Manager, Clients and Pursuits
Location
Oakville, ON | Canada
Job description
Overview
At KPMG, you'll join a team of diverse and dedicated problem solvers, connected by a common cause: turning insight into opportunity for clients and communities around the world.
As part of KPMG's strategic commitment to growth, this role within the Regions East Client and Pursuits team will be responsible for contributing to business development, supporting leadership and the key account and pursuits teams, building and maintaining client relationships, and supporting account based marketing efforts. The Manager works with Lead Partners and Industry Leaders to support revenue growth within the assigned key accounts, client care and pursuits programs. This is a complex role with responsibility for leading key accounts and pursuits and driving greater productivity.
The Manager should have a professional background in account management, experience in marketing and communications and strong organizational and interpersonal skills. Responsibilities of this role include:
- Support the key accounts and pursuits teams and facilitate knowledge sharing to ensure revenue and relationship growth opportunities are strategically identified and managed
- Assist in the identification of key relationships, building strategy for relationship growth and tracking relationship development
- Ensure that all parts of the account and pursuits teams have full awareness of the key objectives, including regular tracking, formal reporting and updates to the Senior Manager and lead partner
- Act as subject matter expert (SME) for industry and functions, sharing best practices, tools and other firm resources through National, Regional and Global networks
- Work directly with Industry Marketers to build, execute and measure account-based marketing programs and content
**This is presently a virtual position with the option to attend a local KPMG office. Requirements to attend a local KPMG office are subject to change. What you will do Account Strategy, Planning and Management - Support the management of a key accounts and pursuits portfolio which includes building and tracking detailed relationship matrix and plans, identifying industry and account business issues and assist in developing an ongoing pipeline of opportunities
- Provide support for the execution of both internal and external key client meeting deliverables
- Assist in the implementation of the overall go-to-market plan through collaboration and teamwork with the key accounts and pursuits teams, regional and industry marketers
- Support the development and execution of account based marketing programs in partnership with industry marketers
- Track, measure and report regularly on regional and national financial results against goals and objectives
Relationship Management - Facilitate relationship building, planning, mapping and execution with key accounts and pursuits
- Work with the account team to develop and track the relationship strategy and identify key stakeholders, develop plans and touch point campaigns to strengthen relationships
- Deploy relevant national marketing and communications campaigns and initiatives at the account level in Regions East and create awareness both internally and externally to build key relationships
- Develop a strong understanding of services, solutions and KPMG owners to determine which initiatives would be relevant and important to key stakeholders/decision makers
- Develop and execute communication strategies with the account team and in collaboration with lead partners through regular updates
- Build a social media network and profile to engage clients and pursuits and share a point of view on key client issues
Pipeline Management - Support account and pursuit teams to identify and qualify business and relationship opportunities with key contacts to grow the pipeline
- Incorporate, and support the use of KPMG's sales methodology on active opportunities and client interactions
- Be a subject matter expert for opportunity management and tracking through Salesforce
- Collaborate with proposal and account teams to leverage KPMG resources (i.e. research, communications, writers and legal) as required for key accounts and pursuits
Exceptional Client Service Excellence - Enable client service excellence through key account teams by being responsive, insightful and connected to the client
- Work to facilitate KPMG's voice of client (client feedback program) for the accounts, including managing outcomes, future action plans and referrals.
- Deliver differentiated client experiences: project manage initiatives by using the breadth of the global clients & industries assets (e.g. events, publications, workshops/labs, high profile speakers, etc.)
- Identify and create targeted communications to the client throughout the year to share meaningful and relevant insights aligned with the client's goals and priorities
Knowledge Sharing and Networks - Be a brand ambassador for the firm and ensure compliance standards are in place and executed
- Share best practices across internal networks and advocate for sharing of resources and tools (i.e. marketing, communications, proposals, business development, etc.)
- Set an example on social media to encourage team members to grow their networks and build their profiles
- Strive to achieve consistency and quality across the portfolio
- Act as an informal coach to junior members of the marketing, key account and pursuits teams
What you bring to the role - An experienced professional with a focus on sales and growth with at least 2-3 years of experience in the client service industry with a national firm, preferably with an understanding of a matrix organizations
- A university degree in business, finance or related field required
- Background and experience in professional services or financial services.
- Experience in project management including working within demanding deadlines and budgets
- Experience in working with senior leadership, and with history of strong communications skills
- Marketing experience preferred, proposal writing and knowledge of sales methodologies and RFP process is an asset
- Experience with salesforce
Keys to your success: - Collaborative - Effective team player with good teaming and influencing skills, and be a lateral, logical and creative thinker who is delivery-oriented, yet collaborative and resilient in a fast paced and dynamic environment
- Strong Networker - The ability to leverage existing contacts and networks and create new relationships and opportunities.
- Excellent Communication Skills - Excellent written and oral communication and influencing skills in order to relay complex issues to audiences of varying seniority and expertise.
- Exceptional Interpersonal Skills - You will need to be comfortable working independently, as part of a team, working at a distance with the key account and pursuits team members across Canada, and also in the context of much larger projects.
- Delivering Excellence - Proven track record in delivering high quality project, work-stream or assignment outputs.
- Analytical Skills and Functional Knowledge -Interpreting and using information, problem solving, dealing with complexity, strategic thinking and maintain industry awareness.
- Management Skills - Facilitate effective meetings, lead teams, provide direction and leadership.
- Managing Resources - Demonstrate cross-functional capability, organizational acumen, project/process management, planning, organizing and prioritizing.
- Change Management Skills - Drive and adapt to change, be flexible and resourceful, show creativity and learning agility.
Providing you with the support you need to be at your best For more information about KPMG in Canada's Benefits and well-being, click here.
Our Values, The KPMG Way Integrity , we do what is right |
Excellence , we never stop learning and improving |
Courage , we think and act boldly |
Together , we respect each other and draw strength from our differences |
For Better , we do what matters
KPMG in Canada is a proud equal opportunities employer and we are committed to creating a respectful, inclusive and barrier-free workplace that allows all of our people to reach their full potential. A diverse workforce is key to our success and we believe in bringing your whole self to work. We welcome all qualified candidates to apply and hope you will choose KPMG in Canada as your employer of choice. For more information about Inclusion, Diversity & Equity in Recruitment, please click here .
If you have a question about accessible employment at KPMG, or to begin a confidential conversation about your individual accessibility or accommodation needs through the recruitment process, we encourage you to visit our accessibility page .
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