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Business Development Director, Energy & Natural Resources Sector
KPMG
·
3.8
London

Full job description

Job details

Location: London

Capability: Coverage Central

Experience Level: Director

Type: Full Time

Service Line: UK Sectors

Contract type: Permanent

Job description

Job Title: Business Development Director, Energy & Natural Resources (ENR)

Sector: Markets Energy & Natural Resources

KPMG is seeking an accomplished and driven Business Development Director to join our dynamic Energy & Natural Resources sector team. This is a pivotal role for an individual passionate about driving growth and expanding KPMG's footprint within the ENR market. Your role will be to initially focus on 2 Key Accounts to accelerate growth, drive new opportunities and growing a portfolio of clients and relationships across the sector.

Role and Responsibilities:

Strategic Growth & Client Leadership: Leading the development and execution of growth strategies for a portfolio of key ENR clients, with a focus on 2 major accounts. This includes creating and nurturing relationships, originating and qualifying opportunities, and driving successful proposals and bids to secure profitable revenue from all non-audit service lines across KPMG.

Relationship Building & Network Expansion: Developing and expanding your professional network and relationships at senior levels within client organisations. You will gain a deep understanding of client issues to originate single service line opportunities and collaborate with Partners to develop cross-service line solutions, leading to multi-year, multi-million-pound programmes for KPMG.

Account Strategy & Collaboration: Working closely with the UK Sector Lead for ENR, as well as Global Lead Partners (GLPs) and Client Lead Partners (CLPs) on accounts within your portfolio. You will be a key member of Client Service Teams (CSTs), supporting the development of account strategy and ensuring optimal opportunity realisation for KPMG.

Relationship Management & Negotiation: Leading the relationship strategy across your client portfolio, including mapping key client relationships, identifying target clients and relationship gaps, and developing strategies to build and strengthen these connections. You will manage senior-level procurement relationships, lead account-level negotiations (e.g., Master Service Agreements), and support project teams in agreeing fees and terms and conditions on engagements.

Market Insight & Proposition Development: Developing a deep understanding of client priorities and the broader ENR sector to identify and drive strategic opportunities and sales leads, including supporting proposal development. This also involves a comprehensive understanding of KPMG's wider offerings, broader sector trends, issues, needs, and their applicability to your client portfolio.

Sales Leadership & Coaching: Acting as a role model for business development across the ENR sector and the firm, demonstrating external behaviours, a methodical approach to sales, and fully leveraging KPMG's sales support. You will provide real-time, on-the-job coaching to Capability Partners and teams to enhance win-rates, profitability, and develop their individual sales skills and knowledge.

Market Awareness & Collaboration: Through client and market activities, you will build market awareness for KPMG solutions. You will drive collaboration across KPMG service offerings and member firms to originate and respond to opportunities, and support broader Sales and Marketing activities, tailoring them to your clients and ensuring engagement with events.

Innovation & Best Practice: Bringing new ideas and methods to your accounts and the ENR sector, liaising with other account team members to ensure best practice is shared, client and regional intelligence is communicated, and the team has a strong understanding of successful service offerings.

Client Relationships:

  • Dedicate significant time to client interactions, both in-person and virtually, through meetings and calls.
  • Identify and gather information on emerging client and sector issues through client interactions, effectively sharing these insights within the sector.
  • Facilitate the expansion of contact points between KPMG and clients, creating, maintaining, and driving the execution of relationship maps and plans to develop extensive multi-to-multi contacts.
  • Personally lead the development of relationships where KPMG has no existing connection, introducing and supporting specialists to secure new engagements.
  • Cultivate peer relationships with client senior management and, in collaboration with the sector lead/CLP, build Board and Executive Committee level relationships.
  • Coordinate client relationship events and ensure that return on investment is measured through deepened relationships and increased opportunities for KPMG.

Sales:

  • Act as a role model for business development, demonstrating a methodical and thoughtful approach to sales and fully leveraging KPMG's sales support.
  • Focus on current issues to ensure relevant, time-sensitive solutions and ideas are communicated to clients, utilising the internal network to identify KPMG's unique angle and develop compelling propositions.
  • Identify white space opportunities at clients and target individuals, leading the development and execution of strategic plans.
  • Increase sales conversion through rigorous sales processes, pricing, contracting, and negotiation, securing work across multiple channels.
  • Ensure all sales activities align with KPMG's account plan sales processes, client service meetings, and client service reviews.
  • Act as a focal point for selling new propositions, collaborating closely with the Sector Lead to drive specific agreed topics across the ENR sector.
  • Actively seek opportunities to add value to clients through cross-functional solutions.
  • Maintain visibility of the sales pipeline by ensuring opportunity management systems are consistently updated.

Key Measures:

  • Net sales year-to-date (YTD) against account plans, including origination in key accounts, growth of accounts versus prior year and budget, and the scale of opportunities.
  • Won Not Yet Delivered (WNYD) into future years.
  • Client meeting count.
  • Pipeline YTD (Managed Service Deals and broader international opportunities).
  • Pipeline conversion rate YTD.
  • Number of new relationships initiated/developed and/or examples of existing relationships strengthened (including CRM scores).
  • Origination outside of your key accounts.
  • Client feedback.
  • Colleague feedback, particularly regarding collaboration.

Competencies:

  • Ability to drive value-adding business conversations with clients that challenge their thinking and effectively position KPMG.
  • Confidence in interacting at the most senior levels internally and externally, while also collaborating effectively with peers and teams across capabilities and global member firms.
  • Sets the standard for insight and opinions delivered to clients, demonstrating knowledge of both client business issues and KPMG solutions, and effectively matching them through assimilation.
  • Strong questioning and listening skills with the ability to understand the broader context.
  • Effective networker with a keen ability to understand client needs.
  • Established external profile through social media and events.
  • Mature outlook, with strong influencing skills (internal and with clients) and diplomacy.
  • Positive and enthusiastic in dealing with a diverse range of people.
  • Well-organised, detail-conscious, proactive, hardworking, and resilient.
  • Flexible in approach and able to perform under pressure.
  • Self-driven and known for delivering against commitments.
  • Organised and active in ensuring all assets reach clients in a timely and effective manner.

Skills:

  • A strong track record in sales or demonstrable sales experience through a client-facing professional role, including proficiency in sales techniques.
  • Understanding of professional services firms is advantageous.
  • Ideally experience within the ENR sector, either working for or selling services to ENR businesses or demonstrabale experience within a similar sector.
  • Exceptional interpersonal, organisational, and communication skills.
  • Strong presentation and pitching abilities.
  • Excellent communication skills, with confidence in one-on-one interactions with senior clients and presenting to larger groups.
  • Strong understanding of, or demonstrated ability to quickly learn, KPMG's services and relevant content across the firm to facilitate a fully multi-disciplinary approach.
  • Commercial acumen and methodologies to maximise outcomes
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