Account Executive - 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

Department information

KPMG goes to market on a multi-disciplinary basis, leveraging insights to provide a broad range of solutions and services to assist our clients in meeting their business objectives and addressing areas of greatest challenge.

Within the A&SM team we provide the information, tools, support and challenge required to identify, target, secure, retain and grow our relationship with our target clients, and initiate, pursue and win high-profile opportunities for the firm.

Role and Responsibilities
Account strategy

In conjunction with the CLP, develop the account vision and strategy and develop that into plan for the CST
Commit to developing an understanding of the client's key areas of focus and issues and how KPMG's offerings map to these
Compile and share with the CLP and wider CST client intelligence and news, vendor competitor intelligence and market analysis

Account Management

Be the source of knowledge and information for the entire CST and act as the 'connector' on the CST, liaising with team members sharing intelligence / knowledge/best practice to better enable them to support client's needs
Ensure momentum and organisation on the account by regular liaison with individual CST members, organisation of the agenda/preparing the CST packs working with KGS (offshore team) to do so/participation at CST meetings
Develop an onboarding pack for new CST and engagement team members which will help them understand the client quickly and how they work. KGS to regularly maintain this.
Train KGS to keep CRM and SharePoint uptodate, used for storing and sharing account information including making it a live system for all RFP responses and proposals documents, contracts, rate cards, engagement letters and invoices.
Work with KGS to regularly update the CST website and other communication tools (e.g. Newsletters) and other relevant communications to promote activity on the account
Connect with the wider global CST where applicable

Client relationships

Work with the CLP and CST to develop the relationship strategy and plan that drives the profitable growth of the Account
Ensure KGS keep the client key stakeholder list up to date, track client meetings and capture meeting notes
Ensure there is regular connectivity with and coordination across the KPMG account on existing relationships
Ensure KGS track if new key client contacts are met/connected to by a CST member within a suitable time period
Act as the key contact for the client's Procurement, Legal and other key functions at the client to develop positive relationships

Sales

Support the end to end sales process including working with CLP to initiate qualification assessment through to contracting and payment
Support the CLP/CST with bid activity
Cascade successes and case studies to CST to encourage cross selling and sharing of best practices. Work with KGS to collect material.
Ensure that our responses to RFPs make the best use of the KPMG sales tools available including MarketEDGE, NPT, Commercial team support and Negotiation team support
Manage KGS to provide quarterly Client Voice reports to summarise what we are doing well on the account and what we could be doing better. Review this before it goes to GLP for signoff.

Framework Agreements/MSAs and Risk Management

Support the CLP in preparation of legal, rates and fee negotiations with client procurement
In liaison with Contracts Unit, ensure framework agreement, master services agreements, contracts, T&Cs, statements of work etc are reviewed and agreed
Build a good understanding of sales management (SAP Opportunity Management and Engagement Management) and risk management processes (client acceptance, continuance and Sentinel). Coach KGS in these processes so they can deliver support to the account.

Marketing

KGS to regularly review marketing distribution lists and update as appropriate.
Work with the Marketing Manager to design clientspecific events to support the account's key pursuit activity

Financials

Report regularly against the clients account strategy, highlighting areas of over

- and under-performance

Coach KGS to regularly report on the financial position on the account and chase queries pipeline, sales, WIP, provisions, debts, EP%, BD spend
Support account teams with securing PO numbers and payment of invoices

People management

Work closely with KGS
Work closely with CLP PA, particularly regarding meeting scheduling
Be an active member of the wider Account Management community in order own, share and develop best practice in Account Management with the aim of raising the overall quality of service delivered from the Account Managers

Skills, competencies and experience required

Can provide compelling and well thought out solutions to problems of moderate complexity
Ability to proactively engage with others, including building constructive relationships within the firm and e