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.

• 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

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…