Head of Commercial and Pricing at KPMG South Africa

Function Information

• The Commercial and Pricing team exists to grow the firm’s ability to build long term commercially resilient and profitable relationships with clients and improve the Firm’s financial performance.
• This is achieved by leveraging an in-depth understanding of major clients buying processes, creating data led pricing insight to advise partners and pursuit teams when positioning fees, strong commercial and negotiation acumen and a consistent articulation of the KPMG value that underpins our Collective Strategy.

Role and Responsibilities

• Be KPMG’s strategic thought leader on market and client pricing
• Create and implement appropriate multiyear pricing transformation strategy to support commercial organic growth (both revenue and margin)
• Maximise market pricing potential relative to KPMG’s brand, service offering and client value proposition.
• Leverage negotiation and influencing skills and rationales to help drive firm wide adoption of pricing strategy

Work with functional COOs to establish Pricing governance in the functions to:

• Develop, chair and manage Deal Board governance to review and follow up largest opportunities financial performance
• Produce incremental pricing, revenue and profitability improvements
• Conduct annual client price adjustment review and implementation for major contracts
• Produce pricing KPI’s performance dashboards, including partner margin contribution and technology recovery
• Design delivery and pricing models of new market solutions / offerings
• Boost adoption of alternative pricing models, including outcomes / contingent based, fixed fee, time and materials, risk / reward / managed services, digital or AI based solutions
• Help guide client tender positioning and negotiations in respect of appropriate market pricing / models for the respective client solutions
• Drive adoption of different pricing scenarios according to client profile, industry, engagement size and service type. Provide training and ongoing communication to support partners in understanding and implementing the pricing strategy and using key partners as advocates to promote adoption across the firm.
• Develop incentive structures to encourage adoption of the pricing models, linking performance metrics to the successful implementation of the strategy.
• Collaborate with peers in the Global Commercial community to drive a harmonised approach to pricing strategies, particularly as they relate to the firm’s largest global clients.
• Establish, manage and leverage interim and long-term firm pricing databases
• Attend client commercial briefings and negotiations where needed to understand perspectives, offer pricing insights and guide future pricing strategy.
• Support Finance in their reviews of the scale rates, profitability metrics etc.
• Support the Firm Leadership by producing strategy papers, presentations and internal awareness and training sessions

Staff

• Build a team of pricing and commercial leaders to provide pricing and negotiation specialist insight and pricing programme leadership across KPMG business lines, i.e. Audit, Advisory and Tax and Legal

Experience

• Demonstrable and extensive leadership experience in driving pricing strategy, ideally in a professional services context
• Leadership influence skills
• Degree and Masters
• Finance qualification
• Strong analytical skills
• Experience of dealing with Professional Services procurement, pricing and reporting and the systems in place to capture engagement/client information
• Reporting
• Reporting into Segun Sowande, will have a track record of effective stakeholder management, able to demonstrate influence and appropriate gravitas towards the Partner Group at large
• Extensive interaction across the Firm, including Functional leadership teams, Finance and Client Lead Partners