Job Description
Job Summary:
Under the direction of the Regional Business Development Director (RBDD), and in collaboration with the Office Managing Principals (OMPs), RMPs) and the Chief Business Development Officer, the Business Development Director is 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 is responsible, along with their OMPs 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 Office Managing Principals (OMPs), industry leaders, principals and assigned (RBDD) by:
Working with the (OMPs) and Industry Leaders to segment office-specific target markets and target clients in alignment with business line and industry guidelines, where available; and
Identifying marketing and business development activities needed to drive opportunities and defining cross-selling and key account programs for their office, and
Formal development of 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 (OMPs) to design, implement and report on the BD plan
Sends business development plan, goals and progress report to RBDD
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 RBDD monthly and (OMPs) a minimum of quarterly
Facilitates a monthly sales pipeline meeting in assigned office/industry with the (OMPs) 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
May facilitate 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
Timely completion of all reporting requirements on new sales, pipeline reports, sales call statistics and maintenance of CRM system
Expected to achieve Annual Revenue goals
Other duties as required
Supervisory Responsibilities:
May supervise local team of business development support professionals, where applicable by office, in collaboration with (RBDD), (OMPs) and (RMPs) 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 OMPs and RBDD on a quarterly basis
Conducts annual performance reviews for business development support professionals with input from the RBDD, (OMPs) (RMPs), and (National BDS)
Develops performance goals for each business development support professional with input from the business development support professional, the (RBDD), (OMPs) and (RMPs)
Serves as a coach/mentor, supporting the career development of BD support professionals in the local office
Discusses staffing recommendations (new hires, terminations) with the (RBDD), (OMPs) and (RMPs), and (National BDS)
Qualifications, Knowledge, Skills and Abilities:
Education/Experience:
Bachelor's degree in Business Administration, Marketing or other related field OR seven (7) or more years of business development experience in a professional services environment or industry relevant firm with a high school diploma or equivalent required
Five (5) or more years of business development experience in a professional services environment or industry relevant firm 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
Proven track record of developing business relationships with C-level executives (CEOs, CFOs, Board of directors, etc.) and referral sources (attorneys, bankers, etc.) required
License/Certifications:
N/A
Software:
Proficient in the use of Microsoft Office Suite required
Client relationship management (CRM) experience required
Microsoft Dynamics preferred
Language:
N/A
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
Understands the compensation incentive plan and strives to achieve revenue goals
Understands the Business Development (BD) metrics and strives 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
Proven 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
NYC/Long Island/Westchester Range: $150,000 - $180,000
All qualified applicants will receive consideration for employment without regard to race, age, color, religion, sex, national origin, disability, protected veteran status, or any other classification protected by law.
