Regional Commercial Director

4 weeks ago

Hong Kong, Central and Western District, Hong Kong SAR China KPMG Full time
Job Description

KPMG China is seeking a skilled professional to join our team as a Regional Commercial Director - Asia Pacific. This role will play a critical part in helping firms meet our collective Trust and Growth ambition, promoting consistency and collaboration, so that KPMG Inspires Confidence and Empowers Change for our clients and talent.

The Role:

This role will develop ASPAC commercial management approach to address complex multi-firm engagement pricing requirements and regional capability needs - focused on key accounts and opportunities.

Key Responsibilities:

Identify opportunities to improve commercials & pricing on current contracts and pitches

Lead client procurement negotiations on behalf of KPMG where appropriate

Guide on participation in competitive tendering processes, including client use of eAuctions

Build a long-term relationship with the lead partner and become embedded within the client service team as the go-to person for all things pricing and commercial

Assist the client service team in developing and articulating the pricing strategy and value proposition resulting from the overall account ambition

Ensure consistency and rigour of pricing decisions throughout the account

On behalf of ASPAC Region:

Identify opportunities to grow revenues organically through improved pricing and commercial programs, Regionally or at Member Firm level

Undertake market pricing reviews and guide on fee escalation methodologies

Influence and upskill Partners on how to approach negotiations

Improve systems and controls around contracts with our clients

Development and leveraging of market intelligence

Establishment of Performance Metrics for the function

Promote profile and impact internally and externally

Present a compelling business case for member firms to build their own commercial capability

Build quality relationships with commercial contacts in Region's Member Firms

Drive the Regional community of practitioners and co-ordinate with the KPMG global network with a view to disseminate best practices, identify market trends and capture competitive intelligence

Requirements:

Function - A procurement expert who understands the metrics, processes, mindset and strengths/weaknesses of Procurement function. The successful individual is likely to have developed into a broader role than pure procurement.

Strong interpersonal skills

Entrepreneurial Spirit

Strong influencing skills

Member of CIPS (or international equivalents) - desirable

Deep domain expertise of industry served

Mindset - Understands the need for this function to exist within KPMG and can appreciate the scope responsibility, size and potential of the role.

Negotiation - A commercially astute and strong negotiator who can hold/protect margin in contract discussions whilst taking on responsibility for liaising with client procurement functions.

Stakeholder Management - Demonstrates effective senior stakeholder management, able to demonstrate influence and appropriate gravitas towards the KMPG Partner Group, Pricing team, Business Transformation team and external clients - from C-suite / procurement.

Sector - Experience within associated markets essential; financial services or Commercial (Sectors): Banking, Insurance, Infrastructure, Private Equity and Asset Management.

Credibility - Has worked in senior procurement roles and projects his/her track record of working on multi-million dollar projects. Uses his/her detailed understanding of procurement principles, processes and tools to create buy-in for the proposed negotiation strategies and tactics.

Leadership and behaviours:

- Role models purpose-driven and values-led leadership. Consistently demonstrates KPMG values Integrity, Excellence, Courage, Together, For Better

- Inspires others by developing and motivating others, being an advocate of inclusion and connecting individuals by building collaboration

- Demonstrates a growth mindset by growing self, others and relationships through self-awareness, innovation, and an exceptional client experience

- Makes an impact by driving quality, bringing strategic perspective, and tackling difficult decisions by exercising sound, ethical business judgement

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