Director of Sales and Business Development - MSC

BDO UK; Greater London; On-site; GBP 85,000 - 110,000; Full time

Job summary

A prominent accountancy firm in the UK is seeking a Senior Sales Leader to develop a comprehensive sales strategy and lead a high-performing sales team. Candidates should have significant experience in sales enablement within a professional services environment. This role offers opportunities to implement innovative ideas and build strong internal and external relationships, contributing to the firm's revenue growth.

Benefits

Agile working options

Career development opportunities

Qualifications

• Significant experience in a senior management role leading large sales teams.
• Experience in evaluating and enhancing sales methodologies.
• Strong focus on client-centricity and commercial decision-making.

Responsibilities

• Define and implement a sales strategy for the firm.
• Lead and develop a high-performing sales team.
• Ensure compliance with regulatory requirements.

Skills

Direct sales experience

Leadership

Project management

Analytical skills

Communication skills

Tools

Microsoft Dynamics

Sales enablement tools

Job description

Ideas | People | Trust

We’re BDO. An accountancy and business advisory firm, providing the advice and solutions entrepreneurial organisations need to navigate today’s changing world.

We work with the companies that are Britain’s economic engine – ambitious, entrepreneurially‑spirited and high‑growth businesses that fuel the economy – and directly advise the owners and management teams that lead them.

We’ll broaden your horizons

The Markets, Sales & Clients (MSC) function is the driving force behind the creativity and growth at BDO. Our main goal is to equip the business to win and there are teams covering most touchpoints of the customer journey. Because we know that great ideas can come from anywhere, you can be sure you’ll be heard and have the chance to make a real impact. You'll be supported to build your career, but also to be yourself in the office. Help the firm succeed by staying ahead of the latest market trends, confidently implementing your ideas and collaborating with a range of shareholders. You’ll be rewarded with a career with real purpose.

We’ll help you succeed

Leading organisations trust us because of the quality of our advice. That quality grows from a thorough understanding of their business, and that understanding comes from working closely with them and building long‑lasting relationships.

The Role

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.

Responsibilities

Strategy & Vision

• Define and implement a comprehensive vision and strategy for the sales and business development community, supporting MSC’s overall strategy.
• Design and execute a skills development programme to provide the 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 while fostering a collaborative, high‑energy and high‑impact environment.
• Identify future sales requirements in the function and across the wider practice to meet customer needs and retain a competitive advantage.

Firmwide Business Development Capabilities

• Own the firm’s sales methodology, ensuring it is updated to reflect the latest selling trends and best‑practice skills.
• Engage with the business to identify and address skills gaps and ensure consistent implementation of sales processes.
• Assess key behaviours across business‑development activities to build tools and guides that drive consistency and improve mindset, skillset and toolset 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 to identify opportunities.
• Establish key performance indicators and metrics to measure performance of teams and individuals across the sales cycle.
• Report to senior stakeholders on KPIs to demonstrate value and impact across MSC.

Team Leadership & Development

• Lead, build and develop a high‑performing sales team, providing coaching and nurturing talent.
• Ensure policies, procedures and processes are clearly defined, documented and adhered to, promoting operational efficiency and data accuracy.
• Work with HR and MSC leadership to address performance management issues consistently and timely.
• Collaborate with colleagues and lead on firm‑wide activities, driving 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.
• Ensure the firm’s CRM system is used appropriately across the capability.
• Identify opportunities to simplify and improve systems and processes.
• Work with the Operations Director to horizon scan opportunities for new technology platforms.

Collaboration

• Work closely with 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 to connect processes and provide a frictionless experience for the business.

Risk, People & Compliance Management

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

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.
• A strategic sales background, with a proven track 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.
• A focus on client‑centricity, commercial decision‑making and a “can‑do” attitude.
• Excellent communication skills, both 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 decisions.
• Ability to build senior internal relationships and manage external partners and vendors.
• Strong leadership skills with the energy, motivation and leadership to build and transform a “best in class” sales function that contributes directly to top‑line revenue.

We’re committed to agile working, offering every colleague the opportunity to work in ways that suit you, your teams and the task at hand.