Business Development Director - Real Estate Industry (National)

RSM•Boston, MA

54d

About The Position

We are the leading provider of professional services to the middle market globally, our purpose is to instill confidence in a world of change, empowering our clients and people to realize their full potential. Our exceptional people are the key to our unrivaled, culture and talent experience and our ability to be compelling to our clients. You'll find an environment that inspires and empowers you to thrive both personally and professionally. There's no one like you and that's why there's nowhere like RSM. RSM US LLP is looking for a dynamic Business Development (BD) Director to drive the growth nationally by selling Audit/Tax/Consulting services to clients in public and privately held real estate entities, pension plans, institutional lenders/investors, real estate investment trusts (REITs), opportunity funds, portfolio companies, joint ventures, developers, FORTUNE 1000 companies, and owners of diversified real estate. Position Summary: The Business Development Director will be responsible for driving growth of the firm's professional services within the real estate industry (e.g. private equity, portfolio companies, corporate users, publicly-owned pension plans, REITs, institutional lenders and investors) and owner-managed real estate across all industry sectors within the Texas/Oklahoma market, and will represent all services provided by our three primary functional areas, audit, tax, and consulting. Sales of professional services including but not limited to - tax and audit annuity contracts, as well as substantial business consulting engagements including Fund Administration, Technical Accounting Consulting, Financial and Accounting Outsourcing, Valuation, Risk/Internal Audit, SOC/Sarbanes-Oxley Section 404, Information Technology/System Selection, Construction Cost Auditing and Construction Cost Segregation. The Business Development Director is responsible for leading all aspects of the sales process, including systematic prospect targeting, development of opportunity-specific sales strategy, and selection of pursuit teams and "quarterbacking" the entire sales process. This individual will build and maintain strong sales pipelines and forecasts associated to substantiated opportunities; prepare and facilitate presentations/proposals as well as close sales and finalize agreements with customers. The Business Development Director will work closely with various firm industry and line of business leaders in co-leading growth efforts through direct prospecting, networking, attendance and participation with various industry and professional groups and networking associations. The individual in this position will have all the necessary resources to be set up for success for this career opportunity that provides a competitive base salary along with a lucrative, uncapped incentive compensation plan. We are looking for a candidate that has a proven track-record in selling professional services.

Requirements

Bachelor's degree
Minimum of 10+ years of experience with demonstrated success in selling professional services to corporations with revenues ranging from $20 million to over $1 billion.
Demonstrated experience leading complex sales processes that involve multiple team members and multiple decision makers (primarily C-suite decision makers).
Demonstrated experience working with, and contacts within the middle market real estate companies, broadly defined as holding assets of $100 million to $5 billion.
Demonstrated network of COI's (Centers of Influence) to include banking, legal and other professional services relationships that could be leveraged to identify opportunities within assigned industry groups.
Demonstrated expertise to drive a complex, sale cycle from identification through the close of deals.
Ability to actively participate/manage the request for proposal (RFP) and Statement of Work (SOW) process.
Experience leveraging a CRM tool for report generation and sales tracking.
Prior experience leveraging social media technologies for networking purposes.
Excellent influence and negotiation skills; strong executive presence and business acumen.
Must be motivated and self-disciplined; must possess strong time management skills.
Travel is required (local and overnight when appropriate).

Nice To Haves

Active network of C-level contacts in and around TX/OK market with a particular focus on the real estate industry.
Demonstrated community involvement and activity with industry associations, civic and/or non-profit groups.
Experience working for Big Four or other national firms a significant plus.
Exhibit exceptionally strong communication, presentation, analytical and organizational skills.

Responsibilities

Sourcing and qualifying opportunities with companies currently not served by the firm.
Responsible for executing the sales plan and process, including coordination of all necessary internal and external resources to best position the firm to secure the business.
Actively work networking contacts, professional affiliations, industry groups and related Centers of Influence.
Work with local and national industry team leaders/team members to effectively and efficiently identify and target key companies within the industry teams they support and discern existing clients, prospects and related entities (i.e., joint venture partners, management companies, etc.)
Support Partners, Principals, Directors and Senior Managers in cross-selling additional services to existing clients where appropriate.
Work closely with local and national marketing resources to develop effective, targeted go-to-market plans for the industry teams they support.
Work closely with National Sales Organization management to provide ongoing, current feedback relative to market opportunities.

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