Job Description: The Director, Business Development will be 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. The role will also collaborate with the marketing department and set local office and/or industry business development strategy and development of the office level business plan.
Requirements
- Develops and executes office/industry business development plan in conjunction with the Practice Leaders, industry leaders, principals and assigned direct supervisor
- Identifies markets and business development activities needed to drive opportunities and defines cross-selling and key account programs for their office
- Develops 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 Practice Leaders to design, implement and report on the BD plan
- Sends business development plan, goals and progress report to direct supervisor
- 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
- Produces a pursuit/pipeline report for assigned office and reviews the pursuit/pipeline report with the direct supervisor monthly and Practice Leaders a minimum of quarterly
- Facilitates a monthly sales pipeline meeting in assigned office/industry with the Practice Leaders 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
- Facilitates 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
- Completes all reporting requirements on new sales, pipeline reports, sales call statistics and maintenance of CRM system
- Discusses staffing recommendations (new hires, terminations) with the direct supervisor, Practice Leaders, and National BDS
- Achieves Annual Revenue goals
- Supervises local team of business development support professionals, where applicable by office, in collaboration with direct supervisor and Practice Leaders 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 Practice Leaders and direct supervisor on a quarterly basis
- Conducts annual performance reviews for business development support professionals with input from the direct supervisor, Practice Leaders, and National BDS
- Develops performance goals for each business development support professional with input from the business development support professional, the direct supervisor and Practice Leaders
- Serves as a coach/mentor, supporting the career development of BD support professionals in the local office
Benefits
- Generous Paid Time Off
- 401k Matching
- Retirement Plan
