Business Development Director (Financial Services)

BDO USA; Stamford (CT); On-site; USD 150,000 - 180,000; Full time

Job summary

BDO USA is looking for a Director of Business Development in Stamford, Connecticut. This role is pivotal to achieving local office and industry revenue goals by building market presence and pursuing new business opportunities. The ideal candidate will have a strong background in developing business relationships, particularly with C-level executives, and will work closely with marketing teams and practice leaders to implement business strategies.

Qualified applicants should have a Bachelor's degree in Business Administration or Marketing, coupled with significant experience in business development. Salary ranges from $150,000 to $180,000 annually.

Qualifications

• Bachelor's degree in Business Administration, Marketing or 7+ years experience in business development.
• Experience developing relationships with C-level executives is required.
• Proficient in Microsoft Office Suite and CRM.

Responsibilities

• Develop and execute business development plan in conjunction with Practice Leaders.
• Collaborate with principals on Business Development plans.
• Generate opportunities with targeted prospects through various lead generation activities.

Skills

Developing business relationships with C-level executives

Lead generation

Project management skills

Excellent communication skills

Education

Bachelor’s degree in Business Administration or Marketing

Tools

Microsoft Office Suite

Client relationship management (CRM)

Job description

Job Overview

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 of Business Development will be 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. In addition, this role collaborates with the marketing department and works with Practice Leaders and local principals to set local office and/or industry business development strategy and the office-level business plan.

Responsibilities

• Develop and execute office/industry business development plan in conjunction with Practice Leaders, industry leaders, principals and assigned direct supervisor:
  • Work 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
  • Identify markets and business development activities needed to drive opportunities and define cross‑selling and key account programs for the office
  • Develop the office level or industry business plan in alignment with the Firm’s strategy
• Collaborate with principals on all Business Development plans and activities
• Facilitate quarterly meetings with Practice Leaders to design, implement and report on the BD plan
• Send business development plan, goals and progress report to direct supervisor
• Generate opportunities with targeted prospects through agreed-upon lead generation activities—including cold calling, telemarketing campaigns, direct mail and e‑mail campaigns, web seminars, business community outreach, networking, sponsorships, referral development, and other lead generation programs as defined in the office/industry business development plan—after completing the prospect targeting onboarding program
• Monitor and report on the results of all lead generation programs for the assigned office/industry
• Leverage national marketing and sales programs as available and follow available consistency guidelines—including telemarketing processes, lead generation activities, firm brochures, proposal templates, pipeline reports and processes
• Qualify opportunities and build relationships with key executives and stakeholders in support of the office’s growth of business lines and industries
• Participate in the sales and proposal processes, as needed, including developing and managing pursuit strategy, planning for and attending, when appropriate, pursuit meetings with mid‑to‑senior level financial executives, and providing proposal/presentation strategy and support
• Work with BDO’s sales channels—such as Alliance Firms—and coordinate with International firms as appropriate on opportunities as they arise
• Produce a pursuit/pipeline report for the assigned office and review it with the direct supervisor monthly and with Practice Leaders quarterly
• Facilitate a monthly sales pipeline meeting in the assigned office/industry with Practice Leaders and principals who have current sales opportunities
• Develop and execute a “go‑to‑market” strategy according to the agreed-upon plan and collaborate with client‑service professionals to help ensure sales success
• Contribute business development thought leadership, tools and resources to the broader national Business Development Services community
• Facilitate the annual principal’s Business Development meeting
• Promote the use of CRM as an integral part of the Business Development process by setting an example as a proficient user
• Implement and maintain industry group programs as defined for the market
• Participate in key account management programs as defined by the office Business Development plan
• Complete all reporting requirements on new sales, pipeline reports, sales call statistics and maintenance of the CRM system
• Discuss staffing recommendations (new hires, terminations) with the direct supervisor, Practice Leaders, and National BDS
• Achieve annual revenue goals
• Other duties as required

Supervisory Responsibilities

• Supervise the local team of business development support professionals, where applicable, in collaboration with direct supervisor and Practice Leaders to perform specific marketing and sales support activities outlined in the office BD plan
• Track performance of business development support professionals and report progress to Practice Leaders and direct supervisor quarterly
• Conduct annual performance reviews for business development support professionals with input from direct supervisor, Practice Leaders, and National BDS
• Develop performance goals for each business development support professional with input from the professional, the direct supervisor and Practice Leaders
• Serve as a coach/mentor, supporting the 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 an industry‑relevant firm, required; OR
• Seven (7) or more years of business‑development experience in a professional services environment or an industry‑relevant firm with a High School Diploma or 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 accounting firms, investment banking, private equity firms, personnel recruiting, business journal sales, financial consulting, business advisory services and/or banking industry—preferred

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 Business Development (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 of people to accomplish desired results
• Strong business acumen with an 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 EO employer M/F/Veteran/Disability