Overview
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KPMG is currently seeking an Associate Director, Negotiations & Deal Coaching to join our Pricing & Commercial Enablement (PCE) team in our Clients & Markets organization.
Responsibilities
- Coach client-facing leaders and Firm leadership (Partners, MDs, Directors) of all three functions (Advisory, Tax and Audit) on the subject of negotiation and pricing strategies; facilitate workshops to 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 superior business behavior through cutting edge insights and proven approaches; partner with senior PCE leadership on long-term strategic initiatives as well as immediate growth priorities.
- Educate account and pursuit teams in negotiation, pricing and commercial strategies that yield results that meet/exceed firm expectations; negotiate on behalf of the firm occasionally as second chair to KPMG executive first chair.
- Contribute to creating training content and be lead facilitator of negotiations training for all three Firm functions.
- Collaborate with global team 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 from an accredited college or university is preferred.
- Command of interest-based negotiations methodology and professional services pricing models; able to participate in development of resource plans and structures to influence organizational priorities.
- Strong executive presence, presentation skills and credibility to coach, teach and advise senior executives and sales teams on how to negotiate and price professional services as well as remediate troubled client relationships; excellent verbal/written communication, collaboration, analytical and presentation skills to lead an environment driven by customer service and teamwork.
- Demonstrated leader, with proven ability to drive outcomes on a complex program or project, requiring limited guidance for most decision making; substantial strategy and influencing skills to effectively partner with internal stakeholders.
- Able to play a key execution role in strategic initiatives for the team while fostering development of high-performance culture and interfacing with all levels of the organization; capable of building strong professional relationships with ability to influence all levels across the organization.
Equal Opportunity & Benefits
KPMG LLP and its affiliates and subsidiaries (“KPMG”) complies with all local/state regulations regarding displaying salary ranges. If required, the ranges displayed below or via the URL below are specifically for those potential hires who will work in the location(s) listed. Any offered salary is determined based on relevant factors such as applicant's skills, job responsibilities, prior relevant experience, certain degrees and certifications and market considerations. In addition, KPMG is proud to offer a comprehensive, competitive benefits package, with options designed to help you make the best decisions for yourself, your family, and your lifestyle. Our Total Rewards package includes medical and dental plans, vision coverage, disability and life insurance, 401(k) plans, and a robust suite of personal well-being benefits. Details about benefits are available on the KPMG US Careers site.
KPMG LLP (the U.S. member firm of KPMG International) is an equal opportunity employer. We comply with all applicable federal, state and local laws regarding recruitment and hiring. All qualified applicants are considered for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, citizenship status, disability, protected veteran status, or any other category protected by law. No phone calls or agencies please.
Recruiting on a rolling basis. Candidates are considered as they apply, until the opportunity is filled. We encourage you to apply expeditiously to any role for which you are qualified and interested.
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