Directing business development efforts to achieve revenue goals is the core of this role, focusing on building market presence and identifying new opportunities. The Director will collaborate with practice leaders and the chief business development officer, and will also help set local office and industry business development strategy.
Responsibilities
Develop and execute office/industry business development plan in conjunction with Practice Leaders, industry leaders, principals, and assigned direct supervisor
Work with Practice Leaders and Industry Leaders to segment office-specific target markets and target clients in alignment with business line and industry guidelines
Identify markets and business development activities needed to drive opportunities and define cross-selling and key account programs for their office
Develop the office level or industry business plan in alignment with the Firm’s strategy
Collaborate with principals on all Business Development plans and activities
Facilitate quarterly meeting with Practice Leaders to design, implement, and report on the BD plan
Send business development plan, goals, and progress report to direct supervisor
Generate 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
Monitor and report on the results of all lead generation programs for assigned office/industry
Leverage national marketing and sales programs as available and follow available consistency guidelines, including telemarketing processes, lead generation activities, firm brochures, proposal templates, and pipeline reports and processes
Qualify opportunities and build relationships with key executives and stakeholders in support of the growth of the office business lines and industries
Participate in the sales and proposal processes, as needed, including developing and managing the pursuit strategy, planning for and attending pursuit meetings with mid-to-senior level financial executives, and providing proposal/presentation strategy and support
Understand how to work with BDO’s sales channels – for example with Alliance Firms and coordinate with International firms as appropriate on opportunities as they arise
Produce a pursuit/pipeline report for assigned office and review the pursuit/pipeline report with the direct supervisor monthly and Practice Leaders a minimum of quarterly
Facilitate a monthly sales pipeline meeting in assigned office/industry with the Practice Leaders and principals who have current sales opportunities
Millions of jobs, with real people getting hired every day
200,000+
New jobs added daily
7,000,000+
Verified job listings
1,000,000+
Tailored applications submitted
Develop and execute “go to market” strategy according to agreed upon plan and collaborate with client service professionals to help ensure sales success
Contribute business development thought leadership, tools, and resources to the broader national Business Development Services community
Facilitate annual principal’s Business Development meeting
Promote use of CRM as an integral part of the Business Development process by setting an example as a proficient user
Implement and maintain industry group programs as defined for the market
Participate in key account management programs as defined by the office Business Development plan
Complete all reporting requirements on new sales, pipeline reports, sales call statistics, and maintenance of CRM system
Discuss staffing recommendations (new hires, terminations) with the direct supervisor, Practice Leaders, and National BDS
Achieve Annual Revenue goals
Supervise 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
Track performance of business development support professionals and report progress to the Practice Leaders and direct supervisor on a quarterly basis
Conduct annual performance reviews for business development support professionals with input from the direct supervisor, Practice Leaders, and National BDS
Develop performance goals for each business development support professional with input from the business development support professional, the direct supervisor, and Practice Leaders
Serve as a coach/mentor, supporting the career development of BD support professionals in the local office
Requirements
Bachelor’s degree in Business Administration, Marketing and five or more years of business development experience in a professional services environment or industry relevant firm, or seven or more years of business development experience in a professional services environment or industry relevant firm with a High School Diploma/GED
Experience developing business relationships with C-level executives (CEOs, CFOs, Board of directors, etc.) and referral sources (attorneys, bankers, etc.)
Proficient in the use of Microsoft Office Suite
Experience with client relationship management (CRM)
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 understand 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
Nice to have:
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
Microsoft Dynamics
About the Company
At BDO, how we show up matters. They build strong relationships by supporting one another, clients, and communities with care, curiosity, and a commitment to helping one another grow and succeed. Their purpose is to be the people clients count on to grow with confidence and achieve what matters most. BDO provides assurance, tax, and advisory services to clients across the U.S. and around the world. They are an ESOP company, offering participants a stake in the firm’s success through beneficial ownership and an opportunity to enhance their financial well-being. Benefits may be subject to eligibility requirements.
