Regional Commercial Director

1 day ago

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

About the Role

KPMG China is committed to delivering exceptional services to our clients across Asia Pacific. We are seeking an experienced and skilled individual to lead our commercial management approach, driving growth and revenue through improved pricing and commercial programs.

This role will play a key part in helping firms meet our collective Trust and Growth ambition, promoting consistency and collaboration across the region. You will work closely with senior leaders to build relationships and develop a long-term relationship with key clients.

Key Responsibilities:

  • Develop and implement a comprehensive commercial management approach to address complex multi-firm engagement pricing requirements and regional capability needs.
  • Lead client procurement negotiations on behalf of KPMG where appropriate, ensuring effective stakeholder management and influencing skills.
  • Guide participation in competitive tendering processes, including client use of eAuctions.
  • Build and maintain strong relationships with key clients, becoming 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.
  • Identify opportunities to grow revenues organically through improved pricing and commercial programs, both regionally and at member firm level.
  • Undertake market pricing reviews and guide on fee escalation methodologies.
  • Influence and up-skill partners on how to approach negotiations.
  • Improve systems and controls around contracts with 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 the Region's Member Firms.
  • Drive the Regional community of practitioners and co-ordinate with the KPMG global network to disseminate best practices, identify market trends, and capture competitive intelligence.

Requirements and Qualifications:

  • A strong understanding of procurement principles, processes, and tools, with experience working in senior procurement roles.
  • An entrepreneurial spirit, with excellent interpersonal and negotiation skills.
  • The ability to influence and manage stakeholders effectively, with a deep understanding of the client's needs and expectations.
  • Excellent analytical and problem-solving skills, with the ability to think strategically and make sound, ethical business judgments.
  • Strong leadership and collaboration skills, with the ability to inspire and motivate others to achieve results.

About KPMG China

KPMG China is an equal opportunity employer, committed to creating an inclusive and diverse workplace where our people can develop and thrive at both a personal and professional level. We strive to make ESG (environmental, social, and governance) a watermark running through our organisation, empowering our people to become agents of positive change and providing better solutions and services to our clients to help them achieve their ESG goals.

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