Account Executive - Birmingham, United Kingdom - KPMG-UnitedKingdom

KPMG-UnitedKingdom

Verified Company

Birmingham, United Kingdom

6 days ago

Posted by:

Tom O´Connor

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Description

Job description

Function 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.

Department information

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.

Job description
Fintech is a fast-moving investment area within KPMG. You will play a crucial role in helping to drive the UK FinTech practice forward.

You will work closely with the fintech leadership team and Client Lead Partners (CLP) to help to manage day-to-day activity across our portfolio of fintech clients and drive momentum and profitable growth on these accounts, with a particular focus on the priority accounts.

The individual will be comfortable leading, managing, influencing and will need to be proactive.

Role and Responsibilities

Account strategies

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

Account Management

Be the source of knowledge and information for the teams working on the priority fintech accounts and act as the 'connector', liaising with team members and sharing intelligence/knowledge/best practice to better enable them to support the clients' needs
Ensure momentum and organisation on the priority accounts via regular liaison with individual team members, organisation of the agenda/preparing the team packs (working with KGS to do so)/participation at team meetings
Develop an onboarding pack for team members for the priority accounts (where required) which will help them understand the clients quickly and how they work
Train KGS to keep CRM and SharePoint up to date where required
Connect with the wider global teams where applicable

Client relationships

Work with the CLPs to develop the relationship strategy and plan that drives the profitable growth of the priority fintech accounts
Ensure KGS keep the client key stakeholder list up to date, track client meetings and capture meeting notes as required
Ensure there is regular connectivity with and coordination across the KPMG account on existing relationships
Act as the key contact for the clients' procurement team, legal team and other key functions as required to develop positive relationships

Sales

Support the endtoend sales process as required across the fintech portfolio. Work with CLPs to initiate qualification assessment all the way through to contracting and payment
Support CLPs/teams with bid activity across the portfolio
Cascade successes and case studies to fintech team 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 where required

Framework Agreements/MSAs and Risk Management

Support the CLPs across the fintech portfolio in preparation of legal, rates and fee negotiations with client procurement as required
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 across the portfolio

Financials

Track fintech revenue numbers and pipeline across the portfolio and regularly report on this
Regularly report on revenues/progress on priority accounts against account strategies, highlighting areas of over

- and under-performance

Support account teams with securing PO numbers and payment of invoices where required

People management

Work closely with KGS
Work closely with the PAs of CLPs, 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

Marketing/events

Help to coordinate client relationship events and ensure return on investment is measured through deepened relationships, increased opportunity for KPMG to work with the clients and won revenues
KGS to regularly review marketing distribution lists and update as appropriate

Other