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. 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 develop the office level business plan.

Responsibilities

• Develops and executes office/industry business development plan in conjunction with the Practice Leaders, industry leaders, principals and assigned direct supervisor by:
  • Segmenting office-specific target markets and target clients in alignment with business line and industry guidelines, where available
  • Identifying markets and business development activities needed to drive opportunities and defining cross-selling and key account programs for their office
  • Developing the office level or industry business plan in alignment with the Firm’s strategy
  • Collaborating with principals on all Business Development plans and activities
  • Sending 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
• Maintains 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
• 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
• Facilitates 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
• 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
• Achieves Annual Revenue goals

Qualifications

• 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