Senior Account Manager

KPMG•Montreal, QC

About The Position

At KPMG in Canada, our people bring their unique perspectives to Canada’s most important challenges. Here, you can build momentum that reaches beyond our business, develop skills for the future, and take ownership of your career with support at every stage. Join a firm where your career can make a difference. As part of the Quebec Marketing team, the Senior Account Manager oversees the performance of a high-complex and high-value portfolio of major accounts. He/she leads the account management program within his/her area of responsibility, advises the partners-in-charge, drives the growth strategy, aligns the account teams, and ensures the governance, the quality of opportunities and the implementation of account-based marketing initiatives.

Requirements

University degree in administration, finance, marketing or a related field.
10 to 15 years of relevant experience in major account management, business development, B2B marketing or client program management, ideally in professional services.
Proven experience working with executive leaders and ability to influence cross-functional teams in a matrix context.
Mastery of revenue/pipeline issues, analysis and reporting; comfortable with managing governance and continuous improvement.
Influential leadership, judgment, and ability to navigate complexity (competing priorities, multiple stakeholders).
Is results-oriented and has good business acumen; ability to turn analysis into decisions and actions.
Excellent relationship and communications skills; ability to represent the firm and maintain high standards of quality and compliance.

Nice To Haves

Experience in sales methodologies, account-based marketing (ABM) and Salesforce customer relationship management (CRM), as well as complex proposal/RFP management (a major asset).
Experience in the financial services and technology sector, as well as knowledge of various economic sectors is an asset.

Responsibilities

Defines and drives the growth strategy of a portfolio of strategic accounts (objectives, revenue plan, priorities, actions) and ensures portfolio consistency.
Acts as a trusted advisor to partners-in-charge; stimulates planning-related thinking, guides decisions and mobilizes cross-functional teams (market, industry, functions, national-level).
Directs high-impact differentiated client experience initiatives (e.g., executive events, workshops, publications, speakers) and measures the effectiveness of actions.
May oversee the negotiation and management of agreements in collaboration with internal stakeholders.
Leads the identification and qualification of opportunities (commercial and relational) and advances portfolio-wide pursuit priorities.
Supervises the support of requests for proposals (RFPs) and major proposals related to the various accounts under his/her responsibility.
Establishes the client communications strategy (key messages, pace, points of view), ensures the alignment of contributors and leads the relationship strategy.
Maintains and activates external client networks to accelerate relationship building efforts, strengthen account positions, ensure client satisfaction and deepen business intelligence.
Ensures data quality and interpretation and contributes to governance meetings, including accountability for action plans.
Is on the lookout for industry and client news, including competitive analysis, in order to develop market intelligence and make action recommendations to account leaders.
Establishes a client-centric sales discipline: data quality, pricing strategy and follow-up processes.
Acts as a contributor of information and best practices; contributes to regional, national and global networks and the implementation of tools and standards.