Business Development Director (Asset Management)

About the role

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. This role collaborates with the marketing department and sets local office and/or industry business development strategy and development of the office level business plan.

Responsibilities

• 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
• Sends business development plan, goals and progress report to direct supervisor
• Makes 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
• Makes sure the results of all lead generation programs for assigned office/industry are monitored and reported on
• 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
• 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
• Tracks performance of business development support professionals and reports progress to the Practice Leaders and direct supervisor on a quarterly basis
• 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

Requirements

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
• Sends business development plan, goals and progress report to direct supervisor
• Makes 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
• Makes sure the results of all lead generation programs for assigned office/industry are monitored and reported on
• 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
• 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
• Tracks performance of business development support professionals and reports progress to the Practice Leaders and direct supervisor on a quarterly basis
• 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

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

Skills

• Knowledge in the development, management and execution of sales and BD planning, lead generation, pipeline management, account planning, sales strategy and development
• Able to understand compensation incentive plans and strive to achieve revenue goals
• Able to understand Business Development (BD) metrics and strive to achieve them
• Able to thoughtfully and positively influence, lead, and manage change
• Able to lead and manage 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
• Excellent verbal and written communication as well as presentation skills
• Able to work in a demanding, deadline-driven environment and handle multiple projects simultaneously
• Able to travel to participate in events or sales calls or attend regional or national meetings, as necessary

Benefits

National Range: $150,000 - $180,000
Maryland Range: $150,000 - $180,000
NYC/Long Island/Westchester Range: $150,000 - $180,000