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About the Role

KPMG is seeking an accomplished and driven Business Development Director to join their dynamic Energy & Natural Resources sector team. This pivotal role focuses on growing and expanding KPMG's footprint within the ENR market, specifically by accelerating growth, driving new opportunities, and building relationships within the Water Sector.

Responsibilities

Lead the development and execution of growth strategies for a portfolio of key clients.
Create and nurture client relationships, originate and qualify opportunities, and drive successful proposals and bids.
Develop and expand professional networks at senior levels within client organizations.
Gain a deep understanding of client issues to originate single service line opportunities and develop cross-service line solutions.
Work closely with the UK Sub-Sector Lead for Water and Client Lead Partners (CLPs) on accounts within the portfolio.
Act as a key member of Client Service Teams (CSTs), supporting account strategy development and ensuring optimal opportunity realization.
Lead the relationship strategy across the client portfolio, including mapping key client relationships and identifying target clients.
Manage senior-level procurement relationships and lead account-level negotiations.
Support project teams in agreeing fees and terms and conditions on engagements.
Develop a deep understanding of client priorities and the broader ENR sector to identify and drive strategic opportunities.
Support proposal development by understanding KPMG's wider offerings and broader sector trends.
Act as a role model for business development, demonstrating external behaviors and a methodical approach to sales.
Leverage KPMG's sales support and provide on-the-job coaching to Capability Partners and teams to enhance win-rates and profitability.
Build market awareness for KPMG solutions through client and market activities.
Drive collaboration across KPMG service offerings and member firms to originate and respond to opportunities.
Support broader Sales and Marketing activities, tailoring them to clients and ensuring engagement with events.
Bring new ideas and methods to accounts and the ENR sector.
Liaise with other account team members to ensure best practice is shared and client intelligence is communicated.
Dedicate significant time to client interactions, both in-person and virtually.
Identify and gather information on key clients and sector issues through client interactions, sharing insights within the sector team.
Facilitate the expansion of contact points between KPMG and clients, developing relationship maps and plans.
Personally lead the development of relationships where KPMG has no existing connection.
Cultivate peer relationships with client senior management.
Build executive and director level relationships in collaboration with the sector lead and CLPs.
Coordinate client events and measure return on investment through deepened relationships and increased opportunities.
Communicate relevant, time-sensitive solutions and ideas to clients, utilizing the internal network to identify KPMG's unique angle.
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.
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.
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.

Requirements

Proven experience within the Water sector, either working for or selling services to Water businesses.
A strong track record in sales or demonstrable sales experience through a client-facing professional role.
Proficiency in sales techniques.
Understanding of professional services firms is advantageous.
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.
Commercial acumen and methodologies to maximise outcomes.
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.
Ability to collaborate 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.
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

Sales techniques
Interpersonal skills
Organisational skills
Communication skills
Presentation skills
Pitching abilities
Client relationship management
Negotiation
Strategic planning
Market analysis
Business development
Sales pipeline management
Cross-functional collaboration
Problem-solving
Influencing skills
Networking

Location

London, UK

Work Type

Full-time

Experience Level

Director level

About the Company

KPMG is a global network of professional services firms providing audit, tax, and advisory services.