Business Development & Opportunity Origination- Develop and execute growth plans aligned with Advisory practice priorities, target markets, and industry strategies.
- Identify, prioritize, and pursue target accounts, executives, referral sources, and strategic relationships.
- Generate qualified meetings and opportunities through prospecting, executive outreach, networking, referrals, events, industry involvement, and collaboration with partners and relationship owners.
- Develop and maintain relationships with executives, referral sources, private equity professionals, and other market influencers.
- Identify emerging client needs, market trends, and business issues that create opportunities for Advisory services.
Client Development & Pursuit Management- Lead discovery conversations to understand client objectives, priorities, and business challenges.
- Qualify opportunities and align client needs with the firm's Advisory capabilities.
- Engage and coordinate the appropriate partners and subject matter experts throughout the sales process.
- Lead or support pursuit strategy, stakeholder mapping, solution positioning, proposal development, negotiations, and close.
- Participate in meetings with senior executives, business owners, and other key decision-makers.
- Help develop compelling presentations, proposals, and value propositions that differentiate the firm's services.
Pipeline & Performance Management- Maintain an accurate pipeline of qualified opportunities and revenue forecasts.
- Utilize Salesforce consistently to manage opportunities, client interactions, and next steps.
- Drive disciplined follow-up and opportunity management throughout the sales cycle.
- Achieve annual revenue, pipeline, and business development objectives.
- Collaborate with the growth team (marketing, client relationships, B/D) to enhance market intelligence and insights.
Estimated Base Range: Required Qualifications
Bachelor's degree required.
10+ years of successful business development or sales experience within advisory, consulting, professional services, public accounting, or a related environment.
Proven track record of generating new business, building pipeline, and achieving revenue goals.
Experience selling complex advisory, consulting, or professional services through consultative sales processes.
Strong executive presence and ability to build relationships with senior decision-makers.
Demonstrated success prospecting, developing new relationships, and creating opportunities from scratch.
Experience working in a team-selling environment alongside partners and subject matter experts.
Experience serving middle-market organizations; private equity and portfolio company experience strongly preferred.
Entrepreneurial, self-motivated, persistent, and results oriented.
Ability to travel up to 30%.
*Base compensation offered to candidates are determined based on factors such as candidate's relevant skillset, experience, licensure, and certifications, as well as job responsibilities, geography, market considerations, and organizational needs. At Cohen & Co, we don't stop at setting ourselves apart by offering competitive base compensation. As part of our 'great people first' foundational principle, our firm offers a comprehensive and competitive Total Rewards package that allows each employee to design a package that best suits their needs and goes beyond standard options, including time off outside of your standard PTO to recharge and give back to the community, annual discretionary merit increases and bonuses, talent development resources to tap into growth opportunities.
