Business Development Senior Manager, Industrial Manufacturing & MNC

17 January 2019

The Role

The Business Development Senior Manager role is within the Business Development Function under Markets in KPMG in China.

The core responsibilities of this role are to work closely with partners to drive and shape business development strategy and to develop strong relationships with key multinational and domestic clients in the Industrial Manufacturing sector within KPMG’s portfolio. Based in the Shanghai office, the successful candidate will proactively work with KPMG partners across all lines of service, both within the China firm and with international and global counterparts. The Business Development Senior Manager will implement strategically aligned, client focused and value-added initiatives, ensuring key global, regional and office objectives are achieved.

The growing KPMG China Business Development team consists of more than 50 members across Mainland China and Hong Kong. The team is supported by resources within the KPMG Delivery Centre (“KDC”) in Foshan.

The Business Development Senior Manager reports to the head of the Eastern and Western China Multinationals Programme and works with KDC and Markets staff, including the Industrial Manufacturing Sector Executive.

Key Responsibilities

Client Relationship Development

Along with Lead Partners, service line and sector partners, and in alignment with global sector and account teams, the successful candidate will:

  • support relationship partners on specific key clients, embodying a “client for life” mindset
  • organize events and activities to improve broader client connectivity
  • develop new relationships with priority accounts through a deep understanding of client corporate and business issues
  • identify new consulting opportunities (80%) and identify blue-sky opportunities with new clients (20%).
  • win work against established fee targets

Pipeline Management

  • Work with account lead partners to develop and implement national and global account plans
  • Plan for and monitor business development budgets
  • Help drive and implement national or regional BD initiatives
  • Ensure follow up is sought from client pre and post pitch; track and act on actions which arise; assess how feedback can be used for continuous improvement
  • Manage the bidding and request-for-proposals response by composing teams and proposals, and working with wider pursuit teams to deliver excellence during the proposal process

Broad Business Development

  • Work with multipliers such as chambers of commerce or industry associations to enhance the visibility of KPMG
  • Develop high quality materials for use in bids to convey experience and sales messages to clients and targets.
  • Act as a pillar of the business development community within Shanghai

Key Qualifications

  • Undergraduate degree or above in economics, finance, or business related discipline
  • Minimum 7-10 years’ experience working in a professional services environment or within a large multinational company, with both international and China experience preferred
  • Experience with consulting services, either as a provider or a user/buyer.
  • An established network within the Industrial Manufacturing sector, including industry associations
  • Robust commercial sense, a deep interest in the business world and the ability to transform a commercial issue into business development opportunity
  • Excellent project management skills, i.e. working towards tight timeframes under pressure, managing multiple priorities, assimilating information quickly and keeping stakeholders abreast of status
  • High degree of attention to detail
  • A native Mandarin speaker / professional working proficiency with excellent verbal, written and drafting skills in English; third language a plus
  • Proactivity in coming up with ideas and implementing initiatives that have a positive impact on the business either directly or indirectly
  • Leadership skills, i.e. able to mentor and provide advice and guidance to junior team members
  • A committed team player with the ability to collaborate with people across the team and offices and to join dots together
  • A positive, optimistic, resilient and “can do” attitude, and is willing to share knowledge and challenge how things are done in order to improve them
  • Strong interpersonal skills including confidence, open-mindedness, diplomacy and empathy and the ability to build credibility
  • Proficiency with Word, PowerPoint and Excel.

About KPMG

KPMG is a global network of professional firms providing audit, tax and advisory services, with an industry focus. The aim of KPMG member firms is to turn knowledge into value for the benefit of the firms’ clients, people and the capital markets. With 200,000 people worldwide, member firms provide services in 150 countries. KPMG is a recognized market leader with offices in 19 cities in China, with 12,000 staff.

To apply for this role, please contact Thomas Bailey at

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