Business Development Director

The Business Development Director (BDD) for Estate Planning & Probate serves as the strategic business development and sales leader for Berlin Patten Ebling’s Estate Planning & Probate practice group. This role is responsible for driving sustainable growth by managing attorneys as a sales team, developing and executing attorney-specific business development strategies, and ensuring consistent, measurable activity that results in new matters and long-term referral relationships.

The Business Development Director is not the primary salesperson. Instead, this role identifies prospects and referral opportunities, facilitates introductions, sets initial meetings, and manages attorney follow-up and relationship maintenance. Using Hub Spot as the primary CRM, the BDD oversees pipelines, tracks activity, enforces accountability, and measures performance against defined KPIs, with a focus on generating qualified opportunities, growing attorneys’ books of business, and delivering measurable return on investment.

• Serve as the primary business development manager for assigned Estate Planning & Probate attorneys.
• Manage attorneys as a sales team by setting expectations, directing outreach efforts, conducting regular check-ins, and monitoring follow-up and performance.
• Partner with each attorney to develop an annual business development plan that includes goals, target referral sources, and activity benchmarks.
• Coach attorneys on relationship development, referral conversations, and effective business asking.
• Own and manage the Estate Planning & Probate business development pipeline within Hub Spot.
• Monitor pipeline health, deal progression, and performance metrics, and prepare regular reports on attorney activity, conversion trends, and revenue impact.
• Ensure all attorney business development activity, meetings, referrals, and opportunities are accurately logged and maintained in the CRM.
• Assign and track follow-up tasks to attorneys to ensure timely and consistent engagement with referral sources.

• Identify and cultivate new referral opportunities with financial advisors, CPAs, trust officers, senior living communities, funeral homes, and related professionals.
• Schedule and coordinate introductory meetings between attorneys and prospective referral sources.
• Develop and execute outreach strategies to expand referral networks within the assigned territory.
• Track and evaluate the return on investment for business development initiatives, events, and campaigns.
• Establish annual business development goals for the practice group and continuously adjust strategies throughout the year based on performance data and market conditions.
• Collaborate with Marketing to align campaigns, training opportunities, and messaging with business development objectives.

• Strategically plan and execute business development events and attorney trainings designed to generate qualified leads and strengthen referral relationships.
• Coordinate attorney presentations and public speaking opportunities.
• Attend and participate in firm-hosted, community, and industry events, including some evenings and weekends, as required.
• Assist Marketing with managing the Estate Planning team’s guest list for the firm’s annual Post Holiday Madness Party, a mandatory client referral event.

• Represent Berlin Patten Ebling professionally and consistently in the community.
• Uphold the firm’s vision, mission, and values in all interactions.
• Actively pursue professional growth and continuous improvement.

• Must possess a valid Florida driver’s license and be able to travel between firm offices and within assigned territory as needed
• Proven experience in business development, sales management, or revenue growth roles
• Experience managing professionals or revenue-generating teams
• Strong understanding of pipeline management and performance metrics
• Exceptional communication, organizational, and follow-up skills
• Ability to work independently while collaborating across teams
• Comfortable with public speaking and relationship-driven environments
• Experience using a CRM to manage deals, track KPIs, and enforce accountability is preferred
• Competitive salary (based on experience) with bonus opportunities
• Health insurance benefits
• Retirement plan options
• Paid time off and holidays
• Annual all-expenses-paid firm trip (after eligibility period)