Government Sector Sales Director - Birmingham, United Kingdom - KPMG-UnitedKingdom

KPMG-UnitedKingdom

Verified Company

Birmingham, United Kingdom

2 weeks ago

Posted by:

Tom O´Connor

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Description

Job description
Sales Director - Central Government

KPMG is a Strategic Supplier of advisory and professional services to UK Central Government, with hundreds of professionals daily supporting our clients.

You will be joining a successful and growing team, who are looking to consolidate recent year on year growth and deliver a step change in the size and reach of our practice.

This is an exciting opportunity for talented individuals who are looking to grow their skills and abilities within a well-regarded and rapidly expanding team, offering clear progression opportunities.

Role and Responsibilities

Market / Client Centricity

Your role will be to support the implementation of KPMG's Government Growth Strategy, with a focus on UK Central Government.

You will work within a senior team, establishing and developing client relationships within Government Departments at the Director, Director General and Perm Sec level, working with proposition leads to articulate solutions, helping to close deals and generate profitable revenue growth.

You will report directly to the UK Sector Head for Government and work closely with our Client Lead Partners, Proposition Leads, our Business Development and Account Management community and our marketing team.

Work with CLPs, and Account Directors to translate our growth strategy into the annual business planning process to set in year implementation plans and KPIs across propositions, Client Service Teams and Capability plans.
Embed the governance to track progress against the growth strategy including chairing the monthly account and capability reviews and ensuring that we report progress in a consistent, timely and highquality manner with high quality management information, progress tracking and risk reviews etc., to keep the strategy on track or recommend actions to do so.
Drive a culture of accountability whilst maintaining and improving collaboration and team working to achieve growth targets together.
Work with the marketing lead to grow and enhance our brand and reputation by supporting the development of a strategic marketing plan and increasing our use of social media and publication of thought leadership articles/blogs.
Organise and run sales origination and relationship events with clients and ensure return on investment is measured through deepened relationships and increased opportunity for KPMG to work with the clients.
Lead and improve our sales process and capability in government by working with Sales Ops, National Pursuits, CLPs, Client Insights Team, knowledge management lead (through account and sector management team), bid support, alliances directors
Identify and gather information on new client and sector issues through review of policy, legislation, Spending Reviews, Think Tanks etc., and via client meetings and share this effectively within the Government team to inform business development.
Drive the accountability of our CLPs and CST members to professionalise client relationship mapping through the discipline of using CRM.
Personally lead development of those relationships where KPMG has no existing relationship, introducing and supporting connections for specialists to then win work and act as Client Lead Partner on portfolio accounts or others in an interim capacity where there is a CLP vacancy.
Develop peer relationships with client directors and senior management, and together with the KPMG Government CLPs and Directors build Csuite level connections.
Actively seek opportunities to add more value to the client and feed this into the proposition leads to ensure our offers are market leading.
Act as a role model for Business Development across the government team by modelling a methodical and thoughtful approach to sales, the discipline of MarketEdge and fully leveraging the KPMG sales support.
Boost sales conversion through deploying rigorous sales processes and work with KPMG Commercial colleagues, CLPs, QRM and OGC on pricing, contracting and negotiation, to win work across multiple service lines.
Provide visibility of sales pipeline by ensuring opportunity management systems are kept up to date.

Competencies:

Be able to drive valueadding business conversations with clients which challenge their thinking and position KPMG effectively
Sets the standard for insight and opinions delivered to the client knowledgeable on both government issues and KPMG solutions and can match both effectively.
Be confident interacting at the most senior levels internally and externally, while at the same time able to interact well with peers
Inquisitive, with strong questioning and listening skills with ability to see the bigger picture
Effective networker
External profile through social media and events
Mature in outlook, with strong influencing skills (internal and with client) and diplomacy
Positive and enthusiastic manner in dealing with a cross section of people
Be well organised, detailconscious, pr