Business Development Market Leader

Job Summary:

The Business Development Team supports the firm's growth through various activities including strategic planning, direct outreach, event execution and follow-up, disposition of marketing leads, and cross-selling. This team is involved in the entirety of the sales process supporting and accelerating the efforts of the client service teams. The team delivers extraordinary results from strategy to consultation and planning to execution. We help our internal clients develop a clear vision aligned with their go-to-market growth goals and personalized for their targeted audiences.

The Business Development Market Leader (BDML) will be responsible for driving, monitoring, and improving sales performance for their assigned markets or practice areas. In collaboration with the Market Managing Principals (MMPs) and Managing Principals (MPs), the BDML will execute the strategies for business development in their market/practice, aligned with the Firm's overall strategy and market approach. In addition, the BDML will be responsible for supervising, providing leadership, mentoring, and managing performance for their direct reports. The BDML works under the direction of the Business Development Managing Director and will be expected to collaborate with the Market Managing Principals/Segment Leaders of the groups they support, the marketing department, their peers and other operational leaders and BD (Business Development) professionals across the country to support and catalyze the growth efforts of the firm. A highly functioning BDML shows leadership, strategic vision, and ability to innovate and collaborate as well as motivate and supervise their teams. The role will also successfully develop business opportunities.

Job Duties:

Leadership Responsibilities:

• Develops and executes business development plans in conjunction with MMPs, MPs, Segment Leaders and National Practice Leaders which includes working with them to:
  
  
  
  • Identify the primary industry and business line targets for their assigned groups
  • Identify marketing and business development activities necessary to drive opportunities and define cross-selling and strategic account programs
  • Collaborate with the marketing department regionally and nationally
  
  
• Facilitates regular meetings with MMPs/Segment Leaders to report on business development results for the assigned market/practice
• Facilitates the production and distribution of performance reporting with Business Development Directors (BDDs) in their assigned market/practice to MMPs/Segment Leaders, BD Managing Directors, and Chief Business Development Officer (CBDO)
• Collaborates with Sales Enablement & Bid Management Team in the development and execution of proposal and requests for proposal (RFP) activity, qualifications documents and other deliverables
• Collaborates with marketing regarding advertising and sponsorship requests, community involvement/Boards, liaising with external public relations agency, database integrity, list ownership and management, professional conferences and associations, and marketplace research
• Collaborates on strategies and resources to improve sales and marketing effectiveness.
• Provides feedback to supervisors and CBDO on processes, templates, tools, etc.
• Collaborates with MMPs/Segment Leaders and MPs to implement guidelines regarding working with Alliance Firms
• Coordinates with International resources including International Liaison Principal and Country Desks as appropriate
• Meets monthly with BD Managing Director to review business development strategy, initiatives, and performance
• Identifies hiring requirements for the market/practice and plays a major role in the interview process as well as setting initial compensation and revenue goals

Individual Responsibilities:

• Develops and executes business development plans in conjunction with the MMPs/Segment Leaders and MPs
• Collaborates with Principals on business development plans and activities
• Facilitates regular meetings with MMPs to design, implement and report on business development
• Collaborates with MMPs and Industry Leaders to segment office-specific target markets and target clients in alignment with business line and Industry guidelines
• Generates opportunities with targeted prospects through lead generation activities consistent with documented growth plans
• Qualifies opportunities and builds relationships with key executives and stakeholders
• 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 executives, and providing proposal/presentation strategy and support
• Develops and executes market growth strategy according to agreed-upon plan and collaborates with other professionals to help ensure sales success
• Participates and plays a lead role in ongoing planning
• 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
• Fulfills all reporting requirements on new sales, pipeline reports, sales call statistics and maintenance of CRM system
• Achieves annual revenue targets
• Discusses staffing recommendations (new hires, terminations) with BD MDs, MMPs/Segment Leaders and CBDO and participates in the selection and interview process
• In conjunction with BD Managing Director and CBDO, sets annual revenue targets and incentive amounts for assigned team members
• Other duties as required

Supervisory Responsibilities:

• Supervises and provides direction to the assigned business development professionals to plan and execute business development activities and generate sales opportunities
• Develops performance goals and completes performance reviews for each business development professional, with input from the appropriate leaders
• Serves as a coach/mentor, supporting the career development and performance of all assigned business development professionals

Qualifications, Knowledge, Skills and Abilities:

Education:

• Bachelor's degree OR ten (10) or more years of business development experience in a professional services environment, required; with a focus in Business Administration, Marketing, or related field, preferred

Experience:

• Eight (8) or more years of business development experience in a professional services environment, required
• Prior experience managing a staff of business development / marketing professionals, preferred
• Prior experience working in professional services direct sales industry or in development role at financial services firms (i.e., accounting firms, investment banking or private equity firms, personnel recruiting, business journals sales, financial consulting, business advisory services and/or banking industry), preferred

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:

• Advanced knowledge in the development, management and execution of sales and marketing processes including business development planning, lead generation, pipeline management, account planning management, sales/marketing strategy and development
• Ability to achieve revenue goals and business development metrics
• Able to thoughtfully and positively influence, lead, marshal resources and manage change
• Capable of leading and managing remote and local teams 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 reporting
• 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 the ability to present and facilitate
• Capacity to travel on a periodic basis to meet with business development / marketing personnel, participation in events or sales meetings, and attend meetings, as necessary
• Able to develop business relationships with C-level executives (CEOs, CFOs), Board of Directors and referral sources (attorneys, bankers, etc.)