BDO USA, LLP
Business Development Director
BDO USA, LLP, San Francisco, California, United States, 94199
Job Summary:
Under the direction of the Regional Business Development Director (RBDD), and in collaboration with the Office Managing Principals (OMPs), RMPs) and the Chief Business Development Officer, the Business Development Director is 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 is responsible, along with their OMPs and local principals for setting local office and/or industry business development strategy and development of the office level business plan.
Job Duties:
Develops and executes office/industry business development plan in conjunction with the Office Managing Principals (OMPs), industry leaders, principals and assigned (RBDD) by:Working with the (OMPs) and Industry Leaders to segment office-specific target markets and target clients in alignment with business line and industry guidelines, where available; andIdentifying marketing and business development activities needed to drive opportunities and defining cross-selling and key account programs for their office, andFormal development of the office level or industry business plan in alignment with the Firm's strategyCollaborates with principals on all Business Development plans and activitiesFacilitates quarterly meeting with (OMPs) to design, implement and report on the BD planSends business development plan, goals and progress report to RBDDUpon completion of the prospect targeting onboarding program, generates 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 planMonitors and reports on the results of all lead generation programs for assigned office/industryLeverages 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 processesQualifies opportunities and builds relationships with key executives and stakeholders in support of the growth of the office business lines and industriesParticipates 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 supportUnderstands how to work with BDO's sales channels - for example with Alliance Firms and coordinates with International firms as appropriate on opportunities as they ariseProduces a pursuit/pipeline report for assigned office and reviews the pursuit/pipeline report with the RBDD monthly and (OMPs) a minimum of quarterlyFacilitates a monthly sales pipeline meeting in assigned office/industry with the (OMPs) and principals who have current sales opportunitiesDevelops and executes "go to market" strategy according to agreed upon plan and collaborates with client service professionals to help ensure sales successContributes business development thought leadership, tools and resources to the broader national Business Development Services communityMay facilitate annual principal's Business Development meetingPromotes use of CRM as an integral part of the Business Development process by setting an example as a proficient userImplements and maintains industry group programs as defined for the marketParticipates in key account management programs as defined by the office Business Development planTimely completion of all reporting requirements on new sales, pipeline reports, sales call statistics and maintenance of CRM systemExpected to achieve Annual Revenue goalsOther duties as required
Supervisory Responsibilities:
May supervise local team of business development support professionals, where applicable by office, in collaboration with (RBDD), (OMPs) and (RMPs) to perform specific marketing and sales support activities outlined in the office BD planTracks performance of business development support professionals and reports progress to the OMPs and RBDD on a quarterly basisConducts annual performance reviews for business development support professionals with input from the RBDD, (OMPs) (RMPs), and (National BDS)Develops performance goals for each business development support professional with input from the business development support professional, the (RBDD), (OMPs) and (RMPs)Serves as a coach/mentor, supporting the career development of BD support professionals in the local officeDiscusses staffing recommendations (new hires, terminations) with the (RBDD), (OMPs) and (RMPs), and (National BDS)
Qualifications, Knowledge, Skills and Abilities:
Education/Experience:
Bachelor's degree in Business Administration, Marketing or other related field OR seven (7) or more years of business development experience in a professional services environment or industry relevant firm with a high school diploma or equivalent requiredFive (5) or more years of business development experience in a professional services environment or industry relevant firm requiredPrior 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 preferredProven track record of developing business relationships with C-level executives (CEOs, CFOs, Board of directors, etc.) and referral sources (attorneys, bankers, etc.) required
License/Certifications:
N/A
Software:
Proficient in the use of Microsoft Office Suite requiredClient relationship management (CRM) experience requiredMicrosoft Dynamics preferred
Language:
N/A
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 developmentUnderstands the compensation incentive plan and strives to achieve revenue goalsUnderstands the Business Development (BD) metrics and strives to achieve themAbility to thoughtfully and positively influence, lead, and manage changeCapable of leading and managing a local team of people to accomplish desired resultsStrong business acumen with an ability to understand and communicate BDO's business, marketplace and value propositionKnowledge of contact management software including updating, maintenance and list generationExcellent project management skillsProven ability to work in a demanding, deadline-driven environment and handle multiple projects simultaneouslyExcellent verbal and written communication as well as presentation skillsAbility to travel to participate in events or sales calls or attend regional or national meetings, as necessary
Individual salaries that are offered to a candidate are determined after consideration of numerous factors including but not limited to the candidate's qualifications, experience, skills, and geography.
