Business Development Director Real Estate

Baker Tilly US; Pasadena (CA); On-site; USD 182,000 - 268,000; Full time

Job summary

Baker Tilly US is seeking a strategic Business Development Director focused on accelerating growth in Real Estate within Tax, Assurance, and Consulting practices. This senior leader will identify new opportunities, manage key client relationships, and shape go-to-market strategies across service lines and geographies.

Based in the Pasadena area, the role requires deep Real Estate market knowledge, a proven sales track record, and the ability to travel as needed to build pipeline and close deals.

Qualifications

• Bachelor's degree preferred, or equivalent years of experience in lieu of a degree.
• 10+ years of experience in Real Estate-focused industries or in professional services supporting these sectors (e.g., accounting, law, management consulting, real estate advisory).
• Minimum of 10 years of experience selling or delivering tax, assurance, and/or consulting services within Real Estate environments (e.g., developers, owners/operators, investment firms, REITs).
• Excellent sales skills and a proven track record of achieving KPI's
• Strong interpersonal skills and an ability to build rapport with internal Partners, Senior Management and stakeholders of varying levels/experience
• Eligibility to work in the U.S. without sponsorship required
• Ability to travel more than 50% as needed

Responsibilities

• Generate and manage a client facing pipeline- lead//own/participate in client pursuits (i.e. client discovery, proposal (pursuit) strategy, proposal development).
• Represent the firm and its entire suite of services serving the Real Estate ecosystem
• Co-Develop a sales plan for the assigned territory and report weekly on progress against that plan to senior management.
• Demonstrated ability to craft clear, concise, and compelling value propositions for services and solutions, tailored for both internal alignment and external positioning.
• Lead the deployment of sales techniques and strategies to integrate services and resources across all lines of services and geographies.
• Maintain deep knowledge of core service offerings and effectively position their application within target markets to influence decision-makers
• Create, sustain, and grow relationships with new and existing clients through regular, open communication; ensure performance standards and client satisfaction are consistently met, and proactively communicate and troubleshoot issues as they arise
• Account Ownership; Strategic Account Management
• Support the deployment and drive the use of industry-specific systems, technology development, and lead overall sales strategy for the industry.
• Innovate and grow the real estate industry practice through collaboration, teaming, and differentiation.
• Have conversational knowledge of other major service offerings outside of your team(s) with intersection into your target market(s); to leverage Firm strategy of providing or enhancing value for an integrated-reinforcing marketplace.
• Maintain strict compliance with CRM (Salesforce) requirements by consistently documenting opportunity notes and all related activities, and keeping an accurate, up-to-date pipeline of qualified opportunities in accordance with firm protocols.
• Attain closed business deal ($) goals associated with both new accounts and existing client accounts (as appropriate), to ensure a profitable return to Firm each fiscal year
• Perform regular, aggressive and prompt follow up on all Firm-generated leads assigned from campaigns, or ad hoc requests from practice leadership
• Collaborate with other Firm Industry, Service & Geography BD leaders and practice leaders for an integrated Go-to-Market (GTM) approach
• Perform account planning and key account research to optimize BD efforts and account penetration
• Make primary out-reach efforts, coordinated with marketing personnel on campaigns including prospect calls, emails and other mechanisms to secure appointments with COI individuals
• Coach, develop and lead sales professionals (as well as industry resources) within the industry(s), and support other sales professionals with service or geographic alignment.
• Demonstrate strong problem-solving, critical thinking, and thought leadership skills.

Education

Bachelor's degree

Job description

Overview

Baker Tilly is a leading advisory, tax and assurance firm, providing clients with a genuine coast-to-coast and global advantage in major regions of the U.S. and in many of the world's leading financial centers – New York, London, San Francisco, Los Angeles, Chicago and Boston. Baker Tilly Advisory Group, LP and Baker Tilly US, LLP (Baker Tilly) provide professional services through an alternative practice structure in accordance with the AICPA Code of Professional Conduct and applicable laws, regulations and professional standards. Baker Tilly US, LLP is a licensed independent CPA firm that provides attest services to its clients. Baker Tilly Advisory Group, LP and its subsidiary entities provide tax and business advisory services to their clients. Baker Tilly Advisory Group, LP and its subsidiary entities are not licensed CPA firms. Baker Tilly Advisory Group, LP and Baker Tilly US, LLP, trading as Baker Tilly, are independent members of Baker Tilly International, a worldwide network of independent accounting and business advisory firms in 141 territories, with 43,000 professionals and a combined worldwide revenue of $5.2 billion. Visit bakertilly.com or join the conversation on LinkedIn, Facebook and Instagram. Please discuss the work location status with your Baker Tilly talent acquisition professional to understand the requirements for an opportunity you are exploring. Baker Tilly is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or protected veteran status, gender identity, sexual orientation, or any other legally protected basis, in accordance with applicable federal, state or local law. Any unsolicited resumes submitted through our website or to Baker Tilly Advisory Group, LP, employee e-mail accounts are considered property of Baker Tilly Advisory Group, LP, and are not subject to payment of agency fees. In order to be an authorized recruitment agency ("search firm") for Baker Tilly Advisory Group, LP, there must be a formal written agreement in place and the agency must be invited, by Baker Tilly's Talent Attraction team, to submit candidates for review via our applicant tracking system.

