Job Description
Job details Location: Aberdeen, Birmingham, Bristol, Cambridge, Cardiff, Edinburgh, Gatwick, Gibraltar, Glasgow, Leeds, Leeds Broadgate, Liverpool, London, Manchester, Milton Keynes, Newcastle upon Tyne, Norwich, Nottingham, Plymouth, Reading, Sheffield, South Coast - Southampton, Watford Capability: International Experience Level: Director Type: Full Time Service Line: International supprt Contract type: Fixed term contract Job description The market is increasingly competitive, and KPMG is committed to enabling and empowering its people to win new business effectively and efficiently. This becomes even more important when we reflect on how the pandemic has forced us to quickly move to a virtual way of working and created a New Reality for everyone. EMA is the largest and most diverse of the three KPMG regions. Comprising more than 100 member firms; with over 100 languages spoken; more than 100,000 people; and time zones spanning 15 hours (GMT +10 hrs to GMT -5 hrs). EMA Clients & Markets is focused on professionalising sales and embedding business development best practice into member firms, accounts, sectors and segments, and functions. The team works directly with GLPs and CSTs to support the roll out of a consistent, best practice business development approach to drive top-line revenue growth. The EMA Pursuits team comprises three Directors who lead end-to-end from identification to debrief on complex, high-value and strategic pursuits. The team also coach teams for client interactions and deliver training to upskill our people and improve win rates. With increasing demand from teams for professional pursuit support we are looking for a highly motivated individual to join the team. Working in a dynamic environment the Pursuit Director will focus on improving the win rate across the EMA region through three areas of focus: End-to-end pursuit strategy and coaching on high-value and strategic pursuits that are cross-border and complex in nature Strategic interventions when full pursuit support is not required including qualification, development of value propositions and oral presentation coaching Training teams on-the-job or through structured training programs to improve pursuit skills, and ensure client facing teams are in a better position to win their next opportunity The individual will require broad experience in a pursuits / BD environment to support on the most important opportunities arising across various parts of the business, but with a strong background in winning global audit pursuits. This is a senior role in the team and the individual will be working directly with partners and leadership to bring a best practice approach to pursuits to KPMG in the best position to win every opportunity. Key Responsibilties: Bring pursuit best practice consistent with the Global Pursuit Methodology to help teams pursue opportunities and convert effectively and efficiently. Work with CSTs and opportunity lead partners on the early identification and qualification activity, as well as development and review of the pursuit strategy throughout the life of the pursuit. Assess the level of investment and activity required to successfully convert an opportunity and advise on the right resourcing model, milestones and level of commitment required from stakeholders. Manage pursuit professionals in the core team and around the globe to ensure a well-managed pursuit and aligned approach. Support GLPs and local leadership on delivery team selection and validation of key roles with clients. Work directly with the opportunity lead partner and senior team and guide an effective pursuit, providing coaching and challenge to lead to a win/win outcome. Lead on the relationship workstream of the pursuit, including client interaction planning, preparing for and debriefing client interactions and relationship building strategy. Keep an eye to stakeholder management at a local, regional and global level to ensure that proper support and investments are being given and raising red flags appropriately Bring the client lens to all considerations throughout the pursuit Lead on the development of the value proposition to ensure it is differentiated in a meaningful and impactful way. Advise on the involvement of professionals on commercial pricing, creative design, copywriting and coaches as required. Managing the involvement of these teams / resources where needed. Lead on the oral presentation workstream ensuring adequate focus and preparation. Uphold the Firm’s policies around quality, risk, pricing and brand. Follow the Global Pursuit Methodology to facilitate the debrief process on strategic pursuits and conduct independent debriefs when appropriate. Contribute to driving continuous improvement of pursuit capability and best practice across the pursuits and Clients & Markets communities. Identify, create or contribute to projects that will increase pursuit best practice and knowledge, create deliverables and share with pursuit community. Deliver training to upskill and improve win rates across the region. Encourage teams to use the Global Pursuit Process and KPMG Way sales methodology. Depending on requirements of the individual pursuit, focus may be to provide full-service support or to bring strategic interventions on any of the above areas. Skill and Experience: Qualified to degree level or equivalent. Proficient in Microsoft Office suite including Word, PowerPoint, Excel, Teams and PowerBI Experience in a business development environment which must include substantial pursuit leadership experience and the application of pursuit or sales methodology. Experience of working in a large and complex professional services environment essential. Ability to work under pressure with challenging deadlines, multiple stakeholders and opinions. Effective networker who quickly makes connections in complex, matrix organisations Inclusive mindset, and comfortable in a multi-cultural environment Self-starter able to work with ambiguity in a dynamic environment. A deep understanding of the sales/pursuit cycle and the ability to leverage relevant prior learning experience - including the development of RFIs, RFPs and weighted evaluation criteria. Emotional intelligence and the ability to adapt personal style and approach to successfully influence and motivate individuals and teams. Credibility and ability to coach, challenge and influence the most senior stakeholders within the firm. Ability to chair and facilitate pursuit strategy and innovation sessions to achieve successful outputs. Evidence of commercial and common-sense approach to problem solving and an ability to ‘think on one’s feet’. Excellent oral and written communication skills, with ability to present complex and challenging messages skilfully. Also the ability to simplify complex content/ideas into clear, persuasive language. Strong organisational and project management skills. Team-player. Impactful, resourceful, persistent and determined. Able to travel international at short notice, subject to travel restrictions imposed by national governments.
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