Business Development Manager

Job Summary:

Reporting to the Business Development Director (BDD) or the Regional BD Director (RBDD), and in collaboration with the Office Managing Principals (OMPs), and, the Chief Business Development Officer, the Business Development Manager 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 and 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:

• The Business Development Manager plays an integral part in the development and execution of the office/industry business development plan in conjunction with the OMPs, BDD,RBDDs and local industry leaders
• Collaborates with principals on all Business Development plans and activities
• Supports Business Development Director in facilitating quarterly meeting with OMPs to design, implement and report on the business development plan
• Upon completion of the prospect targeting onboarding program, 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, 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
• 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 Alliance Firms and coordinates with International firms as appropriate on opportunities as they arise
• Contributes to the production of a pursuit/pipeline report for assigned office/industry
• Supports the BDD in facilitating a monthly sales pipeline meeting in assigned office/industry with the OMPs and local principals who have current sales opportunities
• Develops and executes "go to market" strategy according to agreed upon plan and collaborates with office client service professionals to help ensure sales success
• Contributes business development thought leadership, tools and resources to the broader national BDS 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 appropriate leadership, 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 appropriate leadership on a quarterly basis
• Conducts annual performance reviews for business development support professionals with input from the appropriate leadership
• Develops performance goals for each business development support professional with input from the business development support professional and the appropriate leadership
• 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 appropriate leadership
  
  

Qualifications, Knowledge, Skills and Abilities:

Education/Experience:

• Bachelor's degree in Business Administration, Marketing or other related field OR five (5) or more years of business development experience in a professional services environment or industry relevant firm with a high school diploma or equivalent required
• Three (3) 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 preferred. For example, accounting firms, investment banking or private equity firms, personnel recruiting, business journals sales, financial consulting, business advisory services and/or banking industry
• 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

Other Knowledge, Skills & Abilities:

• Knowledge in the development, management and execution of sales and business development planning, lead generation, pipeline management, account planning, sales strategy and development
• Understands the compensation incentive plan and strives to achieve revenue goals
• Understands the BD metrics and strives to achieve them
• Ability to thoughtfully and positively manage change
• 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
• Capable of working in a 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