Business Development Director - TMT

TN United Kingdom; Aberdeen City; On-site; GBP 70,000 - 100,000; Full time

Job summary

A leading company in the Technology, Media & Telecommunications sector seeks a Business Development Director to lead growth initiatives. The role involves building client relationships, driving proposals, and enhancing market awareness. Ideal candidates will have proven sales experience and strong interpersonal skills.

Qualifications

• Experience in TMT sector or selling to TMT businesses.
• Proven sales or client-facing professional experience with sales techniques.

Responsibilities

• Drive major TMT business and accelerate growth through relationship building.
• Develop network and relationships at client, originating opportunities.
• Lead relationship strategy across client portfolio and enhance engagement.

Skills

Interpersonal

Organizational

Communication

Presentation

Sales Techniques

Commercial Skills

Job description

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Client:

KPMG

Location:

Job Category:

Other

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EU work permit required:

Yes

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Job Reference:

5cb334e2934d

Job Views:

4

Posted:

12.05.2025

Expiry Date:

26.06.2025

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Job Description:

An opportunity for a Business Development Director to work in the Technology, Media & Telecommunications sector to lead and grow a portfolio.

Role and Responsibilities:

• Your role will be to drive one major TMT business, alongside other accounts, to accelerate growth through creating and building relationships, originating and qualifying opportunities, and driving proposals and bids to win profitable revenue across KPMG's non-audit service lines, ensuring delivery of those revenues.
• You will develop your own network and relationships at the client, understand their issues, originate opportunities, and work with Partners to develop cross-service line solutions leading to multi-year, multi-£million programmes for KPMG.
• You will work closely with the UK Sector Lead for TMT and the Global Lead Partner (GLP) / Client Lead Partner (CLP), supporting account strategy and team optimization.
• You will lead on the relationship strategy across your client portfolio, developing relationships, identifying gaps, and building strategies to enhance client engagement.
• You will hold senior procurement relationships, lead negotiations, and support project teams in fee and T&C agreements.
• You will develop a deep understanding of client priorities and sector trends to identify strategic opportunities and sales leads, supporting proposal development and understanding broader firm offerings.
• You will articulate KPMG’s advisory offerings and the value proposition effectively.
• You will support the account strategy and drive the client service teams (CST).
• You will build market awareness for KPMG solutions through client and market activities.
• You will foster collaboration across KPMG service offerings and member firms to generate opportunities.
• You will support sales and marketing activities, tailoring approaches to clients and engaging in events.
• You will bring innovative ideas to the account and sector, sharing best practices and intelligence.
• You will act as a sales leader, coaching colleagues to enhance their sales skills.

Client relationships:

• Spend time at client sites and in meetings/calls, both in person and virtually.
• Gather and share information on client issues and sector trends.
• Expand points of contact and develop relationship maps and plans.
• Lead relationship development, introducing specialists to win work.
• Build peer relationships with senior management and develop Board/ExCo relationships.
• Coordinate client relationship events and measure ROI.
• Model best practices in business development and leverage KPMG sales support.
• Focus on current issues, communicate solutions, and develop propositions.
• Identify white space and develop targeted plans.
• Increase sales conversion through rigorous processes and negotiations.
• Maintain up-to-date opportunity management systems.
• Provide coaching to teams to improve win rates and profitability.

Key Measures:

• Net sales YTD vs account plans, growth, and future opportunities.
• Pipeline YTD (MSD and international opportunities).
• Relationships initiated/developed, CRM scores.
• Origination outside key accounts.
• Client and colleague feedback.
• Ability to engage at senior levels and deliver insights.
• Networking and external profile.
• Influencing skills, professionalism, organization, resilience, and proactivity.

Skills:

• Experience in TMT sector or selling to TMT businesses.
• Proven sales or client-facing professional experience with sales techniques.
• Understanding of professional services firms (advantage).
• Interpersonal, organizational, and communication skills.
• Presentation and pitching skills.
• Confidence in engaging with senior clients and teams.
• Knowledge of firm services and sector content.
• Commercial skills to maximize outcomes.