Head, Clients & Markets at KPMG

Head of Clients & Markets manage and direct the Clients & Markets function and to respond to business development opportunities quickly, appropriately and with high quality for the Firm. He/she will be responsible for developing and implementing a cohesive strategy that will organise KPMG Nigeria’s business development and market engagements to deliver value.

Responsibilities

Marketing Strategy & Planning

• Assist the National Senior Partner (NSP) in championing and facilitating the development and implementation of the firm’s marketing strategy and plans to effectively position the firm in key markets and maximize the firm’s brand and enterprise value
• Develop an annual marketing plan, establishing marketing objectives, strategies, and projects. Ensure high standards of marketing planning, implementation, and control
• Develop and recommend appropriate promotional campaigns, events, and media to enhance the firm’s brand awareness and value.
• Assist Partners and Managers plan and manage their individual targeting and marketing activities
• Track opportunities and financial targets of defined marketing plans.
• Maintains connections with the global network to ensure Promise is consistently delivered
• Leverages and communicates GSM initiatives for benefit of member firm
• Implements KPMG Way
• Role models Client Lead Partner behaviours
• Coaches partner group in sales and business development

Line of Business (LOB)

• Under the direction of the NSP, develop a LOB Program.
• Assist in facilitating effective bundling and cross-selling across service lines in line with client’s needs and expectations

Client Care Assessment

• Coordinate an annual client assessment programme
• Help to determine client selection criteria, interviewers, procedures for review, and ensure that reviews are made in accordance with guidelines for interviewers and that feedback is captured and the client assessment policy is followed

Proposal Development

• Coordinate the proposal development process, ensuring adequate support and resources are applied to all proposals and other client prospecting activities. Mobilize and facilitate the pooling of appropriate resources from the firm and the broader KPMG global network to ensure that we win new business opportunities
• Maintain and regularly update the database of the firm’s collective engagement experience, credentials and contacts to provide a quick and accurate source of information for expressions of interest, statements of qualification and proposals in various lines of business, industry sectors, and areas of professional services

Research & Information Services

• Collect and disseminate data and analyses of the Firm’s markets, competition and industry-specific issues including market share analysis

Knowledge Management

• Interpret the global, firm-wide vision of KPMG as an information/knowledge-based organization into a national context
• Provide assistance to division’s knowledge managers to develop knowledge sharing and knowledge management strategies and systems according to their needs. Help them to manage the process and ensure adherence to Brand Central regulations when capturing and submitting high value content to KPMG’s intranet
• Work in partnership with other units to ensure the microweb is used as a channel for knowledge and information dissemination

Communications/BR&C

• Ensure compliance with Brand & Regulatory Compliance standards for all communication, internal and external documentation and enforce compliance
• Liaise with relevant practice staff and external suppliers (e.g. advertising agencies, research agencies), as necessary

Events management

• Oversee the organization of business events, conferences, seminars and workshops to market the firm’s products and services.
• Develop clear objectives and key performance indicators to evaluate the success of the event

Requirements

You’ll help our teams succeed if you have:

• A minimum of a Second-Class Upper grade from a recognized university
• Bachelor's degree in Social Sciences/Art or a relevant field
• A Masters’ Degree will be an added advantage
• Minimum of 12 years’ experience
• Extensive senior management experience
• Command of market and propositions-Strong knowledge of entire firm, including SGIs. Able to advise and support functions & client teams in devising and maturing their go-to-market approach
• Executive and charismatic presence when dealing with top clients and influencers
• Onstage presence and strong influencing and motivational skills
• Strategic thinking recognized by management and peers
• Emotional resilience -high ability to influence –generate buy-in without traditional support of a function
• Respected member of the business community
• Able to work and motivate cross-functionally and cross-border within existing operating model.
• BD role model and coach-providing strategic advisory and coaching on business development and pursuits
• Strong negotiator and influencer
• Tooling, Metrics and Reporting
• Excellent people and project management skills
• Strong communication and presentation skills
• Strong analytical and problem-solving skills
• Strong understanding of KPMG’s lines of business
• Ability to multi-task and meet deadlines
• Strong relationship building and networking skills
• Training, coaching, and mentoring/supervising abilities
• Strong interpersonal skills and ability to work in diverse teams
• Skills in organizing resources and establishing priorities/targets
• Customer service orientation
• Prior Big 4 experience is a plus