Job Description

The Business Development Director at Baker Tilly is a senior-level, strategic role focused on accelerating growth across the firm's Tax, Assurance, and Consulting practices. This leader is directly responsible for identifying and developing new business opportunities within the Real Estate sector in an assigned territory, while building, managing, and expanding strong client relationships. The Director serves as a key member of the Real Estate Industry Practice leadership team, partnering with practice leaders to shape and execute go-to-market strategies and drive industry-focused growth initiatives. This includes collaborating across service lines to develop innovative, value-driven solutions that support clients engaged in the acquisition, development, financing, ownership, and management of real estate assets including developers, owners/operators, and real estate investment firms such as real estate private equity funds and REITs. This role requires a strong understanding of market dynamics, capital structures, and regulatory considerations impacting the Real Estate sector, and is critical to enhancing Baker Tilly's market position and delivering differentiated value to clients.

You Will Have The Opportunity To

• Generate and manage a client facing pipeline- lead//own/participate in client pursuits (i.e. client discovery, proposal (pursuit) strategy, proposal development).
• Represent the firm and its entire suite of services serving the Real Estate ecosystem
• Co-Develop a sales plan for the assigned territory and report weekly on progress against that plan to senior management.
• Demonstrated ability to craft clear, concise, and compelling value propositions for services and solutions, tailored for both internal alignment and external positioning.
• Lead the deployment of sales techniques and strategies to integrate services and resources across all lines of services and geographies.
• Maintain deep knowledge of core service offerings and effectively position their application within target markets to influence decision-makers
• Create, sustain, and grow relationships with new and existing clients through regular, open communication; ensure performance standards and client satisfaction are consistently met, and proactively communicate and troubleshoot issues as they arise
• Account Ownership; Strategic Account Management
• Support the deployment and drive the use of industry-specific systems, technology development, and lead overall sales strategy for the industry.
• Innovate and grow the real estate industry practice through collaboration, teaming, and differentiation.
• Have conversational knowledge of other major service offerings outside of your team(s) with intersection into your target market(s); to leverage Firm strategy of providing or enhancing value for an integrated-reinforcing marketplace.
• Maintain strict compliance with CRM (Salesforce) requirements by consistently documenting opportunity notes and all related activities, and keeping an accurate, up-to-date pipeline of qualified opportunities in accordance with firm protocols.
• Attain closed business deal ($) goals associated with both new accounts and existing client accounts (as appropriate), to ensure a profitable return to Firm each fiscal year
• Perform regular, aggressive and prompt follow up on all Firm-generated leads assigned from campaigns, or ad hoc requests from practice leadership
• Collaborate with other Firm Industry, Service & Geography BD leaders and practice leaders for an integrated Go-to-Market (GTM) approach
• Perform account planning and key account research to optimize BD efforts and account penetration
• Make primary out-reach efforts, coordinated with marketing personnel on campaigns including prospect calls, emails and other mechanisms to secure appointments with COI individuals
• Coach, develop and lead sales professionals (as well as industry resources) within the industry(s), and support other sales professionals with service or geographic alignment.
• Demonstrate strong problem-solving, critical thinking, and thought leadership skills.

Qualifications

• Bachelor's degree preferred, or equivalent years of experience in lieu of a degree.
• 10+ years of experience in Real Estate-focused industries or in professional services supporting these sectors (e.g., accounting, law, management consulting, real estate advisory), required
• Minimum of 10 years of experience selling or delivering tax, assurance, and/or consulting services within Real Estate environments (e.g., developers, owners/operators, investment firms, REITs), required
• Excellent sales skills and a proven track record of achieving KPI's
• Strong interpersonal skills and an ability to build rapport with internal Partners, Senior Management and stakeholders of varying levels/experience
• Driven and ambitious individual with a strong desire to succeed
• Eligibility to work in the U.S. without sponsorship required
• Ability to travel more than 50% as needed

The pay rate range for this job position is $181,600 to $268,300. Actual compensation is influenced by a variety of relevant factors including but not limited to applicant's skills, prior experience, qualifications, degrees, professional certifications, work arrangements and geographic location. Other compensation for this role may include performance and sales-based commissions.

Baker Tilly offers a comprehensive compensation and benefits package to eligible employees.