business Development Senior Manager

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Business Development Senior Manager - Consumer, Retail & Leisure

An opportunity for a Business Development Senior Manager to work in the Consumer Retail & Leisure sector to lead and grow a portfolio of key accounts in the sector.

• Your role will be to drive a portfolio of consumer goods and retail accounts in the sector to accelerate growth through creating and building relationships, originating and qualifying opportunities, driving proposals and bids - whether sole source, competitive or formal RFPs, to win profitable revenue from all non-audit service lines across KPMG, and to ensure delivery of those revenues
• You will work to develop your own network and relationships at the client, understand their issues and, from that, not only originate single service line opportunities, but also work with Partners to develop cross-service line solutions which lead to multi-year, multi-£million programmes for KPMG
• You will work closely with the UK Sector Lead for CRL, as well as the Client Lead Partner (CLP) on the accounts in your portfolio, and will be a key member of the client service teams (CST), supporting development of account strategy and ensuring that these teams optimise the opportunities for KPMG and drive collaboration across multiple service offerings
• You will lead on the relationship strategy across your portfolio of clients - developing your own relationships with clients, mapping who owns key client relationships, identifying target clients and relationship gaps and developing strategies to build relationships
• You will hold senior level Procurement relationships with the client, lead account-level negotiations (e.g., MSA) and support project teams in agreeing fees and T&Cs on engagements
• You will develop deep understanding of your client priorities, and the sector more broadly, to identify and drive strategic opportunities and sales leads, including support for proposal development - as well as a deep understanding on wider offerings of the firm and broader sector trends, issues, needs and applicability to your client portfolio
• You will be expected to quickly understand and be able to articulate KPMG's main advisory offerings and with the 'why KPMG' and 'why now' aspects of the sale
• You will bring new ideas and methods to the account and the CR&L 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
• You will be seen as a sales leader, and see all opportunities with colleagues as a chance to coach and enhance the sales skills that you bring to the role, so they can benefit in other pursuits/clients

• Spend the majority of time at client site or in meetings and calls with clients; both in person and virtually
• Identify and gather information on new client and sector issues through client interactions, and share this effectively within the 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/CLP build Board and ExCo level relationships
• 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

• Act as a role model for Business Development across the sector and firm, 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, and lead on developing and driving plans
• Increase 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
• 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

• Net sales YTD - performance against…