Business Development Manager, Consulting Services
About The Position
The Business Development Manager drives revenue growth for RubinBrown’s ERP, Business Process Improvement (BPI), and CIO Advisory consulting practices through new-client acquisition, relationship development, and sales pipeline management. The role partners with consulting leaders and subject matter experts to identify, qualify, develop, and close opportunities, establish scalable sales processes, strengthen market presence, and expand referral networks. Initially focused on individual sales execution, the position may evolve to building and leading a business development team as the practice grows. The role also supports practice growth through collaboration with marketing and consulting leadership, development of go-to-market processes, market intelligence, thought leadership, and continuous improvement of sales tools and methods. It represents the firm in client and industry settings and promotes RubinBrown’s values, culture, and One Firm philosophy. The position operates in a hybrid work environment with regular in-office presence as required. Typical office hours are 8:00 a.m. to 5:00 p.m. Travel is required for client meetings, industry events, business development activities, and firm meetings. Additional hours may be needed as business requires. The work includes extended periods of sitting, movement throughout offices and client locations, and lifting, carrying, pushing, or pulling up to 30 pounds.
Requirements
- 10+ years of successful business development, sales, account management, or consulting sales experience in professional services.
- Demonstrated success generating new business and closing consultative services engagements.
- Strong understanding of solution-based and relationship-based selling methodologies.
- Proven ability to develop executive-level relationships and influence decision makers.
- Excellent verbal, written, presentation, and negotiation skills.
- Strong business acumen and ability to understand client operational and financial challenges.
- Experience using CRM systems and sales reporting tools.
- Self-motivated, able to work independently, and effective at collaborating with firm leadership.
- High integrity and commitment to exceptional client service.
- Strong organizational skills and ability to manage multiple opportunities simultaneously.
- Ability to thrive in a fast-paced, growth-oriented consulting environment.
Nice To Haves
- Experience selling ERP, technology consulting, business transformation, operational improvement, CIO advisory, or related consulting services.
- Bachelor’s degree in Business Administration, Marketing, Communications, Finance, Accounting, or a related field.
Responsibilities
- Develop and execute a business development strategy to generate new client relationships and consulting opportunities.
- Generate leads and conduct prospecting and outreach through calls, emails, networking, referrals, events, digital marketing campaigns, and industry relationships.
- Conduct discovery meetings to understand client needs, challenges, objectives, and buying processes.
- Collaborate with partners and consulting leaders to develop customized solutions, work plans, and proposals.
- Lead and coordinate the sales process from prospect identification through engagement execution.
- Meet defined pipeline and revenue growth targets, generating business independently of existing client and partner relationships.
- Expand relationships with private equity firms, banking professionals, CFO advisors, and other strategic referral sources.
- Maintain accurate CRM data for reporting, forecasting, and opportunity tracking.
- Develop pipeline management processes and reporting standards; monitor sales activity, opportunity progression, win rates, and conversion metrics.
- Create account plans and target lists for high-potential prospects and markets, and establish repeatable go-to-market processes and sales playbooks.
- Align business development activities with ERP, BPI, and CIO practice growth objectives.
- Coordinate with marketing resources and external lead-generation partners to maximize campaign effectiveness.
- Support thought leadership, industry events, webinars, case studies, and marketing programs.
- Identify emerging market opportunities and industry trends, and collaborate across service lines on strategic and cross-functional growth opportunities.
- Develop trusted-advisor relationships with prospects, referral partners, and clients; support follow-up, satisfaction monitoring, and continuing relationship development.
- Maintain communication with prospects throughout the sales cycle and represent RubinBrown at conferences, networking events, industry associations, and client meetings.
- Promote the firm’s values, culture, and One Firm philosophy in client interactions.
- Recommend improvements to sales processes, methodologies, and tools; provide market intelligence and client feedback to consulting leadership.
- Assist in evaluating and implementing sales technologies and business development resources, and contribute to development of a dedicated business development and lead-generation function.
- Support future hiring, onboarding, coaching, and leadership of sales personnel as practice growth warrants.
- Participate in weekly strategy meetings and regular performance reviews; monitor pipeline growth, qualified opportunities, proposal activity, and revenue generation.
- Perform other duties as assigned.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
