Managing Director & US Pricing and Commercial Enablement Leader

At KPMG, we are not only keeping pace with the future of business; we are defining it. Harnessing the full power of AI and digital innovation, we deliver intelligent, data-driven solutions to help our clients navigate change and transform their competitive edge. Our people-first approach makes this possible. KPMG invests in continuous learning by providing the tools and training for you to thrive within a culture that fosters growth and collaboration, whether you're launching your career or bringing decades of experience.

Join an inclusive team that inspires excellence, delivers meaningful impact, and empowers you to shape your own future.

KPMG is currently seeking a Managing Director to lead our U.S. Pricing & Commercial Enablement (PCE) organization.

Responsibilities:

Lead KPMG's firmwide pricing transformation, working across our Audit, Tax and Advisory functions to accelerate the shift from traditional effort- and cost-based approaches toward value-based, attribute-based and other preferred pricing models; translate the firm's established pricing strategy into actionable transformation initiatives that produce sustained changes in pricing behaviors, capabilities, tools, insights and outcomes

Lead a complex, cross-functional change agenda, engaging senior stakeholders across the firm to create alignment, establish shared accountability, overcome barriers to adoption and embed new pricing practices into day-to-day pursuit activities; support our functions in building the capabilities, training, communications and reinforcement mechanisms needed to shift mindsets from selling effort and hours toward selling outcomes and value

Champion a customer-centric service model for the PCE, treating KPMG's Audit, Tax and Advisory professionals and leaders as the team's internal customers; build trusted relationships with senior Function stakeholders, listen deeply to their business needs and ensure the PCE brings relevant pricing expertise, technology, analytics, tools and support that enable professionals to price confidently, win work profitably and deliver differentiated client value

Advance pricing strategies and commercialization models for KPMG's evolving portfolio, including professional services, managed services and technology-enabled offerings (i.e., technology products and other asset-based solutions)
Lead and integrate the PCE's core capabilities across strategy enablement, technology enablement, negotiations and coaching and analytics and insights, creating a cohesive team and operating model with clear accountability while developing and empowering high-performing leaders and professionals

Strengthen the firm's pricing insights and market intelligence capabilities, moving beyond reporting toward actionable insights that help leaders and pursuit teams understand pricing ranges, client and market dynamics, win/loss information, actual performance and the attributes that influence price

Expand the PCE's role in complex deal shaping, pricing, and negotiations, providing strategic advice and coaching to engagement teams and helping build capabilities to support larger and more complex opportunities

Qualifications:

Minimum fifteen years of progressive experience in pricing, commercial strategy, transformation, or related disciplines, including significant leadership experience in a complex, matrixed organization; professional services experience strongly preferred

Bachelor's degree from an accredited college or university

Broad commercial and pricing experience across professional services, managed services and technology or asset-based businesses, with expertise in value-based and attribute-based pricing and commercial model design

Demonstrated track record leading enterprise-scale transformation from strategy through execution, including mobilizing stakeholders, driving adoption and achieving sustained behavioral and operating-model change

Exceptional customer and stakeholder orientation, with the ability to build trusted relationships, influence senior executives, navigate competing priorities and translate business needs into practical solutions

Strong understanding of how technology, data, analytics, automation and AI can enable modern pricing practices and improve commercial decision making

Proven people leadership and executive communication skills, with experience leading multidisciplinary teams, developing talent, creating accountability and building alignment across organizational boundaries

For this current opening, our…