BDO USA
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Business Development Director
role at
BDO USA
Job Summary Under the direction of the Business Development Market Leader or Business Development Managing Director, 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 collaborates with the marketing department and, along with Practice Leaders and local principals, sets local office and/or industry business development strategy and develops the office level business plan.
Job Duties
Develop and execute office/industry business development plan in conjunction with Practice Leaders, industry leaders, principals and assigned direct supervisor by:
Working with Practice Leaders and Industry Leaders to segment office-specific target markets and target clients in alignment with business line and industry guidelines, where available
Identifying markets and business development activities needed to drive opportunities and defining cross‑selling and key account programs for their office
Developing the office level or industry business plan in alignment with the Firm’s strategy
Collaborating with principals on all Business Development plans and activities
Facilitating quarterly meetings with Practice Leaders to design, implement and report on the BD plan
Sending business development plan, goals and progress report to direct supervisor
Generating opportunities with targeted prospects through agreed upon lead generation activities including cold calling, telemarketing campaigns, direct mail and e‑mail campaigns, web seminars, business community outreach, networking, sponsorships, referral development and other lead generation programs as defined in the office/industry business development plan
Monitoring and reporting on the results of all lead generation programs for assigned office/industry
Leveraging national marketing and sales programs as available and following available consistency guidelines, including telemarketing processes, lead generation activities, firm brochures, proposal templates and pipeline reports and processes
Qualifying opportunities and building relationships with key executives and stakeholders in support of the growth of the office business lines and industries
Participating 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
Understanding how to work with BDO’s sales channels – for example with Alliance Firms and coordinating with International firms as appropriate on opportunities as they arise
Producing a pursuit/pipeline report for assigned office and reviewing the pursuit/pipeline report with the direct supervisor monthly and Practice Leaders a minimum of quarterly
Facilitating a monthly sales pipeline meeting in assigned office/industry with the Practice Leaders and principals who have current sales opportunities
Developing and executing “go to market” strategy according to agreed upon plan and collaborating with client service professionals to help ensure sales success
Contributing business development thought leadership, tools and resources to the broader national Business Development Services community
Facilitating annual principal’s Business Development meeting
Promoting use of CRM as an integral part of the Business Development process by setting an example as a proficient user
Implementing and maintaining industry group programs as defined for the market
Participating in key account management programs as defined by the office Business Development plan
Completing all reporting requirements on new sales, pipeline reports, sales call statistics and maintenance of CRM system
Discussing staffing recommendations (new hires, terminations) with the direct supervisor, Practice Leaders, and National BDS
Achieving Annual Revenue goals
Other duties as required
Supervisory Responsibilities
Supervising 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
Tracking performance of business development support professionals and reporting progress to the Practice Leaders and direct supervisor on a quarterly basis
Conducting annual performance reviews for business development support professionals with input from the direct supervisor, Practice Leaders, and National BDS
Developing performance goals for each business development support professional with input from the business development support professional, the direct supervisor and Practice Leaders
Serving as a coach/mentor, supporting the career development of BD support professionals in the local office
Education • Bachelor’s degree in Business Administration, Marketing and Five (5) or more years of business development experience in a professional services environment or industry relevant firm, required; OR • Seven (7) or more years of business development experience in a professional services environment or industry relevant firm with a High School Diploma/GED, required
Experience
Experience developing business relationships with C‑level executives (CEOs, CFOs, Board of directors, etc.) and referral sources (attorneys, bankers, etc.), 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
Software
Proficient in the use of Microsoft Office Suite, required
Experience with client relationship management (CRM), required
Microsoft Dynamics, preferred
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
Ability to understand compensation incentive plans and strive to achieve revenue goals
Able to understand Business Development (BD) metrics and strive 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
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
National Range: $150,000 - $180,000 Maryland Range: $150,000 - $180,000 NYC/Long Island/Westchester Range: $150,000 - $180,000
Equal Opportunity Employer, including disability/vets 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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Business Development Director
role at
BDO USA
Job Summary Under the direction of the Business Development Market Leader or Business Development Managing Director, 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 collaborates with the marketing department and, along with Practice Leaders and local principals, sets local office and/or industry business development strategy and develops the office level business plan.
