Business Development Market Leader

BDO USA•San Francisco, CA

20h

About The Position

The Business Development Team supports the firm's growth through various activities including strategic planning, direct outreach, event execution and follow-up, disposition of marketing leads, and cross-selling. This team is involved in the entirety of the sales process supporting and accelerating the efforts of the client service teams. The team delivers extraordinary results from strategy to consultation and planning to execution. We help our internal clients develop a clear vision aligned with their go-to-market growth goals and personalized for their targeted audiences. The Business Development Market Leader (BDML) is responsible for driving, monitoring, and improving sales performance for their assigned markets or practice areas. In collaboration with the Market Managing Principals (MMPs) and Managing Principals (MPs), the BDML will execute the strategies for business development in their market/practice, aligned with the Firm’s overall strategy and market approach. In addition, the BDML is responsible for supervising, providing leadership, mentoring, and managing performance for their direct reports. The BDML works under the direction of the Business Development Managing Director and is expected to collaborate with the Market Managing Principals/Segment Leaders of the groups they support, the marketing department, their peers and other operational leaders and BD (Business Development) professionals across the country to support and catalyze the growth efforts of the firm. A highly functioning BDML shows leadership, strategic vision, and ability to innovate and collaborate as well as motivate and supervise their teams. They also successfully develop business.

Requirements

Bachelors degree OR ten (10) or more years of business development experience in a professional services environment, required
Eight (8) or more years of business development experience in a professional services environment, required
Proficient in the use of Microsoft Office Suite, required
Client relationship management (CRM) experience, required
Advanced knowledge in the development, management and execution of sales and marketing processes including business development planning, lead generation, pipeline management, account planning management, sales/marketing strategy and development
Strives to achieve revenue goals
Strives to achieve Business Development Metrics
Able to thoughtfully and positively influence, lead, marshal resources and manage change
Capable of leading and managing remote and local teams of people to accomplish desired results
Strong business acumen with an ability to understand and communicate BDO's business, marketplace and value proposition
Knowledge of contact management software including updating, maintenance and reporting
Excellent project management skills
Capable of working in a deadline-driven environment and handle multiple projects simultaneously
Excellent verbal and written communication, as well as the ability to present and facilitate
Capacity to travel on a periodic basis to meet with business development / marketing personnel, participation in events or sales meetings, and attend meetings, as necessary
Able to develop business relationships with C-level executives (CEOs, CFOs), Board of Directors and referral sources (attorneys, bankers, etc.)

Nice To Haves

degree with a focus in business administration, or marketing, preferred
Prior experience managing a staff of business development / marketing professionals, preferred
Prior experience working in professional services direct sales industry or in development role at financial services firms (i.e., accounting firms, investment banking or private equity firms, personnel recruiting, business journals sales, financial consulting, business advisory services and/or banking industry), preferred
Microsoft Dynamics, preferred

Responsibilities

Develops and executes market growth plans in conjunction with business line Market Leaders, Market Managing Principals (MMPs), Managing Principals (MPs), Segment Leaders and National Practice Leaders which includes working with them to: Identify targets for their assigned groups
Identify marketing and business development activities necessary to drive opportunities and define cross-selling and strategic account programs
Collaborate with the marketing department regionally and nationally
Facilitates regular meetings with MMPs/Segment Leaders to report on business development results for the assigned market/practice
Facilitates the production and distribution of performance reporting with Business Development Directors (BDDs) in their assigned market/practice to MMPs/Segment Leaders, BD Managing Directors, and Chief Business Development Officer (CBDO)
Collaborates with marketing regarding advertising and sponsorship requests, community involvement/Boards, liaising with external public relations agency, database integrity, list ownership and management, professional conferences and associations, and marketplace research
Collaborates on strategies and resources to improve sales and marketing effectiveness
Provides feedback to supervisors and Chief Business Development Officer on processes, templates, tools, etc.
Collaborates with MMPs/Segment Leaders and MPs to implement guidelines regarding working with Alliance Firms
Coordinates with International resources including International Liaison Principal and Country Desks as appropriate
Meets monthly with BD Managing Director to review business development strategy, initiatives, and performance
Identifies hiring requirements for the market/practice and provides feedback to leadership
Develops and executes business development plans in conjunction with the MMPs/Segment Leaders and MPs
Collaborates with Principals on business development plans and activities
Facilitates regular meetings with MMPs to design, implement and report on business development
Collaborates with MMPs and Industry Leaders to segment office-specific target markets and target clients in alignment with business line and Industry guidelines
Generates opportunities with targeted prospects through lead generation activities consistent with documented growth plans
Qualifies opportunities and builds relationships with key executives and stakeholders
Participates in the sales and proposal processes, as needed, including developing and managing the pursuit strategy, planning for and attending, when appropriate, pursuit meetings with executives, and providing proposal/presentation strategy and support
Develops and executes market growth strategy according to agreed-upon plan and collaborates with other professionals to help ensure sales success
Participates and plays a lead role in ongoing planning
Promotes use of CRM as an integral part of the business development process by setting an example as a proficient user.
Implements and maintains industry group programs as defined for the market
Fulfills all reporting requirements on new sales, pipeline reports, sales call statistics and maintenance of CRM system
Expected to achieve annual revenue targets
Collaborates with Sales Enablement & Bid Management Team in the development and execution of proposal and requests for proposal (RFP) activity, qualifications documents and other deliverables
Other duties as required
Supervises and provides direction to the assigned business development professionals to plan and execute business development activities and generate sales opportunities
Develops performance goals and completes performance reviews for each business development professional, with input from the appropriate leaders
Serves as a coach/mentor, supporting the career development and performance of all assigned business development professionals
Discusses staffing recommendations (new hires, terminations) with BD MDs, MMPs/Segment Leaders and CBDO and participates in the selection and interview process
In conjunction with BD Managing Director and CBDO, sets annual revenue targets and incentive amounts for assigned team members