Job Summary:
The Management Advisory Services (MAS) Managing Director is responsible for planning, managing, executing and leading our go-to-market strategy related to all MAS services lines including business transformation, finance performance improvement, business process optimization, and other operational areas. In this role, the MAS Managing Director coordinates all sales, delivery, and hiring activities in the marketplace through the respective service line leads.
In this role, the MAS Managing Director is charged with managing our pursuit, close, and service delivery activities, including managing teams of professionals through all potential project stages of diagnostic, planning, solution design, and solution delivery include managing engagement economics, accurate status reporting, quality control, and legal risks to the Firm. The MAS Managing Director is responsible for ensuring exceptional client service and high-quality engagement deliverables. The MAS Managing Director is also responsible for developing new business with existing clients and prospects of the Firm, including the identification of target companies. The MAS Managing Director is responsible for managing all aspects of client pursuits and advice to the practice leadership, professional development, thought leadership and business development including all phases of the client proposal process. The MAS Managing Director is responsible for all aspects of practice administration including time entry, client contract administration, billings, collections, and adjustments to engagement realization when needed. The MAS Managing Director also spends a significant amount of time marketing and networking for new business, including identifying, pursuing, and leading new business proposals. In addition, the MAS Managing Director works with Practice Leaders to build and expand services related to core market offerings of the practice.
Job Duties:
Business Development:
- Collaborates with Partners and Managing Directors in identifying, pursuing, and winning new business opportunities
- Leads BDO pitch team for middle market and selective large and global company opportunities
- Collaborates with pitch team in responding to new business inquiries
- Cross-sells other BDO services (forensics, corporate finance, valuation, tax, due diligence, litigation, assurance, etc.)
- Assists with the expansion of Management Advisory Services service offerings
- Identifies new business opportunities to expand MAS practice, and communicates such opportunities to peers and practice leadership
- Works closely with practice leadership to manage marketing and business development activities within practice
- Oversees development of draft proposals and reports, and completes research, when needed
- Develops thought leadership for MAS practice by developing whitepapers and presentations on topics relevant to clients and the profession
- Works closely with MAS leadership to refresh marketing materials and website content, when needed
- Collaborates with MAS leaders, as well as other practice leaders, to service clients and expand BDO’s presence in the marketplace to bring the best solutions to our clients and prospects
Engagement Project Leadership:
- Drives professional, exceptional, high quality client service
- Oversees, guides, and mentors managers and staff on professional client service delivery excellence
- Takes lead role in preparing and executing BDO engagement strategy as project leader in consultation with engagement partner/managing director
- Serves as a high-level contact for clients regarding all questions and information, including progress, challenges encountered, and issues identified
- Ensures the development of efficient and effective project plans and project controls
- Evaluates and recommends alternative courses of action and potential solutions to achieve best result for client
- Ensures client service team appropriately analyzes client’s performance through financial results, KPIs, and market growth
- Ensures the client service team provides exceptional client service, and develops advanced level deliverables and/or solutions to client issues and opportunities
- Oversees and drives value-based diagnostic and analysis of performance improvement opportunities
- Reviews and approves engagement budgets, and identifies opportunities to improve engagement efficiencies, where possible
- Ensures the preparation of periodic and timely billings, and timely adjustments to engagement realization, as needed
- Directs multiple client engagements and underlying economics to ensure engagement metrics are achieved
- Identifies and informs managers and staff to utilize all available research aids (as practical), including databases and trade publications, to develop understanding of client’s industry
- Identifies, grows, and maintains strategic relationships with client personnel, including members of client management
- Prepares formal and informal presentations for client meetings for status and reporting purposes
- Fosters a positive demeanor, learning attitude and client service mentality with managers, seniors, and staff
Client Management:
- Acts as a high-level contact for clients regarding all questions and information, including progress, challenges encountered, and issues identified
Practice Development:
- Develops practical solutions and methodologies for engagements
- Develops "thought leadership" and "white paper" documents
- Participates in public speaking events
- Publishes documents in industry periodicals
People Development:
- Leads staff recruitment and retention activities
- Leads the sourcing of independent contractors and alliance partners to supplement and support the BDO team capabilities
- Mentors staff and contractors
- Provides leadership and support for delivery teams and staff in local offices
Other duties as required
Supervisory Responsibilities:
- Supervises workload of MAS Managers, as well as Senior Associates and Associates (when necessary) on assigned engagements and reviews work product
- Ensures MAS Managers, Senior Associates, and Associates are trained on all relevant software, practice tools and processes
- Evaluates the performance of MAS Managers, Senior Associates, and Associates, and assists in the development of goals and objectives to enhance professional development
- Delivers periodic performance feedback, and completes performance evaluations for MAS Senior Associates and Associates in accordance with Firm guidance
- Acts as mentor to MAS Managers, Senior Associates, and Associates, as appropriate
- Acts as a leader, and projects a professional, positive attitude toward client and firm personnel
Qualifications, Knowledge, Skills, and Abilities:
Education:
- Bachelor’s degree in Finance, Accounting, Economics, Management Information Systems, required
- Master’s degree in Business Administration, preferred
Experience:
- Twenty (20) or more years of relevant experience, required
- Experience in C- Level client sales, marketing and successfully managing multiple client pursuits and proposal efforts, required
License/Certifications:
Software:
- Proficient in Microsoft Office Suite, required
- Knowledge of project management tools, preferred
- Knowledge of various common middle market ERP and productivity solutions, preferred
Language:
Other Knowledge, Skills & Abilities:
- Experience with and ability to sell at C-Level with both private and public companies from $25MM to over $5B in sales
- Strong leadership skills, and willingness to mentor staff
- Strong verbal and written communication skills, including presentation and proposal skills
- Strong problem solving and troubleshooting skills, with ability to exercise mature judgment
- Ability to thoughtfully and positively influence, negotiate, and manage change
- Ability to develop and maintain a diverse network of referral sources
- Ability to work in a deadline-driven environment, and handle multiple projects simultaneously
- Ability to effectively manage a team of consulting professionals and delegate work assignments
- Ability to encourage a team environment, and contribute to the professional development of assigned personnel
- Ability to act as primary contact, and provide an executive presence on assigned engagements
- Ability to successfully interact, develop, and maintain relationships with professionals at all levels, both internal and external
- Ability to travel extensively
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.
NYC/Long Island/Westchester Range: $200,000 - $400,000
