Business Development Market Leader

BDO USA•Dallas, TX

19h

About The Position

The Business Development Market Leader (BDML) drives, monitors, and improves sales performance for assigned markets or practice areas. Working with Market Managing Principals, Managing Principals, Segment Leaders, National Practice Leaders, and other firm leaders, the BDML executes business development strategies aligned with the firm's overall strategy and market approach. The role supports the entire sales process, from strategic planning and outreach through event execution, lead follow-up, and cross-selling, helping client service teams accelerate growth. The BDML also supervises, mentors, and manages the performance and career development of assigned business development professionals. The position works under the direction of the Business Development Managing Director and collaborates with firm leadership, marketing, peers, and business development professionals across the country. The BDML develops and executes market and business development plans, identifies target groups and clients, generates and qualifies opportunities, and builds relationships with executives and other stakeholders. The role contributes to sales pursuits and proposals, manages pipeline and CRM practices, supports revenue and business development goals, and reports on results and performance. The BDML also helps set team revenue targets and incentives and participates in hiring and staffing decisions. Periodic travel may be required for meetings, events, or sales activities. The position requires a bachelor's degree or at least ten years of business development experience in a professional services environment, as well as at least eight years of business development experience in that environment. The annual salary range is $175,000–$190,000 nationally and $175,000–$190,000 for NYC, Long Island, and Westchester; individual offers depend on qualifications, experience, skills, and geography.

Requirements

Bachelor's degree or ten or more years of business development experience in a professional services environment.
Eight or more years of business development experience in a professional services environment.
Proficiency with Microsoft Office Suite.
Client relationship management (CRM) experience.
Advanced knowledge of sales and marketing processes, including business development planning, lead generation, pipeline management, account planning, and sales and marketing strategy.
Ability to work toward revenue goals and business development metrics.
Ability to influence positively, lead, marshal resources, and manage change.
Ability to lead and manage remote and local teams to achieve results.
Strong business acumen and ability to understand and communicate the firm's business, marketplace, and value proposition.
Knowledge of contact management software, including updating, maintenance, and reporting.
Excellent project management skills and ability to work in a deadline-driven environment while handling multiple projects.
Excellent verbal and written communication skills, including presentation and facilitation abilities.
Ability to travel periodically for meetings with business development or marketing personnel, events, sales meetings, and other meetings as necessary.
Ability to develop business relationships with C-level executives, boards of directors, and referral sources.

Nice To Haves

Degree focus in business administration or marketing.
Prior experience managing business development or marketing professionals.
Prior experience in professional services direct sales or in a development role at a financial services firm or related industry, such as accounting, investment banking, private equity, personnel recruiting, business journals sales, financial consulting, business advisory services, or banking.
Experience with Microsoft Dynamics.

Responsibilities

Develop and execute market growth plans with business line Market Leaders, Market Managing Principals, Managing Principals, Segment Leaders, and National Practice Leaders.
Identify targets for assigned groups and determine marketing and business development activities, cross-selling opportunities, and strategic account programs.
Collaborate with regional and national marketing teams and coordinate work related to advertising, sponsorships, community involvement, public relations, databases, conferences, associations, and market research.
Facilitate regular meetings with Market Managing Principals and Segment Leaders to review and report on business development results.
Coordinate production and distribution of performance reporting with Business Development Directors for relevant firm leaders.
Collaborate on strategies and resources to improve sales and marketing effectiveness, and provide leadership feedback on processes, templates, and tools.
Help implement guidelines for working with Alliance Firms and coordinate with international resources as appropriate.
Meet monthly with the Business Development Managing Director to review strategy, initiatives, and performance.
Identify hiring needs for assigned markets or practices and provide feedback to leadership.
Develop and execute business development plans with Market Managing Principals, Segment Leaders, and Managing Principals.
Collaborate with Principals on business development plans and activities, and facilitate meetings to design, implement, and report on business development efforts.
Segment office-specific target markets and clients with Market Managing Principals and Industry Leaders, in line with business line and industry guidelines.
Generate and qualify opportunities through lead generation activities consistent with growth plans, and build relationships with key executives and stakeholders.
Participate in sales and proposal processes, including pursuit strategy, pursuit meetings, and proposal and presentation planning and support.
Lead ongoing planning and collaborate with other professionals to support sales success.
Promote proficient use of CRM as an integral part of the business development process and maintain required CRM and sales reporting.
Implement and maintain industry group programs for the market.
Work toward annual revenue targets and business development metrics.
Collaborate with the Sales Enablement & Bid Management Team on proposals, RFPs, qualifications documents, and other deliverables.
Supervise and direct assigned business development professionals in planning and executing activities and generating sales opportunities.
Set performance goals and conduct performance reviews, with input from appropriate leaders; coach and mentor team members in their career development and performance.
Discuss staffing recommendations with BD Managing Directors, Market Managing Principals or Segment Leaders, and the Chief Business Development Officer, and participate in selection and interviews.
Set annual revenue targets and incentive amounts for assigned team members with the Business Development Managing Director and Chief Business Development Officer.
Perform other duties as required.