Job Description

Job Summary

Directed by the Business Development Market Leader or Business Development Managing Director, the Director of Business Development collaborates with Practice Leaders and the Chief Business Development Officer to achieve local office and/or industry revenue goals. Responsibilities include building market presence, identifying new business opportunities, and setting office or industry business development strategies in alignment with firm, regional, local office, and industry business strategies.

Job Duties

• Develop and execute office/industry business development plans with Practice Leaders, industry leaders, principals, and the direct supervisor.
  • Segment officespecific target markets and target clients in alignment with business line and industry guidelines.
  • Identify markets and business development activities to drive opportunities and define crossselling and key account programs for the office.
  • Align office level or industry business plans with the Firms strategy.
• Collaborate with principals on all Business Development plans and activities.
• Facilitate quarterly meetings with Practice Leaders to design, implement and report on the BD plan.
• Send business development plan, goals and progress report to direct supervisor.
• Generate opportunities with targeted prospects through lead generation activities such as cold calling, telemarketing, direct mail, email, webinars, business community outreach, networking, sponsorships, and referral development.
• Monitor and report on the results of all lead generation programs for assigned office/industry.
• Leverage national marketing and sales programs and follow consistency guidelines, including telemarketing processes, firm brochures, proposal templates, and pipeline reports.
• Qualify opportunities and build relationships with key executives and stakeholders to support the growth of office business lines and industries.
• Participate in sales and proposal processes, develop and manage pursuit strategies, and support midtosenior level financial executive engagements.
• Coordinate with BDOs sales channels, including Alliance Firms and International firms, on emerging opportunities.
• Produce pursuit/pipeline reports and review them monthly with the direct supervisor and quarterly with Practice Leaders.
• Facilitate monthly sales pipeline meetings with Practice Leaders and principals having current sales opportunities.
• Execute gotomarket strategies and collaborate with client service professionals to ensure sales success.
• Contribute business development thought leadership, tools, and resources to the national Business Development Services community.
• Facilitate annual principals Business Development meetings.
• Promote CRM usage as an integral part of the Business Development process, setting an example as a proficient user.
• Implement and maintain industry group programs as defined for the market.
• Participate in key account management programs per the office Business Development plan.
• Complete all reporting requirements on new sales, pipeline reports, sales call statistics, and CRM maintenance.
• Discuss staffing recommendations with the direct supervisor, Practice Leaders, and National BDS.
• Achieve annual revenue goals.
• Perform other duties as required.

Supervisory Responsibilities

• Supervise the local team of business development support professionals where applicable, collaborating with the direct supervisor and Practice Leaders.
• Track performance and report progress to Practice Leaders and the direct supervisor quarterly.
• Conduct annual performance reviews with input from the direct supervisor, Practice Leaders, and National BDS.
• Develop performance goals for each business development support professional with input from the team member, direct supervisor, and Practice Leaders.
• Serve as a coach and mentor, supporting career development of BD support professionals.

Education

Bachelors degree in Business Administration, Marketing, or a related field. OR

Seven (7) or more years of business development experience in a professional services environment or industryrelevant firm with a High School Diploma/GED.

Qualifications, Knowledge, Skills and Abilities

• Develop business relationships with Clevel executives and referral sources.
• Prior experience in professional services direct sales or development roles at financial services firms (e.g., accounting, investment banking, private equity, recruiting, business advisory, or banking).
• Proficient in Microsoft Office Suite and client relationship management (CRM) systems; experience with Microsoft Dynamics preferred.
• Knowledge of sales and BD planning, lead generation, pipeline management, account planning, and sales strategy.
• Understanding of compensation incentive plans and ability to achieve revenue goals.
• Strong business acumen and ability to communicate BDOs value proposition.
• Excellent project management, verbal and written communication, and presentation skills.
• Ability to work in a demanding, deadlinedriven environment, manage multiple projects, and travel as necessary.
• Capable of leading and managing a local team to achieve desired results.

Equipment, Software, and Technical Requirements

• Proficiency with Microsoft Office Suite.
• Experience with CRM platforms, including Microsoft Dynamics.

Compensation

Salary range for the national level: $150,000 $180,000. Geographic ranges (Maryland, NYC/Long Island/Westchester): $150,000 $180,000.

Equal Employment Opportunity Statement

BDO USA, P.A. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.

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