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Senior Commercial Manager - IGH, Birmingham
Client: KPMG
Location: Birmingham, United Kingdom
Job Category: Other
EU work permit required: Yes
Job Reference: 97be9992ca3e
Job Views: 5
Posted: 14.03.2025
Expiry Date: 28.04.2025
Job Description:
Senior Commercial Manager
Joining KPMG means becoming part of a talented team of exceptional colleagues who bring innovative thoughts and a natural curiosity to the work they do each day. No one type of person succeeds at KPMG; a diverse business requires diverse personalities, characters and perspectives.
Role and Responsibilities
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, sometimes facilitating negotiations and working with client procurement teams.
The role will operate across Commercial Management with a focus on supporting opportunities and engagements specifically across the Infrastructure, Government & Healthcare Market (IGH).
As part of the Commercial Management Extended Leadership Team, the role has additional responsibilities including:
* Deputising for the Commercial Director in leadership decisions where needed,
* Representing Commercial Management across the wider business, and
* Providing additional coaching, mentoring, and direction to staff in the wider team.
It is also expected that you will take a cross-function/market lead on key propositions, capabilities, or firm-wide priorities that support growth and the overall strategic objectives of the firm. You will also provide, as appropriate, additional leadership to the wider team on key elements of the Commercial Management programme of work, identifying and unblocking issues and providing direction across the team.
This is a high-impact role that requires a strong combination of technical expertise, interpersonal skills, and strategic thinking.
Key activities to lead on:
* Provide advanced technical knowledge and direction using in-depth understanding of the public sector (including Public Contract Regulations) to optimise how the firm works with clients across IGH.
* A deep and broad understanding of different public sector commercial constructs across Professional Services and a level of understanding and demonstrable experience of working and negotiating significant public sector frameworks and/or significant call-offs.
* Undertake discussions and commercial negotiations with KPMG clients concerning engagements and framework agreements. Play a lead role using own experience and judgement on key commercial issues.
* Influence and upskill Partners, Directors, and Client Service Teams on how to structure commercial frameworks and approach negotiations. Resolve issues and act as a commercial troubleshooter for significant areas of risk for the firm.
* Own client discussions and build long-term customer relationships (including negotiating service levels, commercial arrangements and supporting Partners and Directors).
* Regular review of pipeline reporting, identifying and analysing opportunities for commercial involvement, taking responsibility for larger and higher-risk projects.
* Development and leveraging of market intelligence, taking responsibility for sharing this with IGH Leadership, Client Lead Partners, and Client Services teams.
Requirements:
* A highly motivated and experienced professional with a proven track record of success within the public sector (or a similar environment) managing complex and high-value contracts.
* A strong understanding of the public sector landscape, including its regulatory environment, procurement processes, and key stakeholders.
* Awareness of the unique challenges and opportunities faced by public sector organisations in relation to professional services, with a view to maximising commercial value for KPMG.
* A commercially minded individual who is culturally aligned to KPMG values and understands the delicate balance required to succeed in a partnership.
* Ability to build strong relationships with senior decision-makers and influence their thinking. Articulate complex ideas clearly and concisely to a variety of audiences.
* Provide insight and actionable advice that delivers commercial benefit to KPMG.
* Demonstrable understanding of wider commercial activities which include:
* Competitive procurement practices and their varied routes to market, including those unique to the public sector, understanding the operation of Framework Agreements, DPS, and similar.
* Contracts structure and governance, including the public oversight to key critical contracts.
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