National Range: $150,000 - $180,000NYC/Long Island/Westchester Range: $150,000 - $180,000
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Under the direction of the Regional Business Development Director (RBDD), and in collaboration with the Office Managing Principals (OMPs), RMPs) and the Chief Business Development Officer, the Business Development Director is 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 is responsible, along with their OMPs and local principals for setting local office and/or industry business development strategy and development of the office level business plan.
Job Duties:
Develops and executes office/industry business development plan in conjunction with the Office Managing Principals (OMPs), industry leaders, principals and assigned (RBDD) by:Working with the (OMPs) and Industry Leaders to segment office-specific target markets and target clients in alignment with business line and industry guidelines, where available; andIdentifying marketing and business development activities needed to drive opportunities and defining cross-selling and key account programs for their office, andFormal development of the office level or industry business plan in alignment with the Firm's strategyCollaborates with principals on all Business Development plans and activitiesFacilitates quarterly meeting with (OMPs) to design, implement and report on the BD planSends business development plan, goals and progress report to RBDDUpon completion of the prospect targeting onboarding program, generates 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 planMonitors and reports on the results of all lead generation programs for assigned office/industryLeverages 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 processesQualifies opportunities and builds relationships with key executives and stakeholders in support of the growth of the office business lines and industriesParticipates 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 supportUnderstands how to work with BDO's sales channels - for example with Alliance Firms and coordinates with International firms as appropriate on opportunities as they ariseProduces a pursuit/pipeline report for assigned office and reviews the pursuit/pipeline report with the RBDD monthly and (OMPs) a minimum of quarterlyFacilitates a monthly sales pipeline meeting in assigned office/industry with the (OMPs) and principals who have current sales opportunitiesDevelops and executes "go to market" strategy according to agreed upon plan and collaborates with client service professionals to help ensure sales successContributes business development thought leadership, tools and resources to the broader national Business Development Services communityMay facilitate annual principal's Business Development meetingPromotes use of CRM as an integral part of the Business Development process by setting an example as a proficient userImplements and maintains industry group programs as defined for the marketParticipates in key account management programs as defined by the office Business Development planTimely completion of all reporting requirements on new sales, pipeline reports, sales call statistics and maintenance of CRM systemExpected to achieve Annual Revenue goalsOther duties as required
Supervisory Responsibilities:
May supervise local team of business development support professionals, where applicable by office, in collaboration with (RBDD), (OMPs) and (RMPs) to perform specific marketing and sales support activities outlined in the office BD planTracks performance of business development support professionals and reports progress to the OMPs and RBDD on a quarterly basisConducts annual performance reviews for business development support professionals with input from the RBDD, (OMPs) (RMPs), and (National BDS)Develops performance goals for each business development support professional with input from the business development support professional, the (RBDD), (OMPs) and (RMPs)Serves as a coach/mentor, supporting the career development of BD support professionals in the local officeDiscusses staffing recommendations (new hires, terminations) with the (RBDD), (OMPs) and (RMPs), and (National BDS)
Qualifications, Knowledge, Skills and Abilities:
Education/Experience:
Bachelor's degree in Business Administration, Marketing or other related field OR seven (7) or more years of business development experience in a professional services environment or industry relevant firm with a high school diploma or equivalent requiredFive (5) or more years of business development experience in a professional services environment or industry relevant firm requiredPrior 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 preferredProven track record of developing business relationships with C-level executives (CEOs, CFOs, Board of directors, etc.) and referral sources (attorneys, bankers, etc.) required
License/Certifications:
N/A
Software:
Proficient in the use of Microsoft Office Suite requiredClient relationship management (CRM) experience requiredMicrosoft Dynamics preferred
Language:
N/A
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 developmentUnderstands the compensation incentive plan and strives to achieve revenue goalsUnderstands the Business Development (BD) metrics and strives to achieve themAbility to thoughtfully and positively influence, lead, and manage changeCapable of leading and managing a local team of people to accomplish desired resultsStrong business acumen with an ability to understand and communicate BDO's business, marketplace and value propositionKnowledge of contact management software including updating, maintenance and list generationExcellent project management skillsProven ability to work in a demanding, deadline-driven environment and handle multiple projects simultaneouslyExcellent verbal and written communication as well as presentation skillsAbility to travel to participate in events or sales calls or attend regional or national meetings, as necessary
Individual salaries that are offered to a candidate are determined after consideration of numerous factors including but not limited to the candidate's qualifications, experience, skills, and geography.
National Range: $150,000 - $180,000NYC/Long Island/Westchester Range: $150,000 - $180,000
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