Job SummaryUnder the direction of the Regional Business Development Director (RBDD), and in collaboration with the Office Managing Principals (OMPs), RMPs, and the Chief Business Development Officer, the Business Development Director is responsible for achieving local office and/or industry revenue goals by building market presence and identifying and helping pursue new business opportunities in line with firm, regional, local office, and industry business strategies. In addition, this role collaborates with the marketing department and is responsible, along with their OMPs and local principals for setting local office and/or industry business development strategy and development of the office level business plan.
Job Duties
- Develops and executes office/industry business development plan in conjunction with the Office Managing Principals (OMPs), industry leaders, principals and assigned (RBDD).
- Works with the (OMPs) and Industry Leaders to segment office-specific target markets and target clients in alignment with business line and industry guidelines, where available.
- Identifies marketing and business development activities needed to drive opportunities and defines cross-selling and key account programs for their office.
- Formal development of the office level or industry business plan in alignment with the Firm’s strategy.
- Collaborates with principals on all Business Development plans and activities.
- Facilitates quarterly meeting with (OMPs) to design, implement and report on the BD plan.
- Sends business development plan, goals and progress report to RBDD.
- Generates opportunities with targeted prospects through agreed upon lead generation activities including cold calling, telemarketing campaigns, direct mail and e-mail campaigns, web seminars/seminars, business community outreach, networking, sponsorships referral development, and other lead generation programs as defined in the office/industry business development plan.
- Monitors and reports on the results of all lead generation programs for assigned office/industry.
- Leverages national marketing and sales programs as available and follows available consistency guidelines, including telemarketing processes, lead generation activities, firm brochures, proposal templates and pipeline reports and processes.
- Qualifies opportunities and builds relationships with key executives and stakeholders in support of the growth of the office business lines and industries.
- 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 mid-to-senior level financial executives, and providing proposal/presentation strategy and support.
- Understands how to work with BDO’s sales channels – for example with Alliance Firms and coordinates with International firms as appropriate on opportunities as they arise.
- Produces a pursuit/pipeline report for assigned office and reviews the pursuit/pipeline report with the RBDD monthly and (OMPs) a minimum of quarterly.
- Facilitates a monthly sales pipeline meeting in assigned office/industry with the (OMPs) and principals who have current sales opportunities.
- Develops and executes “go to market” strategy according to agreed upon plan and collaborates with client service professionals to help ensure sales success.
- Contributes business development thought leadership, tools and resources to the broader national Business Development Services community.
- May facilitate annual principal’s Business Development meeting.
- 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.
- Participates in key account management programs as defined by the office Business Development plan.
- Timely completion of all reporting requirements on new sales, pipeline reports, sales call statistics and maintenance of CRM system.
- Expected to achieve Annual Revenue goals.
- Other duties as required.
Supervisory Responsibilities
- May supervise local team of business development support professionals, where applicable by office, in collaboration with (RBDD), (OMPs) and (RMPs) to perform specific marketing and sales support activities outlined in the office BD plan.
- Tracks performance of business development support professionals and reports progress to the OMPs and RBDD on a quarterly basis.
- Conducts annual performance reviews for business development support professionals with input from the RBDD, (OMPs), (RMPs), and (National BDS).
- Develops performance goals for each business development support professional with input from the business development support professional, the (RBDD), (OMPs) and (RMPs).
- Serves as a coach/mentor, supporting the career development of BD support professionals in the local office.
- Discusses staffing recommendations (new hires, terminations) with the (RBDD), (OMPs), (RMPs), and (National BDS).
Education/Experience
Qualifications, Knowledge, Skills and Abilities:
- Bachelor’s degree in Business Administration, Marketing or other related field OR seven (7) or more years of business development experience in a professional services environment or industry relevant firm with a high school diploma or equivalent required.
- Five (5) or more years of business development experience in a professional services environment or industry relevant firm required.
- Prior experience working in professional services direct sales industry or in development role at financial services firms, including but not limited to experience with accounting firms, investment banking or private equity firms, personnel recruiting, business journals sales, financial consulting, business advisory services and/or banking industry preferred.
- Proven track record of developing business relationships with C-level executives (CEOs, CFOs, Board of directors, etc.) and referral sources (attorneys, bankers, etc.) required.
License/Certifications
- N/A
Software
- Proficient in the use of Microsoft Office Suite required.
- Client relationship management (CRM) experience required.
- Microsoft Dynamics preferred.
Language
- N/A
Other Knowledge, Skills & Abilities
- Knowledge in the development, management and execution of sales and BD planning, lead generation, pipeline management, account planning, sales strategy and development.
- Understands the compensation incentive plan and strives to achieve revenue goals.
- Understands the Business Development (BD) metrics and strives to achieve them.
- Ability to thoughtfully and positively influence, lead, and manage change.
- Capable of leading and managing a local team 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 list generation.
- Excellent project management skills.
- Proven ability to work in a demanding, deadline-driven environment and handle multiple projects simultaneously.
- Excellent verbal and written communication as well as presentation skills.
- Ability to travel to participate in events or sales calls or attend regional or national meetings, as necessary.
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: $150,000 – $180,000
NYC/Long Island/Westchester Range: $150,000 – $180,000
About Us
Join us at BDO, where you will find more than a career, you’ll find a place where your work is impactful, and you are valued for your individuality. We offer flexibility and opportunities for advancement. Our culture is centered around making meaningful connections, approaching interactions with curiosity, and being true to yourself, all while making a positive difference in the world.
At BDO, our purpose of helping people thrive every day is at the heart of everything we do. Together, we are focused on delivering exceptional and sustainable outcomes and value for our people, our clients, and our communities. BDO is proud to be an ESOP company, reflecting a culture that puts people first, by sharing financially in our growth in value with our U.S. team. BDO professionals provide assurance, tax and advisory services for a diverse range of clients across the U.S. and in over 160 countries through our global organization.
BDO is the first large accounting and advisory organization to implement an Employee Stock Ownership Plan (ESOP). A qualified retirement plan, the ESOP offers participants a stake in the firm’s success through beneficial ownership and a unique opportunity to enhance their financial well-being. The ESOP stands as a compelling addition to our comprehensive compensation and Total Rewards benefits offerings. The annual allocation to the ESOP is fully funded by BDO through investments in company stock and grants employees the chance to grow their wealth over time as their shares vest and grow in value with the firm’s success, with no employee contributions.
We Are Committed To Delivering Exceptional Experiences To Middle Market Leaders By Sharing Insight-driven Perspectives, Helping Companies Take Business As Usual To Better Than Usual. With Industry Knowledge And Experience, a Breadth And Depth Of Resources, And Unwavering Commitment To Quality, We Pride Ourselves On:
- Welcoming diverse perspectives and understanding the experience of our professionals and clients.
- Empowering team members to explore their full potential.
- Our talented team who brings varying skills, knowledge and experience to proactively help our clients navigate an expanding array of complex challenges and opportunities.
- Celebrating ingenuity and innovation to transform our business and help our clients transform theirs.
- Focus on resilience and sustainability to positively impact our people, clients, and communities.
- BDO Total Rewards that encompass so much more than traditional “benefits.” Click here to find out more!
- Benefits may be subject to eligibility requirements.
Equal Opportunity Employer, including disability/vets.
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All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or protected veteran status.
“BDO USA, P.A. is an EO employer M/F/Veteran/Disability.”
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