Sales Business Partner (B) - TPL & DA

Job description

Grade: B - Senior Manager
Service: Area Market Development (MD), which is part of KPMG Business Services (KBS)
Location: London/ Region based (dependent on Coverage area)

Function Information

KPMG goes to market on a multi-disciplinary approach to ensure maximum impact for all our services offerings by being client-centric and leveraging opportunities.

Market Development is a growth accelerator for the firm which focuses on driving profitable and sustainable sales growth for the firm, building the firm’s brand and reputation & ensuring that KPMG is the clear choice for our clients
Activities focus on origination, conversion, profitability and retention.

Department Information

The Business Partners work alongside the Client & Growth Partners and leadership teams to develop and execute their sales strategies.
This will be achieved by bringing expertise in sales excellence and enablement and harnessing additional specialist resource from across Market Development & broader global/ UK firm to deliver results.
The successful individual will focus with client teams to implement sales practices and disciplines which drive profitable growth through guidance, coaching, development and supportive challenge.

Role and Responsibilities

The Sales BP is accountable for working alongside the Client & Growth Partner to develop and implement the sales excellence strategy. The role will be required to embed significant cultural change and so should be able to demonstrate they are competent to operate and challenge at a senior level across a matrix organisation.

1) Complete a KPMG Way maturity assessment & understand strengths and gaps – considering goals and strategies of the Coverage/ Capability area.
2) Work closely with the Client & Growth Partner to help formulate and deliver the sales strategy with focus on building Trust and Growth.
3) Develop and agree sales plans with leadership team including Client & Growth Partner, Coverage/ Capability lead, & Regional/ Sector Heads.
4) Focus on sales strategies which Maximise KPMG investments by bringing the best of Market Development (MD) & feedback client team requirements to inform MD focus and resource model.
5) Drive adoption of leading sales practices to provide optimum performance to client facing teams e.g. MarketEDGE, Client Conversations and Strategic Account Management. Strong candidates will have the capability to assess the needs of teams and individuals and deliver workshops, coaching, guidance & supportive challenge which is relevant to desired outcome.
6) Work alongside Client Teams and Marketing to run agreed sales campaigns, optimising leads and tracking reporting ROI in meetings and revenue.
7) Work with HOPO, HO Finance & Sales operations to drive and help embed good practices in sales frameworks, qualification, account planning and broader sales management discipline.
8) Optimise sales KPIs, MIs, pipeline and CRM and discuss with leadership to promote sound financial business decisions
9) Contribute across Market Development and KBS leadership team.

Qualifications and experience

• Diploma or degree qualified (ideally business related).
• Proven skills in senior stakeholder management up to executive level.
• Proven skills in leading change and multi-function projects.
• A wealth of experience in sales/ client facing / sales enablement.
• Knowledge of sales methodologies and experience of implementation resulting in tangible business results

Skills

• Strong people and leadership skills, with ability to engage teams at different levels.
• Strategic thinker with ability to tailor to specific business situations or propositions
• Have a progressive and innovative approach to the delivery of market facing programmes, with focus on driving sales and profit.
• Proven consulting skills with ability to scope requirements collaboratively to gain buy-in across a number of stakeholders.
• Demonstrate strong project leadership skills
• Confident facilitation/ coaching skills to support the development of individuals and groups.
• Have experience leading and adapting to change in a positive way.
• Experience of working successfully across multiple teams and departments to achieve goals collaboratively.
• Be commercially focused, targeting development and impact aligned to business growth plan.