ASPAC Regional Business Development Director, Banking

Function(s):  Corporate Services
Work Type:  Permanent
Job Categories:  Experienced Hires
Start Date for Applications:  26-Sep-2022
Closing Date for Applications: 

KPMG in Singapore is part of a global network of independent professional services firms providing Audit, Tax and Advisory services. We operate in 145 countries and territories and in FY21 had more than 236,000 people 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.

KPMG in Singapore is part of a global network of independent professional services firms providing Audit, Tax and Advisory services. We operate in 145 countries and territories and in FY21 had more than 236,000 people 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.

Role Location

Singapore, Hong Kong or flexible within other ASPAC locations.

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.

ASPAC Clients & Markets (C&M) Strategy

  • Support other initiatives and the execution of the ASPAC C&M Strategy as appropriate
  • Contribute to the ASPAC Board and other C&M reporting requirements
  • Support the account and sector reviews process

Sector

Do you have experience in the Banking Sector? We invite highly enthusiastic and driven professionals with Financial Services and Banking background to join our growing KPMG Asia Pacific Team (ASPAC). 

Job Description

KPMG is a global network providing extensive services across a wide range of industries and sectors. This is an exciting opportunity to make your mark and contribute to the Asia Pacific (ASPAC) region. 

We are looking for an energetic, results oriented Regional Business Development Director with 10+ years account management/business development support experience to support our Regional Priority Accounts within Financial Services and in particular in the Banking sector. This role will require candidates to both bring their own network of industry contacts and be prepared to instigate and develop new client relationships.

In addition to a track record in business development, you will need a client focus to understand our clients’ and sector issues and a solid sense of personal responsibility for both our clients and your personal goals. You must demonstrate outstanding problem-solving abilities and relationship-building skills across the Asia Pacific region.

The role is to help develop and execute the regional account plan through supporting the Regional Lead Partner and Regional Sector Heads in building and delivering go to market engagement with clients, work with all the key countries to build a plan that includes a target ambition, key client needs to focus on (fields of play), key offers/solutions we can share and the key buyers/individuals we need to build relationships with to increase pipeline, wins and revenue.

The key activities, deliverables and accountabilities are listed below. They have been separated into the sales stages of Origination and Conversion. 

Originate

  • Work with Account teams to understand the Account/Sector plans and establish a good working relationship with the Global/Regional Lead Partner and Account Team, Global/Regional Sector Head and Regional Sector teams.
  • Instigate and develop key client relationships in new areas of focus, bringing relevant KPMG capability to solve the clients most complex issues.
  • Execute the Account plan around Contact Mapping, identifying and work with Marketing, Functions to devise ways to engage with all the key Stakeholders within named accounts and also drive ways to engage systematically across Sector Accounts. 
  • Work collaboratively with Pre-Sales/Function teams to ensure Go To Market Material is adequate for the relevant client engagements.
  • Work with Account Executives and Sector Executives to ensure understanding and alignment to the regional strategy.
  • Define the key client issues aligning to the sector/industry trends
  • Support the build of key client relationships, including the development of client stakeholder mapping and client contact lists and activities to drive more meetings
  • Understanding of KPMG-wide services, solutions, thought leadership to determine which programs, events and initiatives would be relevant to the key clients
  • Leverage key Business development frameworks to enable CST teams to drive growth
  • Undertake capability gap assessments and competitor analysis in order to bring new ideas and service offerings to the practice to improve growth 
  • Bring key regional/local leaders in areas of interest – leverage global/region/local thought leadership

Convert

  • Work with the respective Lead partners as the Client Relationships Executive to ensure the proposal/response meets the client requests 
  • Identify key Pipeline opportunities that may need regional support to enhance the win rate of regional/global opportunities
  • Suggest and contribute to ways we can collectively win more pursuit in the sector/accounts that you support
  • Provide direct support to engage with key stakeholders/influencers and leverage Qualification scores and sales methodologies to improve win rates
  • Ensure we support key regional engagements from the account. i.e. Large/ multi-country engagements
  • Manage and report on pipeline and share account pipeline across the region  

 

The ideal candidate should have:

  • Diploma/Tertiary degree or equivalent (preferably in a finance, accounting, business, marketing, or information technology discipline) 
  • At least 10 years of experience working with all levels of management to assess business needs
  • Demonstrate track record of engaging and building new relationships with C-Suite across the region in the Sector they represent.
  • Have a clear understanding of the Sector issues and trends and buyers needs in the sector they represent.  
  • Ability to build a collaborative cross border team and communicate effectively within a virtual team.
  • Excellent attention to detail and a can-do attitude
  • A proactive communicator with excellent verbal and written English communication skills 
  • Strong work ethic, resilient and willingness to work in a fast-paced environment 
  • Problem-solving and decision-making skills and being able to anticipate needs of the account team/client
  • Logical thinking and consultative orientation
  • Confident and proactive in the adoption and use of technology
  • Candidate is required to liaise with our China & Hong Kong counterparts 

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.

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.