ASPAC Growth Programme Market Relationship 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
The Markets Relationship Director will be focused on ensuring a client for life approach is embedded into member firms and priority accounts for long-term, sustainable success. The role will involve the following priorities.
- As part of the ASPAC Clients and Markets Team you will be responsible for the development of the overall programme as it matures.
- Act as the Markets Relationship Director to a new account programme, delivering the programme objectives by acting as the Markets Relationship Director to a number of programme accounts across the region. You would work alongside with Regional Lead Partners, Regional business development directors and the wider Client Service Team (CST) to professionalise sales and drive growth on their accounts, by supporting key sales activities from Account planning, sales coaching and pursuit strategy.
- This will require regular interactions with the Regional Lead Partners and Regional business development directors to identify opportunities through white space, cross sell, events, and sales campaigns and help deliver sales growth across the portfolio.
- Focus on network development activity for the Regional Lead Partners and their account leadership team which results in stronger collaboration on account activation efforts.
- Act as an expert in professional sales and business development providing advice and coaching when needed, will cover areas like managing accounts, client relationships, creating opportunities, and handling pipelines.
Deliverables and accountabilities
Assigned Accounts Performance:
- Regularly monitor and analyze the performance of assigned accounts.
- Develop strategies to enhance the performance of accounts based on pre-defined programme KPIs.
- Provide insightful reports and updates on account performance to key stakeholders.
Stakeholders Management:
- Engage with senior stakeholders to understand their needs and expectations.
- Foster positive relationships with senior stakeholders to ensure ongoing support.
Co-create and support the implementation of pragmatic and sustainable sales and business development programmes that drives long-term sustainable growth:
- Collaborate with senior stakeholders to co-create sales and business development programmes.
- Lead the implementation of agreed-upon programs with a focus on pragmatism and sustainability.
- Ensure seamless integration of programs into existing business processes.
Adaptability and Continuous Improvement:
- Be accountable for adapting strategies based on changing market dynamics and programme performance.
- Strive for continuous improvement in programme effectiveness and efficiency.
Skills and experience
- Credible sales/BD professional with proven experience in a front-line sales and business development in a professional service or B2B environment. Evidencing substantial direct sales experience, pipeline management and negotiations
- Experience in creating sustainable sales change programmes, specifically helping to drive mind set, skillset and discipline change where it is not always mandated is highly desirable
- Experience working in a large and complex professional services environment essential, and a strong international network within KPMG is beneficial
- Experienced using and deploying sales methodologies such as Korn Ferry. Knowledge of Market Edge and KPMG Way would be advantageous.
- A deep understanding of the end-to-end sales cycle and the ability to leverage relevant prior learning experience. Understanding of KPMG’s wider service offering across Advisory, Tax and Legal will be key to success in this role. Good knowledge of KPMG's sectors, regional strategic priorities, Priority Solutions and stakeholder network. Good understanding of the professional services industry, its challenges and growth areas
- Ability to work within a matrixed partnership environment and to collaborate with professionals across multi-disciplinary teams. Must have ability to build rapport with key leaders regionally. Excellent executive presence and ability to build rapport with key stakeholders across the KPMG network
Contract tenure
This position is a 12-month contractual role, with the potential for an additional 12-month extension.
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.