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About the Role

The Director, Business Development 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, local office, and industry business strategies. This role also collaborates with the marketing department and is responsible for setting local office and/or industry business development strategy and development of the office level business plan.

Responsibilities

Develops and executes office/industry business development plan in conjunction with Practice Leaders, industry leaders, principals and assigned direct supervisor.
Works with Practice Leaders and Industry Leaders to segment office-specific target markets and target clients.
Identifies markets and business development activities needed to drive opportunities and defines cross-selling and key account programs.
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 meetings with Practice Leaders to design, implement and report on the BD plan.
Sends business development plan, goals and progress report to direct supervisor.
Generates opportunities with targeted prospects through lead generation activities including cold calling, telemarketing campaigns, direct mail and e-mail campaigns, web seminars/seminars, business community outreach, networking, sponsorships referral development, and other lead generation programs.
Monitors and reports on the results of all lead generation programs for assigned office/industry.
Leverages national marketing and sales programs and follows 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.
Participates in the sales and proposal processes, including developing and managing the pursuit strategy, planning for and attending pursuit meetings, and providing proposal/presentation strategy and support.
Understands how to work with BDO’s sales channels and coordinates with International firms as appropriate.
Produces a pursuit/pipeline report for assigned office and reviews it with the direct supervisor and Practice Leaders.
Facilitates a monthly sales pipeline meeting in assigned office/industry with Practice Leaders and principals.
Develops and executes “go to market” strategy according to agreed upon plan and collaborates with client service professionals.
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.
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 with the direct supervisor, Practice Leaders, and National BDS.
Achieves Annual Revenue goals.
Other duties as required.
Supervises local team of business development support professionals, where applicable.
Tracks performance of business development support professionals and reports progress.
Conducts annual performance reviews for business development support professionals.
Develops performance goals for each business development support professional.
Serves as a coach/mentor, supporting the career development of BD support professionals.

Requirements

Bachelor’s degree in Business Administration or Marketing and five (5) or more years of business development experience in a professional services environment or industry relevant firm, required.
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 developing business relationships with C-level executives and referral sources, required.
Prior experience working in professional services direct sales industry or in development role at financial services firms, preferred.
Proficient in the use of Microsoft Office Suite, required.
Experience with client relationship management (CRM), required.
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.

Skills

Business Development
Sales Strategy
Lead Generation
Pipeline Management
Account Planning
Client Relationship Management (CRM)
Microsoft Office Suite
Contact Management Software
Project Management
Communication Skills
Presentation Skills
Leadership
Team Management
Business Acumen

Location

Local office

Work Type

Full-time

Experience Level

5+ years
7+ years

Education Level

Bachelor's degree in Business Administration or Marketing
High School Diploma/GED

Salary/Compensations

California Range: $180,000 - $200,000

Benefits

ESOP company, offering participants a stake in the firm’s success through beneficial ownership and a unique opportunity to enhance their financial well-being.
Qualified retirement plan (ESOP) is a meaningful addition to comprehensive compensation and Total Rewards benefits offerings.
BDO Total Rewards encompass more than traditional benefits.

About the Company

At BDO, how we show up matters. We build strong relationships by supporting one another, our clients, and our communities with care, curiosity, and a commitment to helping one another grow and succeed.
Our purpose is to be the people our clients count on to grow with confidence and achieve what matters most.
BDO provides assurance, tax, and advisory services to clients across the U.S. and around the world.
No matter your role, you’ll be part of a team helping clients navigate complexity and move forward with clarity.

Equal Opportunity

Equal Opportunity Employer, including disability/vets