Job Summary:
Under the direction of the Business Development Market Leader or Business Development Managing Director, and in collaboration with the Practice Leaders and the Chief Business Development Officer, the Director, Business Development will be responsible for achieving local office and/or industry revenue goals by building market presence and identifying and helping pursue new business opportunities in line with firm, regional, local office, and industry business strategies. In addition, this role collaborates with the marketing department and will be responsible, along with their Practice Leaders and local principals for setting local office and/or industry business development strategy and development of the office level business plan.
Job Duties:
- Develops and executes office/industry business development plan in conjunction with the Practice Leaders, industry leaders, principals and assigned direct supervisor by:
- Works with the Practice Leaders and Industry Leaders to segment office-specific target markets and target clients in alignment with business line and industry guidelines, where available
- Identifies markets and business development activities needed to drive opportunities and defines cross-selling and key account programs for their office
- Develops the office level or industry business plan in alignment with the Firm’s strategy
- Collaborates with principals on all Business Development plans and activities
- Facilitates quarterly meeting with Practice Leaders to design, implement and report on the BD plan
- Sends business development plan, goals and progress report to direct supervisor
- Upon completion of the prospect targeting onboarding program, generates opportunities with targeted prospects through agreed upon lead generation activities including cold calling, telemarketing campaigns, direct mail and e-mail campaigns, web seminars/seminars, business community outreach, networking, sponsorships referral development, and other lead generation programs as defined in the office/industry business development plan
- Monitors and reports on the results of all lead generation programs for assigned office/industry
- Leverages national marketing and sales programs as available and follows available consistency guidelines, including telemarketing processes, lead generation activities, firm brochures, proposal templates and pipeline reports and processes
- Qualifies opportunities and builds relationships with key executives and stakeholders in support of the growth of the office business lines and industries
- Participates in the sales and proposal processes, as needed, including developing and managing the pursuit strategy, planning for and attending, when appropriate, pursuit meetings with mid-to-senior level financial executives, and providing proposal/presentation strategy and support
- Understands how to work with BDO’s sales channels – for example with Alliance Firms and coordinates with International firms as appropriate on opportunities as they arise
- Produces a pursuit/pipeline report for assigned office and reviews the pursuit/pipeline report with the direct supervisor monthly and Practice Leaders a minimum of quarterly
- Facilitates a monthly sales pipeline meeting in assigned office/industry with the Practice Leaders and principals who have current sales opportunities
- Develops and executes “go to market” strategy according to agreed upon plan and collaborates with client service professionals to help ensure sales success
- Contributes business development thought leadership, tools and resources to the broader national Business Development Services community
- Facilitates annual principal’s Business Development meeting
- Promotes use of CRM as an integral part of the Business Development process by setting an example as a proficient user
- Implements and maintains industry group programs as defined for the market
- Participates in key account management programs as defined by the office Business Development plan
- Completes all reporting requirements on new sales, pipeline reports, sales call statistics and maintenance of CRM system
- Discusses staffing recommendations (new hires, terminations) with the direct supervisor, Practice Leaders, and National BDS
- Achieves Annual Revenue goals
- Other duties as required
Supervisory Responsibilities:
- Supervises local team of business development support professionals, where applicable by office, in collaboration with direct supervisor and Practice Leaders to perform specific marketing and sales support activities outlined in the office BD plan
- Tracks performance of business development support professionals and reports progress to the Practice Leaders and direct supervisor on a quarterly basis
- Conducts annual performance reviews for business development support professionals with input from the direct supervisor, Practice Leaders, and National BDS
- Develops performance goals for each business development support professional with input from the business development support professional, the direct supervisor and Practice Leaders
- Serves as a coach/mentor, supporting the career development of BD support professionals in the local office
Qualifications, Knowledge, Skills and Abilities:
Education:
- Bachelor’s degree in Business Administration, Marketing and Five (5) or more years of business development experience in a professional services environment or industry relevant firm, required; OR
- Seven (7) or more years of business development experience in a professional services environment or industry relevant firm with a High School Diploma/GED, required
Experience:
- Experience developing business relationships with C-level executives (CEOs, CFOs, Board of directors, etc.) and referral sources (attorneys, bankers, etc.), required
- Prior experience working in professional services direct sales industry or in development role at financial services firms, including but not limited to experience with accounting firms, investment banking or private equity firms, personnel recruiting, business journals sales, financial consulting, business advisory services and/or banking industry, preferred
Software:
- Proficient in the use of Microsoft Office Suite, required
- Experience with client relationship management (CRM), required
- Microsoft Dynamics, preferred
Other Knowledge, Skills & Abilities:
- Knowledge in the development, management and execution of sales and BD planning, lead generation, pipeline management, account planning, sales strategy and development
- Ability to understand compensation incentive plans and strive to achieve revenue goals
- Able to understands Business Development (BD) metrics and strive to achieve them
- Ability to thoughtfully and positively influence, lead, and manage change
- Capable of leading and managing a local team of people to accomplish desired results
- Strong business acumen with an ability to understand and communicate BDO's business, marketplace and value proposition
- Knowledge of contact management software including updating, maintenance and list generation
- Excellent project management skills
- Ability to work in a demanding, deadline-driven environment and handle multiple projects simultaneously
- Excellent verbal and written communication as well as presentation skills
- Ability to travel to participate in events or sales calls or attend regional or national meetings, as necessary
Individual salaries that are offered to a candidate are determined after consideration of numerous factors including but not limited to the candidate’s qualifications, experience, skills, and geography.
National Range: $150,000 - $180,000 Maryland Range: $150,000 - $180,000 NYC/Long Island/Westchester Range: $150,000 - $180,000
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