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Business Development Director - Consumer & Retail

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KPMG

Dec 12

Applications are closed

  • Job
    Full-time
    Expert Level
  • Sales & Business Development
    Business, Operations & Strategy
  • London

Requirements

  • Experience Level: Director
  • Type: Full Time
  • Contract type: Permanent
  • Consumer (CPG/FMCG) sector experience; working for, or selling services to, consumer businesses
  • Either a track record within sales or evidenced sales experience through a client-facing professional role, including sales techniques
  • Understanding of professional services firms is an advantage
  • Strong interpersonal, organisational and communication skills
  • Good presentation and pitching skills
  • Possess 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 approach
  • Commercial skills and methodologies to maximise outcomes
  • Proficient in French (and German) is an advantage

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 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 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 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 offerings 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 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 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 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
  • 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
  • Net sales YTD – performance against account plans
  • Origination in your key accounts
  • Growth of accounts vs PY and vs budget
  • Scale of opportunities
  • WNYD into future years
  • Client meeting count
  • Pipeline YTD (MSD and broader international opportunities)
  • Pipeline conversion rate YTD
  • New relationships initiated / developed this year and / or examples of existing relationships strengthened (including CRM scores)
  • Origination outside of your key accounts
  • Client feedback
  • Colleague feedback, particularly around collaboration

FAQs

Where is this position located?

The position is located in Gatwick, London, and Watford.

What is the experience level required for this role?

The role requires a Director-level experience.

Is this position full-time or part-time?

This position is a full-time role.

What sector will the Business Development Director be primarily working in?

The Business Development Director will primarily work in the Consumer & Retail sector.

What type of contract is being offered for this position?

The position is offered as a permanent contract.

What are the main responsibilities of this role?

The main responsibilities include driving growth through building relationships, originating opportunities, managing client accounts, and developing sales strategies for the Consumer and Retail sectors.

Will the candidate be required to work closely with senior management?

Yes, the candidate will be expected to develop relationships with client senior management and work with Partners on account strategies.

Are there specific competencies that are emphasized for this role?

Yes, key competencies include strong interpersonal skills, effective networking, and the ability to drive value-adding conversations with clients.

What kind of skills are necessary for this position?

Necessary skills include experience in the consumer sector, strong communication and presentation skills, commercial methodologies, and teamwork abilities.

Is proficiency in any languages required for the role?

Proficiency in French (and German) is considered an advantage for this role.

How will success be measured in this position?

Success will be measured through net sales performance, client meeting counts, pipeline conversion rates, and feedback from clients and colleagues.

What aspect of KPMG’s offerings should candidates understand?

Candidates should be able to articulate KPMG’s main advisory offerings and effectively communicate the ‘why KPMG’ and ‘why now’ aspects of the sale.

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KPMG

Accounting
Industry
10,001+
Employees

Mission & Purpose

KPMG is one of the Big 4 accounting firms and provides professional services in the areas of audit, tax, and advisory. With a global presence, they offer a wide range of solutions to help organisations navigate complex business challenges, manage risks, and achieve sustainable growth. KPMG's ultimate mission is to inspire confidence and empower change, aiming to deliver high-quality services that contribute to the success and long-term viability of their clients. Their purpose revolves around building trust in the capital markets, supporting economic growth, and fostering a culture of integrity and accountability. Through their expertise, innovation, and commitment to ethical practices, KPMG strives to make a positive impact on businesses, economies, and society as a whole.

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