Pursuit Management Team Leader

Team Leader

The Capability Hubs (CH)  team at KPMG Global Services (KGS) helps KPMG firms navigate the complexities of their business by understanding their needs and delivering tailor-made, industry-focused solutions. Led by an experienced leadership team across two locations in India -  Gurugram and Bengaluru - CH provides support in winning business, client delivery and eminence building. From 185 colleagues in 2011 to 1,500+ in 2023, each of our cross-functional hubs comprises seasoned professionals with the deep domain expertise to help deliver value and achieve business outcomes through process efficiency and seamless delivery.

Through your work, you’ll build a global network and unlock opportunities that you may not have thought possible with access to great support, vast resources, and an inclusive supportive environment to help you reach your full potential.

•Support the engagement/pursuit team through all stages of the pursuit lifecycle, i.e., RFI, Pre-RFP, RFP, presentations and contracting.•Support multiple bid management/co-ordination requests simultaneously and prioritize to meet all deadlines, effectively and efficiently.•Draft and own the pursuit plan showcasing timeline, milestones, deliverables, workstream breakdown and respective owners assigned.•Schedule regular cadence calls to share status updates and bid progress such as calendar blocks for meetings, reviews, approvals, design development and support etc.•Possess a strong understanding of Deal Qualification and Shaping, Win  Strategy, Winning Price, Review and Challenge sessions to independently facilitate brainstorming, value proposition, win theme, storyboarding, client stakeholder mapping, competitor analysis sessions to action response development accordingly.•Liaise with onshore and internal support teams to draft client collaterals such as kick-off documents, storyboards, placemats, proposals, orals preparation materials and internal presentations.•Draft a first draft response based on RFP requirements and client context, and work with multiple stakeholders to further tailor the response to create compliant and compelling proposals.•Ensure all deliverables are correctly updated by the assigned owners and reviewed and approved by the engagement leads prior to submission.•Collaborate with multiple teams to set up content repositories and data bases.•Work with onshore and offshore leadership to improve existing operational and compliance processes and help implement new ones as and when required. •Utilize collaboration tools effectively to improve efficiency through automation. Understand and identify areas where latest technology such as generative AI can be used to enhance existing pursuit and operational processes.•Foster team growth by mentoring and guiding team members to facilitate professional growth and development.

Manage performance of team members as well as oversee and contribute to team targets

Educational qualifications

•BE / B-Tech / BBA / BCom / MBA Preferred.

Work experience

•Graduate with 5.5-8 years of experience / Post-graduate in management studies (or related) with 4.5-7 years of experience in pursuit management 

Mandatory  technical & functional skills

•Strong understanding and experience in managing the end-to-end sales lifecycle and pursuit management.•Ability to drive the sales enablement process independently.•Strong written and verbal communication skills, including the ability to think critically and analytically about the purpose of the response document and how the content might be improved.•Good research skills to analyze market scenario, industry trends and competitor relations. Agile enough to be able to blend seamlessly into KPMG Culture.•Proven stakeholder management skills in a global setup.•Credible record of operating as an independent contributor and also working as part of a team for larger projects. •Bid management certifications such as APMP, Shipley, etc. preferred.•Proficient in MS office tools especially MS Excel and PowerPoint for effective work collaborations. 

Key behavioural attributes/requirements

•High problem-solving skills; ability to drive through to an outcome in circumstances of complexity and ambiguity•Goal driven – should be focused on helping clients meet their requirements – by developing solutions when client requirement remains unclear / changes.•Agile enough to be able to blend seamlessly into KPMG culture.•Willing to multitask and ensure effective time management.

 

Experience Level

Senior Level