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Job description
Job Overview
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 of 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 works with Practice Leaders and local principals to set local office and/or industry business development strategy and the office-level business plan.
Responsibilities
Develop and execute office/industry business development plan in conjunction with Practice Leaders, industry leaders, principals and assigned direct supervisor: Work 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
Identify markets and business development activities needed to drive opportunities and define cross‑selling and key account programs for the 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 meetings 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, business community outreach, networking, sponsorships, referral development, and other lead generation programs as defined in the office/industry business development plan—after completing the prospect targeting onboarding program
Monitor and report on the results of all lead generation programs for the 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, pipeline reports and processes
Qualify opportunities and build relationships with key executives and stakeholders in support of the office’s growth of business lines and industries
Participate in the sales and proposal processes, as needed, including developing and managing pursuit strategy, planning for and attending, when appropriate, pursuit meetings with mid‑to‑senior level financial executives, and providing proposal/presentation strategy and support
Work with BDO’s sales channels—such as Alliance Firms—and coordinate with International firms as appropriate on opportunities as they arise
Produce a pursuit/pipeline report for the assigned office and review it with the direct supervisor monthly and with Practice Leaders quarterly
Facilitate a monthly sales pipeline meeting in the assigned office/industry with Practice Leaders and principals who have current sales opportunities
Develop and execute a “go‑to‑market” strategy according to the 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 the annual principal’s Business Development meeting
Promote the 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 the CRM system
Discuss staffing recommendations (new hires, terminations) with the direct supervisor, Practice Leaders, and National BDS
Achieve annual revenue goals
Other duties as required
Supervisory Responsibilities
Supervise the local team of business development support professionals, where applicable, 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 Practice Leaders and direct supervisor quarterly
Conduct annual performance reviews for business development support professionals with input from direct supervisor, Practice Leaders, and National BDS
Develop performance goals for each business development support professional with input from the professional, the direct supervisor and Practice Leaders
Serve as a coach/mentor, supporting the career development of BD support professionals in the local office
Education
Bachelor’s degree in Business Administration, Marketing and five (5) or more years of business‑development experience in a professional services environment or an industry‑relevant firm, required; OR
Seven (7) or more years of business‑development experience in a professional services environment or an industry‑relevant firm with a High School Diploma or 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 a development role at financial services firms—including accounting firms, investment banking, private equity firms, personnel recruiting, business journal 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 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
Salary
National Range: $150,000 – $180,000
Maryland Range: $150,000 – $180,000
NYC/Long Island/Westchester Range: $150,000 – $180,000
Equal Opportunity Employer
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or protected veteran status.
BDO USA, P.A. is an EO employer M/F/Veteran/Disability
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Worksite address
stamford, CT, 06925, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.