Associate Director, Negotiations & Deal Coaching

Overview

KPMG is seeking an Associate Director, Negotiations & Deal Coaching to join our Pricing & Commercial Enablement (PCE) team in the Clients & Markets organization. Known for being a great place to work and build a career, KPMG provides audit, tax and advisory services for organizations in today’s most important industries. Our growth is driven by delivering real results for our clients, supported by a culture that encourages development, embraces inclusivity, rewards innovation, and supports our communities.

If you’re passionate about your future, join our team.

Responsibilities

• Coach client-facing leaders and Firm leadership (Partners, MDs, Directors) of all three functions (Advisory, Tax and Audit) on 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 meeting or exceeding 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

Note: This description reflects current responsibilities and qualifications and may be subject to change.

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