Job description

Consumer Sector

Role title: Consumer Sales Operations Director

Grade: Director

Department: Sales & Marketing or Coverage

Coverage Group: Consumer

Location: Home and London based

Time Requirement : Full time

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

Consumer is one of 4 priority sectors for the firm and budgeting £300m in revenues in 2022, with an ambition to double growth within 3 years. The Consumer sector covers all 3 Coverage areas (Corporates, FS and KPE) and all Capability areas, requiring a connected strategy and networks to deliver an ambitious plan of accelerated growth - as part of the new Markets function. The Consumer sector includes Premier, Strategic (12) and Sector Covered (18) accounts.

Job description

Sectors are a key strategic priority for the firm and remain a key engine for growth. Working closely with the Sector Head and acting as proxy, this Sales Operations Director role will play an important role in ensuring sales strategy is delivered, accelerating growth, and gaining market share. This will involve working closely with the Consumer Market Lead sector Partners, BD, alliance partners and clients, as well as other coverage areas to achieve the sales target for the sector.

Development and delivery of sector sales plan

Develop sales plan aligned to client segmentation, to review annually relevant accounts and strategies for Premier, Strategic and Covered clients based on data and market insight.
Proxy for Sector Head in Priority CSTs to input sector insights and growth opportunities. Monthly review of managed accounts to drive action and support plan. Lead activities to drive campaigns through portfolio. Challenge as proxy for Sector Head to ensure aggregated plans match strategy and ensure plans in place to fill gap (get well plans).
Ensure sales routines and reporting are embedded and delivered.
Maximise global and UK networks to build alignment and support for strategy, acting as proxy for sector head in leading sector meetings.
Drive profitability and ensure return on investment e.g., review BD time and profitability to drive improved ROI. Work with the Commercial team to maximise profit on priority accounts. Proxy for Sector Head at Deal boards.
Drive sales performance e.g., weekly meetings with BDM's to drive closing, SLP, meeting count, origination.

Accelerate growth of the sector, taking market share through demand generation and sales excellence:

Accelerate growth through demand generation

Work with Alliance Directors on key five alliances and have direct relationships with Consumer & Retail leads at Alliances to identify and drive opportunities.
Potentially act as BD on one key sector account, and originate opportunities
Enhance relationships and networks e.g., meet with key procurement contacts across the Sector to understand buying patterns, share of wallet and key opportunity areas, build connections with global C&R network of Sales/Sector Directors in members firms, and some global BDDs.

Accelerate growth through sales excellence

Support growth through opportunities e.g. storyboard responses, write /proofread proposals, hold client win/loss debriefs with clients.
Build sales capability e.g. role model good practice, coach and mentor others around sales.
Support Sector / Account exec in delivering sales practices.
Drive understanding and presence in the market.
Interpreting market insights into actions with CLP's.
Ensure thought leadership is developed based on sales plan and firm strategy.
Translate market issues into potential propositions with solution leads, map propositions to priority and managed accounts.
Drive activity via Beyond e.g. drive membership particularly across portfolio and facilitate plan for client interactions (secondments / hospitality).

Drive understanding and presence in the market

Interpreting market insights into actions with CLP's.
Ensure thought leadership is developed based on sales plan and firm strategy.
Work with marketing to deliver a plan aligned to the sales plan, drive actions which build social media/digital experience, ensure networking events and campaigns map to priorities.
Drive activity via Beyond e.g. drive membership particularly across portfolio and facilitate plan for client interactions (secondments / hospitality).

Key deliverables

Sales strategy (including client segmentation and sub sector prioritisation and plans)
Sector market investment plan
Sales commit with actions, including plan for large opportunities

Contribute to

Commercial delivery of Sector propositions
Leveraging the value of Thought Leadership through client facing teams

KPIs

Sector sales against target
Sector win rate
Sector pipeline value
Sector service line penetration
Accurate commit forecast
Client meetings
Evidence of supporting origination/conversion
360 degree feedback

Skills, competencies, and experience required for Sales Operations Director

Able to develop strategic plans aligned to business need.
Strong communicator, with ability to influence at senior levels.
Strong knowledge of sales process, practice, technology.
Excellent interpersonal skills, able to engage, build networks and relationships across key stakeholders and clients.
Have a deep understanding of the consumer market, disrupters and potential opportunities.
Have strong understanding of KPMG's services and relevant content across the firm to create a fully multi-disciplinary go-to-market approach.
Strong understanding of KPMG sales approach preferable.
Experience of working within or alongside the Consumer sector is preferable.
Ability to coach and manage performance to maximise capability.
Likes to connect and coordinate across the team to drive sales performance
Brings energy and has a sense of fun

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