Manager, Clients and Pursuits

7 months ago

Oakville, Canada KPMG Full time

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.

**Overview of the opportunity**:
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
- Work directly with Industry Marketers to build, execute and measure account-based marketing programs and content

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
- 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 a

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