Associate Director, Negotiations & Deal Coaching
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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.
Overview
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. It\'s enabled by a culture that encourages development, embraces an inclusive environment, rewards innovative excellence and supports our communities.
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 insights and proven approaches; partner with senior PCE leadership on long-term strategic initiatives and growth priorities.
- Educate account and pursuit teams in negotiation, pricing and commercial strategies; negotiate on behalf of the firm occasionally as second chair to KPMG executive first chair.
- Create training content and serve as 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 degree preferred.
- Command of interest-based negotiations methodology and professional services pricing models; ability 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; excellent verbal/written communication, collaboration, analytical and presentation skills.
- Demonstrated leadership with the ability to drive outcomes on complex programs or projects with limited guidance; strong strategy and influencing skills to partner with internal stakeholders.
- Ability to execute strategic initiatives for the team while fostering development of a high-performance culture and interfacing with all levels of the organization; capable of building strong professional relationships and influencing across the organization.
Employment details
- Seniority level: Mid-Senior level
- Employment type: Full-time
- Job function: General Business
KPMG LLP and its affiliates and subsidiaries comply with all local/state regulations regarding salary ranges and equal opportunity employment. KPMG is an equal opportunity employer and prohibits discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status. No phone calls or agencies please.
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