Business Development Director

Job Summary Under the direction of the Business Development Market Leader or Business Development Managing Director, and in collaboration with the Practice Leaders and the Chief Business Development Officer, 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 collaborates with the marketing department and will help set local office and/or industry business development strategy and develop the office level business plan. Job Duties Develops and executes office/industry business development plan in conjunction with the Practice Leaders, industry leaders, principals and assigned direct supervisor by: Works with the Practice Leaders and Industry Leaders to segment office‑specific target markets and target clients in alignment with business line and industry guidelines, where available Identifies markets and business development activities needed to drive opportunities and defines cross‑selling and key account programs for the office 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 reports to direct supervisor Generates opportunities with targeted prospects through agreed upon lead generation activities such as cold calling, telemarketing campaigns, direct mail and e‑mail campaigns, web seminars, outreach, networking, sponsorships, referral development, and other lead generation programs as defined in the BD plan Monitors and reports on the results of all lead generation programs for the 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 Qualifies opportunities and builds relationships with key executives and stakeholders in support of the growth of office business lines and industries Participates in the sales and proposal processes, including developing and managing the pursuit strategy, planning for and attending pursuit meetings with mid‑to‑senior level financial executives, and providing proposal/presentation strategy and support Understands BDO’s sales channels – for example with Alliance Firms and coordinates with International firms as appropriate on opportunities as they arise Produces a pursuit/pipeline report for assigned office and reviews it monthly with the direct supervisor and Practice Leaders quarterly Facilitates a monthly sales pipeline meeting in the assigned office/industry with Practice Leaders and principals with current sales opportunities Develops and executes a “go to market” strategy according to the agreed plan and collaborates with client service professionals to ensure sales success 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 BD 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 BD plan Completes all reporting requirements on new sales, pipeline reports, sales call statistics and maintenance of the CRM system Discusses staffing recommendations (new hires, terminations) with the direct supervisor, Practice Leaders, and National BDS Achieves Annual Revenue goals Other duties as required Supervisory Responsibilities Supervises local team of business development support professionals, where applicable, in collaboration with direct supervisor and Practice Leaders Tracks performance of business development support professionals and reports progress to the Practice Leaders and direct supervisor quarterly Conducts annual performance reviews for business development support professionals with input from direct supervisor, Practice Leaders, and National BDS Develops performance goals for each business development support professional with input from the professional, direct supervisor and Practice Leaders Serves as a coach/mentor, supporting 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) 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 a development role at financial services firms, including but not limited to 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) 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 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 to accomplish desired results Strong business acumen with the 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 Salary National Range: $150,000 – $180,000 Maryland Range: $150,000 – $180,000 NYC/Long Island/Westchester Range: $150,000 – $180,000 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. BDO USA, P.A. is an Equal Opportunity Employer – M/F/Veteran/Disability. #J-18808-Ljbffr BDO USA