Overview
KPMG is seeking an Associate Director, Negotiations & Deal Coaching to join the Pricing & Commercial Enablement (PCE) team in the Clients & Markets organization. The role involves coaching leaders on negotiation and pricing strategies across Advisory, Tax and Audit, and contributing to training and thought leadership.
Responsibilities
- Coach client-facing leaders and Firm leadership (Partners, MDs, Directors) across Advisory, Tax and Audit on negotiation and pricing strategies; facilitate workshops for PMDs on negotiation and pricing strategy.
- Support senior coaches with strategy, deal configuration, financial modeling and client negotiations of risk/reward (value-based) and creative pricing/billing modeling.
- Contribute to multi-channel thought leadership that influences business behavior through insights and proven approaches; partner with senior PCE leadership on long-term strategic initiatives and immediate growth priorities.
- Educate account and pursuit teams in negotiation, pricing and commercial strategies to meet or exceed firm expectations; may negotiate on behalf of the firm as second chair to a senior KPMG executive.
- Contribute to creating training content and serve as lead facilitator of negotiations training for all three Firm functions.
- Collaborate with global teams and member firms on commercial contracting, training, pricing strategies and thought leadership.
- Create and sharpen methodologies, curricula and tools in negotiation, pricing and commercial strategy.
Qualifications
- Minimum twelve years of recent experience in the professional services industry serving clients or supporting client service with at least ten years of negotiations experience; direct client leadership and deal delivery experience preferred.
- Bachelor's degree from an accredited college or university; master's degree preferred.
- Strong grounding in interest-based negotiations methodology and professional services pricing models; able to contribute to resource planning and influencing organizational priorities.
- Strong executive presence, presentation skills and credibility to coach, teach and advise senior executives and sales teams on negotiating and pricing professional services, plus excellent verbal and written communication, collaboration, analytical and presentation skills.
- Demonstrated leadership with the ability to drive outcomes on complex programs or projects, with limited guidance for most decisions; strong strategy and influencing skills to partner with internal stakeholders.
- Ability to execute strategic initiatives, foster a high-performance culture and build relationships across all levels of the organization; capable of influencing across the organization.
Salary, Benefits & Equity
KPMG complies with applicable laws regarding compensation and offers a comprehensive Total Rewards package including medical and dental plans, vision coverage, disability and life insurance, 401(k) and wellness benefits. Eligibility varies by position and tenure. Our benefits include Personal Time Off, holiday observances and related breaks. For salary ranges by city outside California, see:
Details
- Seniority level: Mid-Senior level
- Employment type: Full-time
- Job function: General Business
KPMG recruits on a rolling basis. Candidates are considered as they apply, until the opportunity is filled.
KPMG is an equal opportunity employer. KPMG complies with all federal, state and local laws regarding recruitment and hiring. All qualified applicants are considered without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, citizenship status, disability, or protected veteran status.
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