Director of Sales and Business Development - MSC

Bdo; City of Westminster; On-site; GBP 80,000 - 100,000; Full time

Job summary

A leading professional services firm is seeking a Director of Sales & Business Development to enhance sales performance across practice areas. The candidate will lead a high-performing sales team and focus on client-centric strategies while collaborating with internal and external stakeholders. The ideal applicant must have extensive experience in sales enablement, strong analytical skills, and exceptional leadership capabilities. This role is critical in driving revenue and aligning sales strategy with overall business objectives.

Qualifications

• Extensive experience in direct sales and sales enablement in a professional services sector.
• Proven track record of leading teams in the sales cycle.
• Excellent verbal and written communication skills.

Responsibilities

• Define and implement a vision for sales and business development.
• Lead and develop a high-performing sales team.
• Establish performance metrics for the sales cycle.

Skills

Sales enablement

Analytical skills

Leadership

Communication

Client-centricity

Tools

Microsoft Dynamics

Job description

You’ll be someone who is both comfortable working proactively and managing your own tasks, as well as confident collaborating with others and communicating regularly with BDO’s partners and your direct team. You’ll be encouraged to identify and draw attention to opportunities for enhancing our sales performance and be considered a subject matter expert on winning work in a professional services environment. The Director of Sales & Business Development is a new, senior role responsible for developing people, processes and technology for a community of sales professionals working across the sales cycle to drive revenue for the firm through various practice areas, internal channels and the go-to-market programme. The role requires a client-centric, commercial mindset to build relationships with senior partners and understand their markets and growth strategies. Leading the sales community, the successful applicant will ensure their team is equipped to deliver the skills and services required to support their growth plans nationally across service lines, sectors and regional markets. It’s a fast paced, hands‑on role requiring an ability to blend strategy with execution. The Director of Sales and Business Development will collaborate with other Directors in the MSC leadership to align on the overall MSC strategy and deliver a consistent people experience ensuring the function’s processes are appropriately applied. They will also oversee the skills development programme for their part of the function, working internally and externally to establish excellence in their area of expertise.

Strategy & Vision

• Define and implement a comprehensive vision and strategy for the sales and business development community, supporting MSC’s overall strategy and developing professional sales skills focused on a full understanding of the sales cycle.
• Design and execute a skills development programme to provide BDO business with capabilities that can be deployed in the right place, with the right skills, at the right time.
• Create a culture of client centricity, speed to market and commercialism whilst fostering an environment that is collaborative, high‑energy and high‑impact.
• Identify future sales requirements in the function and across the wider practice to meet the needs and expectations of our customers and retain a competitive advantage in the market.

Firmwide Business Development Capabilities

• Own the firm’s sales methodology, ensuring it is updated to reflect the latest selling trends and best‑practice skills, and that people are experts at using it and can coach others.
• Engage with the business to address skills gaps and ensure consistent implementation of sales processes and the right behaviours.
• Assess key behaviours across key business development activities associated with finding work, winning work and growing relationships to build tools and guides that improve the mindset, skillset and tools of practice staff across the sales cycle.

Data Analysis & Sales Performance

• Collaborate with other parts of MSC and the wider business to understand pipeline metrics and trends, identifying sales/business development opportunities for the business and the MSC function.
• Establish key performance indicators and metrics to measure performance of teams and individuals across the sales cycle, and deploy resources across practice areas and programmes.
• Report to senior stakeholders on KPIs to demonstrate value and impact across the sales cycle.

Team Leadership & Development

• Lead from the front, building, leading and developing a high‑performing sales team by providing coaching, filling gaps where needed and nurturing talent.
• Ensure that policies, procedures and processes are clearly defined, documented and adhered to, promoting operational efficiency and data accuracy across the capability.
• Work with the HR function and MSC leadership to address performance management issues consistently and timely.
• As a member of the MSC leadership team, collaborate with colleagues and/or lead on a wide range of MSC‑specific and firm‑wide activities.
• Engage with colleagues in the global BDO network in similar roles to drive consistency and collaboration across the wider business.

Technology Management

• Utilise the MSC technology stack supporting sales and business development, ensuring it is maintained, optimised and customised as necessary.
• Ensure the firm’s CRM system is used appropriately across the capability.
• Identify opportunities to simplify and improve systems and processes, avoiding unnecessary complexity and customisation.
• Work with the Operations Director to scan horizons for new potential technology platforms for future consideration by the function or the wider firm.

Collaboration

• Work closely with the other capability Directors to align MSC activities across the firm’s Gold Programmes and ensure a seamless transition between sales and marketing activities.
• Collaborate with other Central Operations teams and workstreams to connect processes for winning work, providing a frictionless experience for the business.

Risk, People & Compliance Management

• Ensure compliance with relevant regulatory requirements and industry standards, proactively identifying and mitigating operational risks.
• Work with the HR function and MSC leadership to address performance management issues consistently and timely.

Qualifications

• Proven experience in direct sales, and/or sales enablement, with significant experience in a senior management role leading large teams covering the end-to-end sales cycle within the professional services sector.
• Experience in evaluating, enhancing and delivering sales methodologies and training within a professional services environment.
• Strategic sales background with a record of leading and transforming sales/BD teams across Account Management, Lead Generation, Bids & Proposals.
• Strong analytical, organisational and project management skills with attention to detail.
• Client‑centricity focus, commercial decision‑making and a “can‑do” attitude.
• Excellent communication skills, verbal and written, with the ability to influence cross‑functional teams and senior leadership.
• Ability to multitask, prioritise and thrive in a fast‑paced environment.
• Experience using CRM platforms, including Microsoft Dynamics and other sales enablement tools to drive data‑driven sales decisions.
• Ability to build senior internal relationships and manage external partners and vendors.
• Strong leadership skills, with the energy, motivation and drive to build and transform a “best‑in‑class” sales function contributing directly to top‑line revenue.

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