Business Development Director

Job description Opportunity for a Business Development Director to work in the Consumer Retail & Leisure sector of KPMG to lead and grow a portfolio of primarily Consumer, with some Retail, accounts.
Role and Responsibilities:Your role will be to driving 1 major global consumer goods business, alongside a number of other Consumer 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 revenuesYou 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 Global Lead Partner (GLP) / 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 KPMGYou 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 relationshipsYou 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 engagementsYou 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 portfolioYou 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 saleYou will work closely with the CLP in setting the account strategy and driving the CSTThrough your client activity and other market activity agreed with the CRL 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 opportunitiesYou will support broader Sales and Marketing activities; tailoring to your client(s), and ensuring engagement with eventsYou 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 Client relationships: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 sectorFacilitate 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 contactsPersonally lead development of those relationships where KPMG has no existing relationship, introducing and supporting connections for specialists to then win workDevelop 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 Sales: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 clientIdentify white space at the client and individuals to target, and lead on developing and driving plansIncrease sales conversion through deploying rigorous sales processes, pricing, contracting and negotiation, to win work across multiple channelsEnsure 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 SectorActively seek opportunities to add more value to the client, through cross-functional solutionsProvide 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 knowledgeKey Measures:Net sales YTD – performance against account plansOrigination in your key accountsGrowth of accounts vs PY and vs budget Scale of opportunitiesWNYD into future yearsClient meeting countPipeline YTD (MSD and broader international opportunities) Pipeline conversion rate YTDNew relationships initiated / developed this year and / or examples of existing relationships strengthened (including CRM scores)Origination outside of your key accountsClient feedbackColleague feedback, particularly around collaboration Competencies:Be able to drive value-adding business conversations with clients which challenge their thinking and position KPMG effectivelyBe confident interacting at the most senior levels internally and externally, while at the same time able to interact well with peers and teams, across capabilities and global member firmsSet 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 Strong questioning and listening skills with ability to see the bigger pictureEffective networker with ability to understand client needsExternal profile through social media and eventsMature in outlook, with strong influencing skills (internal and with client) and diplomacyPositive and enthusiastic manner in dealing with a cross section of peopleBe well organised, detail-conscious, pro-active, hard-working, and resilient Be flexible in approach and able to work under pressureBe self-driven, and known for delivery against commitmentsBe organised and active in ensuring all assets get to your clients in a timely and effectively way Skills:Consumer (CPG/FMCG) sector experience; working for, or selling services to, consumer businessesEither a track record within sales or evidenced sales experience through a client-facing professional role, including sales techniquesUnderstanding of professional services firms is an advantageStrong interpersonal, organisational and communication skillsGood presentation and pitching skillsPossess strong communication skills and be confident speaking 1-on-1 to senior clients and to larger groups Strong understanding of, or evidenced ability to learn, services, and relevant content across the firm, in order to create a fully multi-disciplinary approachCommercial skills and methodologies to maximise outcomesProficient in French (and German) is an advantage #LI-AC1