Associate Director, Negotiations & Deal Coaching

Associate Director, Negotiations & Deal Coaching

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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 also enabled by our culture, which encourages individual development, embraces an inclusive environment, rewards innovative excellence and supports our communities. With qualities like those, it's no wonder we're consistently ranked among the best companies to work for by Fortune Magazine, Consulting Magazine, Seramount, Fair360 and others. If you're as passionate about your future as we are, join our team.

Position

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 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

Compensation & Benefits

KPMG complies with applicable salary disclosure rules. Salary ranges vary by location and are provided when required. KPMG offers a comprehensive Total Rewards package including medical and dental plans, vision coverage, disability and life insurance, 401(k) plans, and a suite of personal well-being benefits. Benefits eligibility varies by role and location.

Our Total Rewards details are available on the KPMG US Careers site at Benefits & How We Work.

Salary ranges by location can be found at:

California Salary Range: $124,000 - $259,000

EEO & Employment Information

KPMG LLP and its affiliates and subsidiaries (KPMG) complies with all local/state regulations regarding displaying salary ranges. KPMG is an equal opportunity employer. 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 applicable federal, state or local laws. No phone calls or agencies please. We do not require partners or employees to be fully vaccinated or to test negative for COVID-19 unless mandated by law or client requirements.

Seniority level

• Mid-Senior level

Employment type

• Full-time

Job function

• General Business

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