Business Development Director

BDO USA • Los Angeles, CA

2h • $150,000 - $180,000

About The Position

Under the direction of the Business Development Market Leader or Business Development Managing Director, and in collaboration with Practice Leaders and the Chief Business Development Officer, the Director, Business Development is responsible for achieving local office and/or industry revenue goals by building market presence and identifying and helping pursue new business opportunities aligned with firm, regional, local office, and industry business strategies. The role works with the marketing department, Practice Leaders, and local principals to set local office and/or industry business development strategy and develop the office-level business plan.

The Director develops and executes business development plans, leads prospect targeting and lead-generation efforts, monitors program results, qualifies opportunities, builds relationships with executives and stakeholders, and supports sales and proposal pursuits. The role manages pipeline reporting and meetings, develops go-to-market strategies, promotes CRM use, implements industry and key-account programs, and contributes business development resources and thought leadership to the national team. The position also achieves annual revenue goals and may supervise local business development support professionals, including coaching, performance tracking, reviews, and goal setting.

Requirements

• Bachelor’s degree in Business Administration or Marketing and at least five years of business development experience in a professional services environment or industry-relevant firm; or at least seven years of such experience with a High School Diploma/GED.
• Experience developing business relationships with C-level executives, such as CEOs, CFOs, and boards of directors, and referral sources such as attorneys and bankers.
• Proficiency with Microsoft Office Suite.
• Experience with client relationship management (CRM) systems.
• Knowledge of sales and business development planning, lead generation, pipeline management, account planning, and sales strategy and development.
• Ability to understand compensation incentive plans and work toward revenue goals and business development metrics.
• Ability to influence, lead, and manage change thoughtfully and positively.
• Ability to lead and manage a local team to achieve desired results.
• Strong business acumen and 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.
• Ability to work in a demanding, deadline-driven environment and handle multiple projects simultaneously.
• Excellent verbal and written communication and presentation skills.
• Ability to travel for events, sales calls, or regional and national meetings as necessary.

Nice To Haves

• Prior experience in professional services direct sales or in a development role at a financial services firm, including accounting, investment banking, private equity, personnel recruiting, business-journal sales, financial consulting, business advisory services, or banking.
• Experience with Microsoft Dynamics.

Responsibilities

• Develop and execute office or industry business development plans in collaboration with Practice Leaders, industry leaders, principals, and the direct supervisor.
• Work with Practice Leaders and Industry Leaders to segment target markets and clients in alignment with business-line and industry guidelines.
• Identify markets and business development activities, and define cross-selling and key-account programs.
• Collaborate with principals on business development plans and activities.
• Facilitate quarterly Practice Leader meetings to design, implement, and report on the business development plan.
• Send the business development plan, goals, and progress reports to the direct supervisor.
• Generate opportunities with targeted prospects through agreed lead-generation activities, including cold calling, telemarketing, direct mail, email campaigns, seminars, community outreach, networking, sponsorships, and referral development.
• Monitor and report results of lead-generation programs for the assigned office or industry.
• Leverage national marketing and sales programs and follow consistency guidelines for telemarketing, lead generation, firm brochures, proposal templates, and pipeline processes.
• Qualify opportunities and build relationships with key executives and stakeholders.
• Participate in sales and proposal processes, including pursuit strategy, meetings with financial executives, and proposal and presentation support.
• Work with BDO sales channels, including Alliance Firms, and coordinate with international firms on opportunities as appropriate.
• Produce pursuit and pipeline reports and review them monthly with the direct supervisor and at least quarterly with Practice Leaders.
• Facilitate monthly sales pipeline meetings with Practice Leaders and principals who have active sales opportunities.
• Develop and execute go-to-market strategies and collaborate with client service professionals to support sales success.
• Contribute business development thought leadership, tools, and resources to the national Business Development Services community.
• Facilitate the annual principals’ Business Development meeting.
• Promote CRM use as an integral part of the business development process and maintain proficiency as a user.
• Implement and maintain industry group programs and participate in key-account management programs as defined by the office plan.
• Complete reporting requirements for new sales, pipeline reports, sales-call statistics, and CRM maintenance.
• Discuss staffing recommendations, including new hires and terminations, with the direct supervisor, Practice Leaders, and National BDS.
• Achieve annual revenue goals and perform other duties as required.
• Supervise local business development support professionals where applicable, in collaboration with the direct supervisor and Practice Leaders.
• Track support professionals’ performance and report progress quarterly to Practice Leaders and the direct supervisor.
• Conduct annual performance reviews and develop performance goals for business development support professionals.
• Coach and mentor business development support professionals and support their career development.

Benefits

• ESOP participation, providing beneficial ownership and an opportunity to share in the firm’s success.
• Comprehensive compensation and Total Rewards benefits offerings; specific benefits are available through the linked benefits brochure and may be subject to eligibility requirements.

What This Job Offers

• Job Type: Full-time
• Career Level: Director