Senior Commercial Manager

Location: Birmingham, Leeds

Capability: KPMG Business Services

Experience Level: Senior Manager

Type: Full Time

Service Line: Sales Enablement

Contract type: Permanent

The Commercial Management team exists to grow the Firm’s ability to build long term commercially resilient and profitable relationships with clients. This is achieved by leveraging our in-depth understanding of major clients bid processes and providing advice on positioning fees, tender responses and working with client procurement teams.The role will operate across National Markets with a focus on the Infrastructure, Government and Healthcare sector.

Key Roles & Responsibilities

• Provide commercial guidance and support on engagement opportunities £1m- £5m
• Undertake discussions and commercial negotiations with KPMG clients concerning engagements and framework agreements-Influence and up skilling Partners, Directors and Client Service Teams on how to structure commercial frameworks and approach negotiations
• Work alongside Commercial Leadership team and assist them as needed in structuring, preparing and facilitating commercial proposals and client discussions
• Identify and lead on opportunities to improve commercials on existing contracts, MSAs and proposals Guide on participation in competitive tendering processes, including client use of eAuctions and take a lead on developing alternative commercial model
• Regular review of pipeline reporting, identifying and analysing opportunities for commercial involvement
• Support Commercial Management Leadership team in the continuous evolution of the Commercial Management function
• Development and leveraging of market intelligence, taking responsibility for sharing this with Client Service Teams and Client Lead Partner
• Promote profile and impact internally and externally
• Build relationships with stakeholders.

The Person

Required skills and qualifications

• Able to demonstrate substantial procurement experience with a proven track record in a FTSE 100- 350 or equivalent sized enterprise.
• Degree & MBA – desirable Member of Chartered Institute of Procurement and Supply (CIPS) or international equivalents desirable Skills Behaviours
• A commercially minded individual who is culturally aligned to KPMG values and understands the delicate balance required to succeed in a partnership.
• Strong interpersonal skills
• Entrepreneurial spirit
• Resilient influencing skills developed through previous procurement and commercial roles
• Confident and assured style with ability to adapt to the context Mind-set – understands the need for this function to exist within KPMG and can appreciate the scope responsibility, size and potential of the role
• Stakeholder Management – demonstrates influence and appropriate gravitas towards KMPG account leaders and the Business Development Community.
• Demonstrable approach to continuous development of their commercial acumen.
• Experience of working and dealing with Professional Services
• Demonstrable understanding of wider commercial activities which include:
• Competitive procurement practices and their varied routes to market
• Master Services Agreement Rate cards
• Contracts structure and governance
• Reporting to One of the Senior Commercial leaders for either National Markets, Financial Services or Corporates Functional reporting to other members of Commercial Management Leadership group
• As a small and agile team there will be an expectation and opportunity to work across coverage areas and support colleagues as the workload and demand arises

Every day our firm performs better because of how we work together, as one team, each the best at what we do. The difference we make shines through to our people and our clients. We’re KPMG Business Services (KBS). We’re a cross-functional team, bringing together experts across a wide range of critical activities which help to grow, run and protect our business. From HR and Learning, Finance, Procurement, Facilities and Operations, through to Risk and Legal, Corporate Affairs, and Market Development, our approach is focused on driving the improved performance of the firm. We work shoulder to shoulder with our client-facing teams and we focus on delivering our services in ways which help to drive efficiency, improve quality and enhance our firm’s brand and reputation.