Business Development – Sector and Markets Programme, One Africa at KPMG South Africa

Role Summary

• The Associate Director, Business Development – Sector and Markets Programme will be responsible for leading and executing the Sector and Markets Programme across KPMG’s One Africa. This role is central to driving sector-focused growth strategies, enhancing market penetration, and ensuring strong alignment between regional business development initiatives and KPMG’s strategic objectives.
• As the key driver of sector and market initiatives, the individual will work closely with Africa Tier 1 & 2 Sector Leaders/Partners, Lead Partners of Key Accounts, Country Business Development teams, and Global/Regional stakeholders to identify opportunities, strengthen client relationships, and position KPMG as the preferred advisor in key sectors across Africa.

Key Responsibilities

Sector & Market Strategy Development

• Lead the development and execution of the One Africa Sector and Markets Programme, ensuring alignment with the firm’s regional growth priorities.
• Drive sector-based go-to-market strategies, leveraging market insights, client needs, and competitor intelligence.
• Collaborate with Africa Tier 1 & 2 Sector Leaders/Partners and Global Sector Leads to define focus areas, investment priorities, and client targeting strategies.

Business Development & Market Penetration

• Identify and drive new business opportunities within key sectors by working with Sector Leaders, Lead Partners of Key Accounts, BD teams, and Client Leads.
• Develop and implement strategic account-based growth initiatives for priority clients.
• Support sector leaders in designing sector-specific solutions and value propositions that align with market demands.

Key Client Engagement & Relationship Management

• Support the development and execution of Africa-wide key client programs, ensuring a structured and coordinated approach to client relationship management.
• Partner with the Lead Partners of Key Accounts to enhance client coverage models, account plans, and sales effectiveness.
• Facilitate cross-border collaboration to improve One Africa client service delivery.

Market & Competitive Intelligence

• Provide ongoing market intelligence on emerging sector trends, competitor activities, and regulatory developments that impact KPMG’s positioning.
• Work closely with the Insights and Research teams to generate thought leadership and client-relevant insights.

Internal Stakeholder Collaboration & Leadership

• Act as the central coordinator and champion for the Africa Sector and Markets Programme, ensuring engagement across all KPMG Africa offices.
• Work closely with Africa Tier 1 & 2 Sector Leaders/Partners, Lead Partners of Key Accounts, country BD teams, marketing teams, and global networks to align business development efforts.
• Foster a high-performance culture by coaching and mentoring BD professionals across Africa.

Key Performance Indicators (KPIs)

• Revenue Growth: Contribution to sector-based revenue growth and new client wins.
• Market Expansion: Success in increasing KPMG’s market share in priority sectors.
• Client Engagement: Improvement in key client satisfaction and retention scores.
• Go-To-Market Execution: Implementation and effectiveness of sector-focused initiatives.
• Collaboration & Leadership: Effective engagement across Africa Tier 1 & 2 Sector Leaders/Partners, Lead Partners of Key Accounts, and other key stakeholders.

Qualifications & Experience

• Bachelor’s degree in Business, Economics, Strategy, or related field (MBA preferred).
• 10+ years of experience in business development, sector strategy, or markets-focused roles within professional services or a related industry.
• Proven ability to develop and execute sector-based business development strategies.
• Strong commercial acumen with experience in driving revenue growth.
• Exceptional stakeholder management and ability to work in a matrixed, multi-country environment.
• Strong knowledge of African markets and key industry sectors.

Key Competencies

• Strategic Thinking – Ability to design and implement growth-focused sector strategies.
• Business Development Excellence – Strong track record in identifying and converting market opportunities.
• Stakeholder Engagement – Effective in influencing senior partners, sector leaders, and global stakeholders.
• Collaboration & Leadership – Ability to drive cross-border initiatives and work in a One Africa context.
• Analytical & Market Insight – Strong understanding of African market trends and industry dynamics.