Commercial Pricing Director

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Job description

About KPMG:

KPMG in the UK is part of a global network of member firms. Through the talent of our c.16,000 people in the UK we make a meaningful and positive difference for clients, people and the communities we serve. We've been doing this for more than 150 years .

Our work spans five areas: we Audit many of the UK's largest companies. And our people in Consulting, Deal Advisory, Tax & Law and Technology & Engineering work shoulder-to-shoulder with clients, ranging from small start-ups and individuals to major multinationals, in virtually every industry imaginable.

Our work is often complex, yet our mission is simple: to support the UK in a connected world. It guides everything we do, underpinned by Our Values : Courage, Integrity, Excellence, Together and For Better.

Function Information:

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 an in-depth understanding of major clients bid processes and providing advice on positioning fees, tender responses and working with client procurement teams.

Role and Responsibilities:

Reporting into Helen King, Acting Head of Commerical Management , this person will have a track record of effective stakeholder management, able to demonstrate influence and appropriate gravitas towards the KPMG UK Partner Group

This role will require extensive interaction across Commercial Management team, with Finance, Partners and Client Service Teams and demonstratable experience of working and dealing with Professional Services and the systems in place to capture engagement/client information

This is a fantastic opportunity to join the team at an exciting time and to continue to shape and develop the offering.

• Be KPMG's strategic thought leader on market and client pricing
• Create and implement appropriate multiyear pricing transformation strategy to support commercial organic growth (revenue and margin)
• Maximise market pricing potential relative to KPMG's brand, service offering and client value.
• Leverage influencing skills and rationales to help drive firm wide adoption of pricing strategy
• Collaborate with Commercial Directors and Managers to guide client tender positioning and negotiations in respect of appropriate market pricing / models for their respective client solutions
• Establish pricing processes supporting:
• Annual Pricing Increases (API)
• Pricing of new market solutions / offerings
• Pricing models, including outcomes / contingent based, fixed fee, time and materials, risk / reward / managed services, Digital Solutions
• Produce pricing KPI's performance dashboards
• Drive adoption of different pricing scenarios according to client profile, industry, engagement size and service type.
• Collaborate with peers in KPMG USA and Germany to drive a harmonised approach to pricing strategies, particularly as they relate to the firm's largest global clients.
• Establish, manage and leverage interim and long term (SAP S/4 HANA) firm pricing databases
• Document pricing principles guide
• Work with Commercial Managers to drive incremental pricing, revenue and profitability improvements
• Attend client commercial briefings and negotiations occasionally to understand perspectives, offer pricing insights and guide future pricing strategy.
• Support Finance in their reviews of the scale rates and applied discounts
• Manage annual client price adjustment review and implementation
• Support Commercial Management Leadership team on ad hoc requests including strategy papers, presentations and internal function matters

Direct Reports:

• Managing a team of 3 pricing leaders (on / offshore) to provide specialist insight and pricing programme leadership across KPMG business lines (Capabilities) of Advisory, T&L, Audit.

Essential Experience:

• Demonstrable leadership experience in driving pricing strategy, ideally in a professional services context
• Degree
• Finance qualification
• Strong excel and analytical skills

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