About the position
Join Frazier & Deeter and be a part of a rapidly growing Top 50 accounting & advisory firm that has been repeatedly named a Best Firm to Work For, a Best Firm for Women and a Pacesetter firm among U.S. accounting firms. With offices in Atlanta, Alpharetta, Charlotte, Las Vegas, London, Nashville, and Tampa, there is a spot for you! We serve clients of all sizes across the United States and the globe, with a suite of services that grows every year. Our growth mindset and entrepreneurial environment translates into variety and opportunity for our people. With our emphasis on Investing in Relationships to Make a Difference and a Firmwide Focus on Inclusion, we help each other grow in every aspect of life. As a Business Development Manager at Frazier and Deeter, you will play a crucial role in driving top-line revenue growth for the firm, with a focus on advisory services and strategic partnerships. Reporting to the Director of Business Development and working closely with the CMO, CGO, OMPs and Advisory service leaders, this role will lead national business development initiatives to enhance market presence, identify new opportunities, and achieve revenue targets within key sectors. A primary focus will be on establishing and nurturing strategic partnerships with centers of influence, particularly targeting enterprise clients.
Responsibilities
- Develop and implement national business development strategies for the advisory services practice, in alignment with the firm's goals and regional business strategies.
- Collaborate with the Director of Business Development and Partners to create and execute comprehensive business development plans that address market needs and growth opportunities.
- Identify and segment key targets within the advisory services sector, focused on Growth Advisory, Risk and Compliance Advisory and Cyber Advisory.
- Develop and execute initiatives to drive business development activities, including lead generation, cross-selling, and key account management.
- Continually monitor trends, market opportunities, customer needs, and competitive landscape.
- Represent the company at industry events, conferences, and networking events.
- Establish and nurture strategic partnerships with centers of influence and channel partners to expand the firm's reach and influence within the key client segments.
- Leverage partnerships to identify new business opportunities and enhance the firm's market presence.
- Ensure maximum lead generation and revenue from partnerships.
- Activate, promote, and maximize revenue from sales channels such as Workiva.
- Work closely with partners, industry leaders, and the marketing department to design and implement national, enterprise-level business development strategies.
- Facilitate quarterly strategy meetings with advisory HOD and provide regular updates on business development progress to the Director of Business Development, CMO, CGO, and other key stakeholders.
- Proactively identify event attendance opportunities for lead generation and network development, measuring ROI and impact with CRM.
- Drive lead generation efforts through a variety of methods including cold calling, telemarketing, direct mail, email campaigns, seminars/webinars, networking, and business community outreach.
- Establish and maintain relationships with key decision-makers, including but not limited to CISOs, CIOs, CTOs, CAOs and compliance officers.
- Own personal sales proposal processes by developing pursuit strategies, planning and attending meetings with service leaders, and executing pursuit proposals and presentations for opportunities.
- Coordinate with Frazier and Deeter’s sales channels to leverage opportunities and ensure alignment with firm strategies.
- Produce and review national pursuit/pipeline reports, providing insights and recommendations to senior management that facilitate strong forecasting.
- Track and report on the performance of business development activities and lead generation programs in Salesforce.
- Contribute to national business development thought leadership and share best practices with the broader business development community.
- Promote and ensure the effective use of CRM systems to track and manage business development activities.
- Achieve annual revenue quota and meet all reporting requirements on sales, pipeline status, and CRM system maintenance.
Requirements
- Proven experience in business development within the advisory services sector, preferably in an executive or national role.
- Strong strategic planning and execution skills with a track record of achieving revenue targets.
- High energy, driven, excellent communication and relationship-building skills with experience in engaging with senior executives and stakeholders, focusing on C-Suite.
- Strong proficiency in CRM systems and business development tools.
- Strong analytical and reporting skills with the ability to provide actionable insights.
Nice-to-haves
- Preferred understanding of cybersecurity frameworks (NIST, ISO etc.) and IT controls (SOX, ITGC).
- Preferred knowledge of compliance requirements (SOC, HITRUST, HIPAA, PCI).
