Business Development Director

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
• Sends business development plan, goals and progress report to direct supervisor
• Makes and manages the pursuit strategy, planning for and attending, when appropriate, pursuit meetings with mid-to-senior level financial executives
• 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
• 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
• 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

• Bachelor’s degree in Business Administration, Marketing
• 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
• 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

Qualifications

• 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
• Capable of leading and managing a local team of people to accomplish desired results
• Excellent project management skills
• Excellent verbal and written communication as well as presentation skills
• Ability to work in a demanding, deadline-driven environment and handle multiple projects simultaneously
• Ability to travel to participate in events or sales calls or attend regional or national meetings, as necessary

Skills

• Proficient in the use of Microsoft Office Suite
• Experience with client relationship management (CRM)

Benefits

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

BDO is committed to delivering exceptional experiences to middle market leaders by sharing insight-driven perspectives, helping companies take business as usual to better than usual. With industry knowledge and experience, a breadth and depth of resources, and unwavering commitment to quality, we pride ourselves on welcoming diverse perspectives and understanding the experience of our professionals and clients. Empowering team members to explore their full potential, our talented team brings varying skills, knowledge, and experience to proactively help our clients navigate an expanding array of complex challenges and opportunities. Celebrating ingenuity and innovation to transform our business and help our clients transform theirs, we focus on resilience and sustainability to positively impact our people, clients, and communities. BDO Total Rewards that encompass so much more than traditional “benefits.” Click here to find out more!

We are committed to delivering exceptional experiences to middle market leaders by sharing insight-driven perspectives, helping companies take business as usual to better than usual. With industry knowledge and experience, a breadth and depth of resources, and unwavering commitment to quality, we pride ourselves on welcoming diverse perspectives and understanding the experience of our professionals and clients. Empowering team members to explore their full potential, our talented team brings varying skills, knowledge, and experience to proactively help our clients navigate an expanding array of complex challenges and opportunities. Celebrating ingenuity and innovation to transform our business and help our clients transform theirs, we focus on resilience and sustainability to positively impact our people, clients, and communities. BDO Total Rewards that encompass so much more than traditional “benefits.” Click here to find out more!

Equal Opportunity Employer, including disability/vets