Business Development Director

About the role

The Business Development Director is responsible for creating and closing sales opportunities, bringing in new Regional and Global business to TMF and expanding the company’s market share. The role involves developing and maintaining a network of prospects, translating them into clients, and upselling/cross-selling to an existing client portfolio. Additionally, the role includes developing and maintaining a network of intermediaries within the region.

Key Responsibilities

• Develop the business by building new global and/or regional business pipeline, as along with upselling and cross-selling to existing clients.
• Identify and optimize sales opportunities, using knowledge of the market and competitors, together with TMF’s unique selling proposition and differentiators.
• If assigned to the OneWorld selected clients, they will be accountable for account planning development and execution; to develop strategic relationships with the Client and build pipeline to grow the business with them.
• Develop and maintain a network of intermediaries that will enable a strong and consistent pipeline for conversion into sales.
• Utilize effective relationships to maximize opportunities for cross referrals.
• Manage the contact to contract sales process efficiently and effectively, with transparency.
• Develop proposals that address clients’ needs, concerns, and business objectives.
• Led the deal team to ensure the best customer experience and response.
• Leverage input from other internal teams to maximize overall deal value to the business.
• Lead the coordination and presentation of multi-jurisdictional sales proposals to international clients.
• Drive cross-selling opportunities, working with existing clients as they expand into other jurisdictions serviced by TMF.
• Meet monthly, quarterly, and annual qualified pipeline generation targets.
• Meet monthly, quarterly, and annual sale’s targets, aligned with the company’s objectives.
• Contribute to the development of the sales team, boosting overall productivity and effectiveness, and improving conversion rates.
• Act as a coach for other sellers.
• Work with leadership to implement best practice and create strategies for sales process improvement based on market research and/or competitor analysis.
• Adeptly adopt and maintain TMF sales processes and systems as part of his / her daily job (including CRM weekly maintenance, data accuracy, sales forecasting process, proposal building tool, deal qualification tool, sales dashboards, etc.).
• Inspire and reinforce TMF Culture and Values.

Key Requirements

• Bachelor’s degree, preferably in business, sales, marketing, or a related field.
• Relevant working experience in a commercial environment, or in consulting, accounting, or law firms.
• Excellent English written and verbal communication skills.
• Knowledge of a second language would be a benefit.
• Ability to build strong relationships with clients and intermediaries at all levels.
• Ideal candidate will have a solid network within the industry, and an interest in our portfolio of services.
• Able to "solution sell" where the ability to listen to the clients and understand what they really need is more important than a hard sell.
• Able to manage coordination of complex multi-jurisdictional proposals involving multiple business lines.
• Self-motivated and able to work both independently and as part of a team.
• Strong communication, very good negotiation and influencing skills.
• Results-oriented, and able to manage their priorities/workload.
• Experience working in or with direct sales, pre-sales and/or enablement in an enterprise software and/or SaaS environment.
• Regular travel may be required.
• Strong critical thinking and problem-solving.
• Proficient in Microsoft Office.
• Experience in Microsoft Dynamics CRM or Salesforce would be a benefit.