Regional Business Development Director, Clients & Markets - 2-year contract About the role
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.
This is a client facing role which 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.
Deliverables and accountabilities
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
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.
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
Undertake capability gap assessments and competitor analysis
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
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
Skills and experience
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
Mandarin or Cantonese language skills would be an advantage as the candidate is required to liaise with our China & Hong Kong counterparts
Job-ID : 494062 eB9JAuam3E9lhpTZ Datum der Veröffentlichung : 06 Dez 21