Business Development Senior Manager

Business Area: Corporate Affairs & Marketing

Contract type: Permanent

As a Business Development Senior Manager within our Asset Management team, you will play a pivotal role in driving sustained revenue growth and strengthening strategic client relationships across the Asset Management sector. You will be responsible for business development initiatives, originating and converting opportunities, and shaping go-to-market strategies for asset and wealth management clients.

• Your role will be to drive 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.
• 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 Asset Management (AM), the members of the Asset Management Leadership Group 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
• 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, tax and legal offerings in Asset Management and with the ‘why KPMG’ and ‘why now’ aspects of the sale
• You will work closely with the CLP in setting the account strategy and driving the CST
• Through your client activity and other market activity agreed with the AM Sector head you will build market awareness for KPMG solutions
• You will drive collaboration across KPMG service offerings and member firms to drive origination and / or respond to opportunities
• You will support broader Sales and Marketing activities; tailoring to your client(s), and ensuring engagement with events
• You will bring new ideas and methods to the account and the AM 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 preparing for and attending meetings and calls with clients and prospective clients; both in person and virtually
• Identify and gather information on new client and sector issues through market and 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…