Business Development Market Leader

Job Summary
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.

Leadership 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

Individual Responsibilities

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

Supervisory Responsibilities

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

Qualifications, Knowledge, Skills and Abilities
Education:

Bachelors degree OR ten (10) or more years of business development experience in a professional services environment, required; degree with a focus in business administration, or marketing, preferred

Experience:

Eight (8) or more years of business development experience in a professional services environment, required

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

License/Certifications:

N/A

Software:

Proficient in the use of Microsoft Office Suite, required

Client relationship management (CRM) experience, required

Microsoft Dynamics, preferred

Other Knowledge, Skills & Abilities:

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.)

Individual salaries that are offered to a candidate are determined after consideration of numerous factors including but not limited to the candidate's qualifications, experience, skills, and geography.

National Range: $175,000 - $190,000

NYC/Long Island/Westchester Range: $175,000 - $190,000

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