Business Development Associate Director

2 weeks ago

Johannesburg, Gauteng, South Africa KPMG-SouthAfrica Full time

Job title/position: Business Development Associate Director

Number of positions: 1

Function and Business Unit: Infrastructure - Clients & Markets

Description of the role and purpose of the job:

An experienced Business Development Associate Director, to focus on the firm's top priority accounts within the ENR sector and to support the lead relationship partners and account teams to drive profitable revenue growth and deliver exceptional client value.

Key responsibilities:

  • Have/Build a deep understanding of the client's priorities and strategies. Utilise this insight to create demand across multiple service lines.
  • Facilitate and support client touch points and generate new revenue streams.
  • Identify and build new client relationships, while protecting and maturing existing relationships between KPMG and the client to deliver opportunities and profitable growth.
  • Support the lead relationship partners or directors in building high performing Client Service Teams.
  • Co-create and implement effective account strategies including relationship mapping, management of opportunity pipeline and generation of investment plans.
  • Bringing discipline, structure and support to account teams through management information, market insight, knowledge sharing and meeting preparation.
  • Working right across the pursuit process to inform, support, challenge and inspire the account team(s) to convert opportunities.
Skills and attributes required for the role:

Skills:

  • Experience working in the ENR sector, or in a client facing or sales/ business development role focused on the ENR sector is highly desirable. Transferable experience across other sectors will also be considered.
  • Understanding of best practice account management principles with the ability to implement both strategic and tactical initiatives.
  • A proven track record in sales, business development and client relationship management in a highly competitive B2B environment.
  • Strong stakeholder management and experience in working with diverse account teams.
  • Commercial acumen both in terms of managing pipeline and challenging/coaching teams through the sales process.
  • A strong knowledge of a sales methodology and proven experience of driving opportunities through to revenue.
  • Experience of procurement principles is highly desirable.
Personal attributes:

  • Excellent communication skills and gravitas with senior staff stakeholders, as well as demonstrate a thorough understanding of the strategic business drivers for complex clients.
  • A proactive individual who can work effectively as part of a team, which may at times be geographically dispersed.
  • A collaborative individual who can learn from, contribute to, and participate as a member of the broader go to market initiatives within the firm.
Minimum requirements to apply for the role (including qualifications and experience):

  • ENR Sector Experience.
  • Similar Business Development Senior Role in B2B environment.
  • Detailed knowledge of sales methodologies.
  • Proven experience in creating demand and converting opportunities.
  • Strong Stakeholder Management experience with diverse teams.
  • Experience related to procurement principles.

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