北京招聘

职位描述：
Newly created role that will develop and operationalize the commercial management discipline throughout the Firm.

Shall be able to respond to changing priorities and to changes in business needs in a dynamic environment.

The Commercial Director needs to work with and influence partners and client-facing teams as well as external Clients.

Role and Responsibilities

The Commercial Senior Director has the following key responsibilities:

Work with and influence the partners across functions and sectors, bid teams and client-service teams on how to approach negotiations and to win business whilst protecting margins in contract and transaction negotiations:

- Develop pricing strategies in response to tenders
- Lead negotiations on behalf of KPMG
- Liaise with Client Procurement functions
- Influence and up skill Partners on how to approach negotiations
- Identify opportunities to improve commercials on current contracts and pitches
- Co-shape processes and profitability controls in client offering
- Guide on participation in competitive tendering processes, including client use of eAuctions
- Undertake market pricing reviews and guide on fee escalation methodologies

Shape evolution of Commercial Management function, improving systems and controls around contracts with clients to improve profitability

- Improve systems and controls around contracts with our clients (Financial Services or Commercial)
- Development and leveraging of market intelligence
- Design and implement performance metrics for the role, capture of commercial value
- Promote profile and impact internally and externally
- Build strong relationships with key stakeholders
- Provide challenge, insight and commercial acumen on the key stages of global procurement.

Qualifications and background

- University degree holder with at least 10 years related working experience from sizeable company
- Senior Procurement background - Member of CIPS (or international equivalents) desirable
- Proficiency in both English and Mandarin
- MBA desirable
- Needs to demonstrate substantial procurement experience with a proven track record in sourcing Professional services for a CAC 40 / Large multinational corporate – Essential
- Deep domain expertise of sector served

Skills

- Function – A procurement expert who understands the metrics, processes, mindset and strengths / weaknesses of Procurement function. The successful individual is likely to have developed into a broader role than pure procurement. Strong understanding of wider procurement activities that includes:
     - Master Services Agreement
     - Rate cards
     - Manage eAuctions
     - Governance around contracts
     - Leading negotiations
     - Understanding multi entity / multi-country / global contracts
     - Audit tendering principles
- Behaviours – A commercial individual who is culturally aligned to KPMG and understands the delicate balance required to succeed in a partnership.
     - Strong interpersonal skills
     - Entrepreneurial Spirit
     - Strong influencing skills
- Mindset – Understands the need for this function to exist within KPMG and can appreciate the scope responsibility, size and potential of the role.
- Negotiation – A commercially astute and strong negotiator who can hold / protect margin in contract discussions whilst taking on responsibility for liaising with client procurement functions.
- Stakeholder Management –This person will have a strong track record of effective stakeholder management, able to demonstrate influence and appropriate gravitas towards the KMPG Partner Group, across functions (Audit and Advisory / Legal), as well as external clients – from C suite / procurement.
- Sector – Experience within associated markets essential; Financial services or Commercial (Sectors): Consumer markets / healthcare / life sciences / transport and leisure / energy and natural resource / diversified industries / government / infrastructure, building and construction / Private Equity / Technology, Media and Telco.
- Credibility – Has worked in senior multinational procurement roles and brings the required track record of working on multi-million projects.
- Process – co shape a sustainable legacy and operating model which allows the Executive Committee / Partners to efficiently challenge the profitability of each substantial deal prior to KPMG committing to it. Prior experience of this would be desirable.

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Overview

KPMG China operates in 25 cities across China, with around 12,000 partners and staff in Beijing, Changsha, Chengdu, Chongqing, Foshan, Fuzhou, Guangzhou, Haikou, Hangzhou, Hefei, Jinan, Nanjing, Ningbo, Qingdao, Shanghai, Shenyang, Shenzhen, Suzhou, Tianjin, Wuhan, Xiamen, Xi’an, Zhengzhou, Hong Kong SAR and Macau SAR.

KPMG is a global network of professional services firms providing Audit, Tax and Advisory services. We operate in 147 countries and territories, and have 219,000 people working in member firms around the world.

毕马威简介

毕马威在中国二十五个城市设有办事机构，合伙人及员工约12,000名，分布在北京、长沙、成都、重庆、佛山、福州、广州、海口、杭州、合肥、济南、南京、宁波、青岛、上海、沈阳、深圳、苏州、天津、武汉、厦门、西安、郑州、香港特别行政区和澳门特别行政区。

毕马威是一个由专业服务成员所组成的全球网络。成员所遍布全球147个国家和地区，拥有专业人员219,000名，提供审计、税务和咨询等专业服务。