Ema Growth Programme Market Director

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 or Part Time

Service Line: International

Contract type: Fixed term contract

Job description

Background     

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 Global Lead Partners(GLP) and CSTs to support the roll out of a consistent, best practice business development approach to drive top-line revenue growth.   

The EMA Growth Program is a flagship account accelerator for the region focused on driving sustainable growth across a portfolio of underpenetrated, high potential EMA accounts. The aim is to increase account penetration and capture additional revenue/ share of wallet. The Program has seen tremendous success since its inception in 2019 and grown faster than the growth of the firm globally, in EMA and the global priority account portfolio of accounts each year. Last year the program grew at over 21%.

The Program is supported through a small team of Market Relationship Directors that work laterally with Account Lead Partners and extended teams to professionalize sales and drive growth.

Role    

This is an opportunity to leverage your direct sales, consulting and client facing business development experience on a two-year secondment to drive growth across the EMA region. The Markets Relationship Director will be focused on ensuring a client for life approach is embedded into member firms and priority accounts for long-term, sustainable success. The role will involve the following priorities. 

Act as the Markets Relationship Director to a number of program accounts across the region. You would work alongside program account GLPs and the wider CST to professionalise sales and drive growth on their accounts, by supporting key sales activities from Account planning, sales coaching and pursuit strategy.

This will require regular interactions with the Global Lead Partners to identify opportunities through white space, cross sell, events, and sales campaigns and help deliver sales growth across the portfolio.

Focus on network development activity for the GLP and their account leadership team which results in stronger collaboration on account activation efforts.

You will act as a subject matter expert on professional sales and business development, act as a consultant and coach in response to ad hoc requests and as part of project teams on areas including account management & planning, client relationship management, opportunity co-creation and pipeline management.

Work with EMA Growth Programme Leader to embed best practice across the region with a mindset to scalability through transfer of knowledge and empowering teams.  Involved in identifying needs and gaps in approach (at a regional, Market or account level), help design solutions and work with stakeholders to support sustainable implementation.

Priorities may change with demand in a dynamic business environment.

Accountability

Whilst there are no sales target associated with this role, success will be measured by your assigned accounts performance across a set of pre-defined program’s KPIs.  Your ability to get buy in from senior stakeholders to co-create and support the implementation of pragmatic and sustainable sales and business development programmes that drives long-term sustainable growth will be critical. 

Qualifications and experience

• You will be a credible sales/business development professional with  experience in a front-line sales and business development in a professional service or B2B environment. 
• Experience must include substantial direct sales experience, pipeline management and negotiations
• Experience in creating sustainable sales change programmes in a Partnership or like organisation, specifically helping to drive mind set, skillset and discipline change where it is not always mandated is highly desirable
• Experience working in a large and complex professional services environment essential, and a strong international network within KPMG is beneficial
• Experienced using and deploying sales methodologies such as Korn Ferry (former Miller Heiman). Knowledge of Market Edge and KPMG Way would be advantageous.
• A deep understanding of the end-to-end sales cycle and the ability to leverage relevant prior learning experience. Understanding of KPMG’s wider service offering across Advisory, Tax and Legal will be key to success in this role. Demonstratable success in building trusted advisor relationships
• Strong facilitation skills in a virtual and real-world environment
• Experience working outside home market, or in a multinational role is an advantage
• Qualified to degree level or equivalent

Personal Qualities

• Demonstrable success in coaching, challenging and influencing senior stakeholders
• Calm under pressure and able to work successfully with tight deadlines, multiple stakeholders and opinions
• Self-starter, comfortable working with ambiguity and minimal direction
• Pragmatic and solutions focused
• Coaching mindset and motivated to help others succeed
• Agile, quick thinker to help teams and individuals be effective in a dynamic world
• Strategic thinker willing to “roll up their sleeves” in a small team
• Well organised and a project management approach
• Able to travel internationally and at short notice, subject to travel restrictions imposed by national governments