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Energy & Utilities Sector Account Manager

1 month ago

Melbourne, Australia KPMG Full time

The Energy and Utilities (E&U) sector is experiencing unprecedented growth having doubled in size YOY and encompasses businesses at the heart of the energy transition spanning from renewable providers to water corporations. Through KPMG’s focus and investment in energy transition capabilities we are ideally placed to be the market leader in supporting clients practically navigate the uncertainties and opportunities of energy transition and sustainability in this rapidly evolving sector.

The position is to provide effective sales, business development and operations support alongside the E&U Client Director, Sector Leader and Sub-Sector Leaders in driving growth in the sector.

**Key responsibilities for this role include**:

- Enabling sector strategy and operating rhythm: Working with BD Director and Sector Leader to embed and drive a robust operating model; develop and execute strategies, propositions, activities and campaigns targeting E&U focus areas and KPMG’s strategic themes
- Develop & implement appropriate sub-sector strategies and account planning : Working with Client Director and Sub-Sector leaders to enable effective Sub-Sector and key account strategic planning and activities leveraging KPMG tools, Sales Enablement teams and on-shore and off-shore resources where appropriate
- Key client targets: In collaboration with the Client Director, Sector Leader and Subsector leads, identify client priorities to target the development and execution of strategic pursuits - key focus being large and technology related opportunities - taking the lead on procurement relationships and new business opportunities.

Other responsibilities - leveraging on-shore and off-shore resources where appropriate - include:

- Working with the Industry operations teams to build and maintain operating model activities with a focus on : re-usable assets, efficient and effective use of sales tools, client insights and business development activities
- Working with the marketing team on creating and delivering the sector marketing plan, including sub-sector based marketing
- Timely and insightful sector reporting
- Leveraging global connections for our clients

In this role, you will be responsible for sales and revenue targets and you will be a key member of the E&U Sector leadership team ensuring that all parts of the firm work together to optimise growth. This includes connections into the Business Development, Marketing and Sales Enablement communities as well as global teams and other relevant groups and divisions across the firm. In executing this role, you will be working with leaders across E&U and more broadly in the Energy Mining and Property industry.

Ideally suited to someone who is experienced in sales, business development and operations roles supporting clients that operate in this sector and is familiar with sector trends, opportunities and challenges. This role will help you expand your skills in developing business, identifying and executing strategies to address market and client demand, developing go-to-market propositions that involve project management and management of internal stakeholders.

Key to success for this role is a client centric mindset and the ability to work at all levels and seamlessly across clients, markets and operations. Critical are : a hands-on approach to see projects through from concept to completion; style
- adaptable to work at all levels of seniority; ability to work self-sufficiently and proactively; confidence to identify, raise and address critical actions, ability to recommend ways to improve client service and business offering, leverage best practice ideas (locally and globally) and comfort with managing delivery of administration tasks.

**Qualifications**:

- Degree qualified in marketing, business, commerce or related discipline
- Advanced skills in PowerPoint and Excel
- Proven ability to message executive communications

**Key experience for success in this role includes**:

- At least 3-5 years’ account management or account based marketing experience ideally in professional services or technology - in a B2B- complex and long sales cycle environment
- An understanding and experience with the development of sales pursuit strategies, developing client value propositions, client solution development and negotiations strategies
- Knowledge of the sector, including understanding of issues and players
- Experience in using CRM systems
- Executive presence, strong communication and excellent influencing skills required
- Motivated self-starter with the ability to work autonomously as well as part of a broader team
- Ability to build rapport and strong relationships quickly
- Passion and ability to seeing things through from concept to completion
- Can do attitude and ability to collaborate but also can work effectively under mínimal supervision
- Comfortable to manage and/or deliver sector administrational activities
- Organisational knowledge of KPMG highly benef