Job Duties
Develop and execute office/industry business development plan in conjunction with Practice Leaders, industry leaders, principals and assigned direct supervisor by:
Working with Practice Leaders and Industry Leaders to segment office-specific target markets and target clients in alignment with business line and industry guidelines, where available
Identifying markets and business development activities needed to drive opportunities and defining cross‑selling and key account programs for their office
Developing the office level or industry business plan in alignment with the Firm’s strategy
Collaborating with principals on all Business Development plans and activities
Facilitating quarterly meetings with Practice Leaders to design, implement and report on the BD plan
Sending business development plan, goals and progress report to direct supervisor
Generating opportunities with targeted prospects through agreed upon lead generation activities including cold calling, telemarketing campaigns, direct mail and e‑mail campaigns, web seminars, business community outreach, networking, sponsorships, referral development and other lead generation programs as defined in the office/industry business development plan
Monitoring and reporting on the results of all lead generation programs for assigned office/industry
Leveraging national marketing and sales programs as available and following available consistency guidelines, including telemarketing processes, lead generation activities, firm brochures, proposal templates and pipeline reports and processes
Qualifying opportunities and building relationships with key executives and stakeholders in support of the growth of the office business lines and industries
Participating 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
Understanding how to work with BDO’s sales channels – for example with Alliance Firms and coordinating with International firms as appropriate on opportunities as they arise
Producing a pursuit/pipeline report for assigned office and reviewing the pursuit/pipeline report with the direct supervisor monthly and Practice Leaders a minimum of quarterly
Facilitating a monthly sales pipeline meeting in assigned office/industry with the Practice Leaders and principals who have current sales opportunities
Developing and executing “go to market” strategy according to agreed upon plan and collaborating with client service professionals to help ensure sales success
Contributing business development thought leadership, tools and resources to the broader national Business Development Services community
Facilitating annual principal’s Business Development meeting
Promoting use of CRM as an integral part of the Business Development process by setting an example as a proficient user
Implementing and maintaining industry group programs as defined for the market
Participating in key account management programs as defined by the office Business Development plan
Completing all reporting requirements on new sales, pipeline reports, sales call statistics and maintenance of CRM system
Discussing staffing recommendations (new hires, terminations) with the direct supervisor, Practice Leaders, and National BDS
Achieving Annual Revenue goals
Other duties as required
Supervisory Responsibilities
Supervising 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
Tracking performance of business development support professionals and reporting progress to the Practice Leaders and direct supervisor on a quarterly basis
Conducting annual performance reviews for business development support professionals with input from the direct supervisor, Practice Leaders, and National BDS
Developing performance goals for each business development support professional with input from the business development support professional, the direct supervisor and Practice Leaders
Serving as a coach/mentor, supporting the career development of BD support professionals in the local office
Education • Bachelor’s degree in Business Administration, Marketing and Five (5) or more years of business development experience in a professional services environment or industry relevant firm, required; OR • Seven (7) or more years of business development experience in a professional services environment or industry relevant firm with a High School Diploma/GED, required
Experience
Experience developing business relationships with C‑level executives (CEOs, CFOs, Board of directors, etc.) and referral sources (attorneys, bankers, etc.), 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
Software
Proficient in the use of Microsoft Office Suite, required
Experience with client relationship management (CRM), required
Microsoft Dynamics, preferred
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
Ability to understand compensation incentive plans and strive to achieve revenue goals
Able to understand Business Development (BD) metrics and strive 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
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
National Range: $150,000 - $180,000 Maryland Range: $150,000 - $180,000 NYC/Long Island/Westchester Range: $150,000 - $180,000
Equal Opportunity Employer, including disability/vets 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
#J-18808-Ljbffr