Business Development Senior Manager in London

Location: Aberdeen, Birmingham, Bristol, Cambridge, Cardiff, Edinburgh, Gatwick, Glasgow, Leeds, Liverpool, London, Manchester, Milton Keynes, Newcastle upon Tyne, Norwich, Nottingham, Plymouth, Reading, South Coast - Southampton, Watford

Overview: Role to lead and grow a portfolio of key accounts in the Consumer, Retail & Leisure sector, driving growth across non-audit service lines and ensuring delivery of revenues.

Responsibilities:

• Drive a portfolio of consumer goods and retail accounts to accelerate growth by creating and building relationships, originating and qualifying opportunities, driving proposals and bids (sole source, competitive, or formal RFPs) to win profitable revenue from all non-audit service lines across KPMG, and ensure delivery of those revenues.
• Develop your network and client relationships to originate single-service opportunities and, with Partners, develop cross-service line solutions leading to multi-year, multi-million-pound programmes for KPMG.
• Collaborate with the UK Sector Lead for CRL and the Client Lead Partner (CLP) on accounts, supporting development of account strategy and enabling cross-service collaboration.
• Lead relationship strategy across the portfolio, identify target clients and relationship gaps, and develop strategies to build relationships.
• Hold senior-level procurement relationships, lead account-level negotiations (e.g., MSA), and support project teams in agreeing fees and terms of engagement.
• Develop a deep understanding of client priorities and sector trends to identify and drive strategic opportunities and sales leads, including support for proposal development and broader firm offerings.
• Articulate KPMG's main advisory offerings and the value proposition of "why KPMG" and "why now" in sales discussions.
• Introduce new ideas and methods to the account and CR&L sector, sharing best practices and client insights across the team.
• Act as a sales leader, coaching colleagues to improve sales skills and apply learnings to other pursuits/clients.

Client relationships:

• Spend most of the time at client sites or in meetings with clients, both in person and virtually.
• Gather information on new client and sector issues through interactions and share effectively within the sector.
• Develop and execute a client relationship map to expand points of contact and drive multi-contact engagement.
• Lead development of relationships where KPMG has no existing ties, coordinating connections for specialists to win work.
• Build peer relationships with client senior management and, with sector leadership, establish Board and ExCo relationships.
• Coordinate client relationship events and measure ROI through strengthened relationships and increased opportunities for KPMG.

Sales:

• Be a role model for Business Development, leveraging the firm's sales support and a methodical sales approach.
• Communicate relevant, time-sensitive solutions to clients using internal networks to frame KPMG's angle and propositions.
• Identify white space at the client and lead development of plans to target it.
• Increase sales conversion through rigorous processes, pricing, contracting, and negotiation across multiple channels.
• Align all sales activities with the KPMG account plan and client service cadence.
• Act as a focal point for selling new propositions, driving topics across the Sector with Sector Lead collaboration.
• Maintain visibility of the sales pipeline in opportunity management systems and provide on-the-job coaching to capabilities and teams.

Key Measures:

• Net sales year-to-date – performance against account plans
• Account origination and growth vs prior year and budget
• Scale of opportunities and progression into future years
• Client meeting count and pipeline YTD
• Pipeline conversion rate and new/strengthened relationships (CRM scores)
• Origination outside of key accounts and client/colleague feedback

Qualifications:

• Consumer & Retail sector experience; selling services to consumer businesses
• Track record in sales or client-facing roles with sales techniques
• Strong interpersonal, organisational and communication skills
• Good presentation and pitching skills; confident speaking 1-on-1 and to groups
• Ability to understand and learn services across the firm to enable a multidisciplinary approach
• Commercial skills and methodologies to maximise outcomes