ASPAC Commercial Director
KPMG in Singapore is part of a global organization of independent professional services firms providing Audit, Tax and Advisory services. We operate in 143 countries and territories with more than 273,000 partners and employees working in member firms around the world. Each KPMG firm is a legally distinct and separate entity and describes itself as such. KPMG International Limited is a private English company limited by guarantee. KPMG International Limited and its related entities do not provide services to clients.
ASPAC Regional Team
As part of the regional team you will play an integral role in helping firms meet our collective Trust and Growth ambition, promoting consistency and collaboration, so that KPMG Inspires Confidence and Empowers Change for our clients and talent. This role presents an exciting opportunity to build relationships with senior leaders across member firms throughout the Asia Pacific region.
The role
Role will develop ASPAC commercial management approach to address complex multi firm engagement pricing requirements and regional capability needs – focused on key accounts and opportunities
On specific significant opportunities:
- Identify opportunities to improve commercials & pricing on current contracts and pitches
- Lead client procurement negotiations on behalf of KPMG where appropriate
- Guide on participation in competitive tendering processes, including client use of eAuctions
On specific focus accounts:
- Build a long-term relationship with the lead partner and become embedded within the client service team as the go to person for all things pricing and commercial
- Assist the client service team in developing and articulating the pricing strategy and value proposition resulting from the overall account ambition
- Ensure consistency and rigour of pricing decisions throughout the account
On behalf of ASPAC Region:
- Identify opportunities to grow revenues organically through improved pricing and commercial programs, Regionally or at Member Firm level
- Undertake market pricing reviews and guide on fee escalation methodologies
- Influence and up skilling Partners on how to approach negotiations
- Improve systems and controls around contracts with our clients
- Development and leveraging of market intelligence
- Establishment of Performance Metrics for the function
- Promote profile and impact internally and externally
- Present a compelling business case for member firms to build their own commercial capability
- Build quality relationships with commercial contacts in Region’s Member Firms
- Drive the Regional community of practitioners and co-ordinate with the KPMG global network with a view to disseminate best practices, identify market trends and capture competitive intelligence
Skills and experience
- Function – A procurement expert who understands the metrics, processes, mindset and strengths/weaknesses of Procurement function. The successful individual is likely to have developed into a broader role than pure procurement.
- Strong interpersonal skills
- Entrepreneurial Spirit
- Strong influencing skills
- Member of CIPS (or international equivalents) – desirable
- Deep domain expertise of industry served
- Mindset – Understands the need for this function to exist within KPMG and can appreciate the scope responsibility, size and potential of the role.
- Negotiation – A commercially astute and strong negotiator who can hold/protect margin in contract discussions whilst taking on responsibility for liaising with client procurement functions.
- Stakeholder Management – Demonstrates effective senior stakeholder management, able to demonstrate influence and appropriate gravitas towards the KMPG Partner Group, Pricing team, Business Transformation team and external clients – from C suite / procurement.
- Sector – Experience within associated markets essential; financial services or Commercial (Sectors): Banking, Insurance, Infrastructure, Private Equity and Asset Management.
- Credibility – Has worked in senior procurement roles and projects his/her track record of working on multi-million dollar projects. Uses his/her detailed understanding of procurement principles, processes and tools to create buy-in for the proposed negotiation strategies and tactics
- Process – co shape a sustainable legacy and operating model which allows the Executive Committee / Partners to efficiently challenge the profitability of each substantial deal prior to KPMG committing to it.
Leadership and behaviours
- Role models purpose-driven and values-led leadership. Consistently demonstrates KPMG values Integrity, Excellence, Courage, Together, For Better
- Inspires others by developing and motivating others, being an advocate of inclusion and connecting individuals by building collaboration
- Demonstrates a growth mindset by growing self, others and relationships through self-awareness, innovation, and an exceptional client experience
- Makes an impact by driving quality, bringing strategic perspective, and tackling difficult decisions by exercising sound, ethical business judgement
Only shortlisted candidates will be contacted by KPMG Talent Acquisition team, personal data collected will be used for recruitment purposes only.
At KPMG in Singapore we are committed to creating a diverse and inclusive workplace. We believe that diversity of thought, background and experience strengthens relationships and delivers meaningful benefits to our people, our clients and communities. As an equal opportunity employer, all qualified applicants will receive consideration for employment regardless of age, race, gender identity or expression, colour, marital status, religion, sexual orientation, disability, or other non-merit factors. We celebrate the different talents that our people bring and support every staff member in their journey to achieve personal and professional growth. One of the ways we do this is through Take Charge: Flexi-work, our flexible working framework which enables agile and innovative teams to help deliver our business goals.