Business Development Senior Manager in City of Westminster

As a Business Development Senior Manager within our Asset Management team, you will play a pivotal role in driving sustained revenue growth and strengthening strategic client relationships across the Asset Management sector. You will be responsible for business development initiatives, originating and converting opportunities, and shaping go‑to‑market strategies for asset and wealth management clients.

Responsibilities

• Drive accounts in the sector to accelerate growth by creating and building relationships, originating and qualifying opportunities, driving proposals and bids—whether sole source, competitive or formal RFPs—to win profitable revenue from all non‑audit service lines across KPMG.
• Develop your own network and relationships at the client, understand their issues, and originate single service line opportunities as well as collaborate with Partners to develop cross‑service line solutions that lead to multi‑year, multi‑million programmes for KPMG.
• Work closely with the UK Sector Lead for Asset Management (AM), the members of the Asset Management Leadership Group and the Client Lead Partner (CLP) on the accounts in your portfolio, and be a key member of the client service teams (CST), supporting development of account strategy and ensuring that these teams optimise the opportunities for KPMG.
• Lead on the relationship strategy across your portfolio of clients—developing your own relationships with clients, mapping key client relationships, identifying target clients and relationship gaps, and developing strategies to build relationships.
• Hold senior‑level procurement relationships with the client, lead account‑level negotiations (e.g., MSA) and support project teams in agreeing fees and T&Cs on engagements.
• Develop deep understanding of client priorities and the sector more broadly to identify and drive strategic opportunities and sales leads, support proposal development, and understand wider firm offerings and broader sector trends, issues, needs and applicability to your client portfolio.
• Quickly understand and articulate KPMG’s main advisory, tax and legal offerings in Asset Management, and the “why KPMG” and “why now” aspects of the sale.
• Work closely with the CLP in setting the account strategy and driving the CST.
• Build market awareness for KPMG solutions through client activity and other market activity agreed with the AM Sector head.
• Drive collaboration across KPMG service offerings and member firms to respond to opportunities.
• Support broader Sales and Marketing activities; tailor to your client(s), and ensure engagement with events.
• Bring new ideas and methods to the account and the AM sector, liaise with other account team members to share best practice, communicate client and regional intelligence, and ensure the team understands the services that are selling well.
• Be seen as a sales leader, and view all opportunities with colleagues as a chance to coach and enhance the sales skills that you bring to the role, so they can benefit in other pursuits/clients.

Client Relationships

• Spend the majority of time preparing for and attending meetings and calls with clients and prospective clients, both in person and virtually.
• Identify and gather information on new client and sector issues through market and client interactions, and share this effectively within the sector.
• Facilitate expansion of points of contact between KPMG and the client; create, maintain and drive the execution of the relationship map and plan to develop many‑to‑many contacts.
• Personally lead development of those relationships where KPMG has no existing relationship, introducing and supporting connections for specialists to then win work.
• Develop peer relationships with client senior management, and together with the sector lead/CLP build Board and ExCo‑level relationships.
• Co‑ordinate client relationship events and ensure return on investment is measured through deepened relationships and increased opportunity for KPMG to work with the client.

Sales

• Act as a role model for Business Development across the sector and firm, in terms of both external behaviours, methodical and thoughtful approach to sales, and fully leveraging the KPMG sales support.
• Focus on current issues to ensure that relevant time‑sensitive solutions and ideas are communicated to clients using internal network to identify KPMG’s angle and develop a proposition to take to the client.
• Identify white space at the client and individuals to target, and lead on developing and driving plans.
• Increase sales conversion through deploying rigorous sales processes, pricing, contracting and negotiation, to win work across multiple channels.
• Ensure all sales activities are consistent with KPMG account‑plan sales process, client service meetings, client service reviews etc.
• Act as a focal point for selling new propositions, working closely with the Sector Lead to drive specific agreed topics across the Sector.
• Actively seek opportunities to add more value to the client, through cross‑functional solutions.
• Provide visibility of sales pipeline by ensuring opportunity management systems are kept up to date.
• Provide real‑time on‑the‑job coaching to Capability Partners and teams to increase win‑rates and profitability, and help develop their individual sales skills and knowledge.

Key Measures

• Net sales YTD – performance against account plans.
• Originations in your key accounts and sector focus.
• Growth of accounts vs PY and vs budget.
• Scale of opportunities and WNYD into future years.
• Client meeting count.
• Pipeline YTD (MSD and broader international opportunities).
• Pipeline conversion rate YTD.
• New relationships initiated / developed this year and/or examples of existing relationships strengthened (including CRM scores).
• Origination outside of your key accounts.
• Client feedback.
• Colleague feedback, particularly around collaboration, and ability to drive value‑adding business conversations that challenge their thinking and position KPMG effectively.
• Confidence interacting at the most senior levels internally and externally while also interacting well with peers and teams across capabilities and global member firms.
• Set the standard for insight and opinions delivered to the client – knowledgeable on both client business issues and KPMG solutions and can match both effectively through assimilation.
• Strong questioning and listening skills with ability to see the bigger picture.
• Effective networker with ability to understand client needs.
• External profile through social media and events.
• Mature 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, detail‑conscious, pro‑active, hard‑working, and resilient.
• Be flexible in approach and able to work under pressure.
• Be self‑driven, and known for delivery against commitments.
• Be organised and active in ensuring all assets get to your clients in a timely and effective way.

Skills

• Asset Management sector experience – working for or selling services to AM businesses.
• Track record within sales or evidence of sales experience through a client‑facing professional role, including sales techniques.
• Understanding of professional services firms is an advantage.
• Strong interpersonal, organisational and communication skills.
• Good presentation and pitching skills.
• Comfortable speaking 1‑on‑1 to senior clients and to larger groups.
• Strong understanding of or evidence of ability to learn services, and relevant content across the firm, to create a fully multi‑disciplinary approach.
• Commercial skills and methodologies to maximise outcomes.