Business Development Manager/Director at KPMG

Ref #: SZX21

Overview

• KPMG Nigeria is currently recruiting for the role of a Business Development Manager / Director.
• The Business Development Manager/ Director, supporting the relevant Partner, will be the driving force behind improving KPMG's market positioning in the professional services space in Nigeria and the Firm's financial growth in the relevant Industry/ Line of Business (LOB) and identified key client accounts.
• The individual will be expected to drive incremental, profitable growth within specific priority accounts by utilizing existing relationships and building new ones, consistently demonstrating a clear understanding of client issues and how KPMG might be best positioned to provide innovative solutions.
• The position is a senior position and is responsible for identifying and converting new sales opportunities to maximize revenue generation for KPMG. The candidate will be expected to establish and maintain strong relationships with C-level executives for new and existing clients (especially the key accounts). S/he will be actively involved in driving expansion into new markets/ solution areas within the industry/ sector across our audit, tax and advisory practices, as defined by the LOB Head and the Firm' leadership.
• The role involves close collaboration with KPMG Partners and strategic/ priority accounts teams (including the respective Lead Partners), and other KPMG Professionals across the both our local and global networks.

Detailed Job Description

• Raise KPMG's profile in the marketplace (in the relevant industry/ sector) across the entire firm i.e. Audit, Tax, and Advisory
• Coordinate relationship building activities with appropriate Partners, engagement managers, subject-matter professionals, and other KPMG personnel on the engagement team(s) in an effort to help ensure they are well advised on client relationship/ development matters
• Proactively support the development of relationships between relevant KPMG partners and the client C-level executives
• Provide deep insight into client needs, strategy, market challenges to client Lead Partners and client service teams
• Proactively originate and create demand for new opportunities for KPMG to generate new revenue streams
• Actively maintain and track opportunity pipeline in line with firm wide policies and processes
• Participate in proposal development, focusing on the KPMG value proposition, key differentiators, and win themes
• Actively demonstrate full competency of the KPMG Way (e.g. MarketEDGE, Helping People Buy, etc.) and act as role model for the rest of the firm on driving a sales focused and one firm culture
• Lead and support significant pursuits to ensure bids are converted to sales, including review of and coaching in the use of the MarketEDGE tools
• Ensure high quality proposal submissions that show the best of KPMG as the Clear Choice
• Consistently demonstrate good knowledge of KPMG's full capabilities, demonstrating a personal hunger for growing sales opportunities and developing a sales ethos in every member of the team
• Liaise with the commercial team to develop pricing frameworks and ensure such frameworks are fully optimized
• Proactively pursue and maintain competitor intelligence to have a view of the competition
• Manage connectivity with global colleagues to provide diverse insights for our clients
• Maintain strong internal relationships with KPMG colleagues locally, regionally and globally
• Identify skill gaps between current KPMG capabilities and client demands to recommend building, borrowing, or buying capabilities
• Lead on obtaining client feedback to continuously review and improve, both after wins and losses
• Actively contribute to innovative and thought provoking thought leadership

Relationships:

• Dual reporting to the relevant Sector/ Industry Lead Partner and Head of Markets
• Works closely with relevant key/ priority accounts' Partners/ Managers.

Qualifications

• Minimum of 10 years of demonstrated business services experience in a position requiring the management of corporate accounts
• Bachelor's degree from an accredited college/university in Business or a related field or equivalent years of experience (minimum of a 2nd Class Upper)
• Background in advisory services, business services or audit with a Big 4 accounting firm
• Ability to demonstrate exceptional interpersonal skills that have resulted in business relationships of trust, confidence, and results
• Strong social networking skills
• Experience in developing and leading relationship building activities with C- level executives
• Demonstrated success in identifying, initiating, and nurturing new or on-going business opportunities.