Job description
The Commercial Management team exists to grow the Firm's ability to build long term commercially resilient and profitable relationships with clients. This is achieved by leveraging our in-depth understanding of major clients bid processes and providing advice on positioning fees, tender responses and working with client procurement teams.The role will operate across National Markets with a focus on the Infrastructure, Government and Healthcare sector.
Key Roles & Responsibilities
- Provide commercial guidance and support on engagement opportunities £1m- £5m
- Undertake discussions and commercial negotiations with KPMG clients concerning engagements and framework agreements-Influence and up skilling Partners, Directors and Client Service Teams on how to structure commercial frameworks and approach negotiations
- Work alongside Commercial Leadership team and assist them as needed in structuring, preparing and facilitating commercial proposals and client discussions
- Identify and lead on opportunities to improve commercials on existing contracts, MSAs and proposals Guide on participation in competitive tendering processes, including client use of eAuctions and take a lead on developing alternative commercial model
- Regular review of pipeline reporting, identifying and analysing opportunities for commercial involvement
- Support Commercial Management Leadership team in the continuous evolution of the Commercial Management function
- Development and leveraging of market intelligence, taking responsibility for sharing this with Client Service Teams and Client Lead Partner
- Promote profile and impact internally and externally
- Build relationships with stakeholders.
The Person
Required skills and qualifications
- Able to demonstrate substantial procurement experience with a proven track record in a FTSE 100- 350 or equivalent sized enterprise.
- Degree & MBA - desirable Member of Chartered Institute of Procurement and Supply (CIPS) or international equivalents desirable Skills Behaviours
- A commercially minded individual who is culturally aligned to KPMG values and understands the delicate balance required to succeed in a partnership.
- Strong interpersonal skills
- Entrepreneurial spirit
- Resilient influencing skills developed through previous procurement and commercial roles
- Confident and assured style with ability to adapt to the context Mind-set - understands the need for this function to exist within KPMG and can appreciate the scope responsibility, size and potential of the role
- Stakeholder Management - demonstrates influence and appropriate gravitas towards KMPG account leaders and the Business Development Community.
- Demonstrable approach to continuous development of their commercial acumen.
- Experience of working and dealing with Professional Services
- Demonstrable understanding of wider commercial activities which include:
- Competitive procurement practices and their varied routes to market
- Master Services Agreement Rate cards
- Contracts structure and governance
- Reporting to One of the Senior Commercial leaders for either National Markets, Financial Services or Corporates Functional reporting to other members of Commercial Management Leadership group
- As a small and agile team there will be an expectation and opportunity to work across coverage areas and support colleagues as the workload and demand arises
