Business Development Manager – Enterprise

Business Development Manager – Enterprise

We are currently seeking Business Development Manager – Enterprise

We are currently seeking Business Development Manager – Enterprise

Senior Consultant, Finance Management

Business Development Manager – Enterprise

Location: Hochiminh office

You know KPMG, you might not know KPMG Enterprise. 

 

We’re dedicated to working with startups, small to medium-sized businesses, family businesses and high net worth individuals. It’s all we do. Whether an entrepreneur looking to get started, an innovative, fast growing company, or an established company looking to exit, we understand what is important to that business and can help them navigate their challenges – no matter the size and stage of their business. We’re a trusted advisor to their company. It’s a local touch with a global reach. 

 

Businesses don’t stand still – they evolve. All companies have a business cycle – from a startup to a mature company, and each stage presents its own set of opportunities and challenges. Within KPMG Enterprise, we understand what it takes for a business to be successful at each stage, whether they are looking to grow, or expand internationally, strengthen, or even to exit the business. 

 

Responsibilities: 

 

Account Management: 

  • The dedicated business development role is a high profile opportunity within KPMG. You will be playing a crucial role in helping to drive the business forward and will be part of a dynamic team culture offering strong internal networks and support working closely with partners locally and globally. 
  • Your role will be to manage opportunities, relationships and hence revenue from service lines across the firm. You will work to develop your own network and relationships with clients’ key people across the organization, understand their issues and, from that, develop client propositions and drive revenue. 
  • You work very closely with the Lead Partner (LP) and be a key member of the Client Service Team (CST) ensuring that this team optimises the opportunities for KPMG while delivering value to clients. 
  • Along with LP, develop and drive the account plan. 
  • Be an ambassador and champion of the firms’ values to employees and clients 

 

Client relationships: 

  • Use wide exposure in topics/trends of relevance to the Vietnamese private enterprises, government, consulting experience, problem solving and solid understanding of KPMG consulting and solution offerings to engage clients in intellectual conservations to build and maintain a Trusted Advisor profile to key client personnel. 
  • Identify and gather information on new client issues through primary (face-to- face) meetings and account intelligence 
  • Facilitate expansion of points of contact between KPMG and the client. Create, maintain and drive the execution of the relationship map and plan to continually develop contacts. 
  • Personally lead development of those relationships where KPMG has no existing relationship 
  • Co-ordinate client relationship events and ensure return on investment is measured through deepened relationships and increased opportunity for KPMG to work with the client 

 

Driving Revenue: 

  • Lead the opportunity pursuit process for all received RFIs, RFPs and KPMG generated propositions. 
  • Design the value proposition and conduct proposal reviews to maximize win rate through relevance to client agenda, reflection of account insights, maximizing value to client and ensuring best perception of KPMG proposals. 
  • Boost conversion rates through deploying rigorous sales processes, pricing, contracting and negotiation, to win work across multiple channels 
  • Work with the LP and across solutions and solutions partners to enhance business development efforts. Agree client strategy to penetrate the account, assign ownership for relationships with key stakeholders and ensure appropriate visibility at board level. 
  • Actively seek opportunities to add more value to the client, through cross- functional solutions 
  • Provide visibility of sales pipeline by ensuring CRM pipeline management systems are kept up to date 
  • Follow-up & drive CST accountability 

 

Skill Requirements: 

  • Strong communication skills (written, verbal) in English and Vietnamese. 
  • Problem solving skills to address highest client issues on the agenda 
  • Services sales and pipeline management 
  • Ability to lead virtual teams to without having reporting line authority 
  • Strong questioning and listening skills with ability to see the bigger picture 
  • Effective networker with ability to understand client needs  
  • Mature in outlook, with strong influencing skills (internal and with client) and diplomacy 
  • Moderating /facilitating boardroom discussions. 

 

Experience: 

  • Bachelor’s degree or other relevant qualification. MBA or equivalent preferred. 
  • 10 years working experience in a high productivity organization client-facing role. Minimum 5-7 years’ experience in reputable consulting firm delivering work. 
  • Strong private sector experience. 
  • Strong and demonstrated consulting skills background 
  • Strong experience of developing business strategies and business planning 
  • Proven record of accomplishment of Business development in a consulting/services context. 
  • Proven record of leading high-performance teams 
  • Experience of successfully winning and overseeing the client relationship during delivery in large transformation projects 

 

Please send your application to vnrecruiting@kpmg.com.vn.

Only shortlisted candidates will be contacted.