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 Higher Education and Not for Profit sectors nationally, while building, managing, and expanding strong client relationships. This position will also have a focus on our Digital Services line of solutions.
The Director also partners with senior management to help shape the strategic direction of the Higher Education and Not for Profit sectors by identifying and communicating market trends, emerging opportunities, potential new service lines, and regulatory drivers. This role is critical to the continued growth and success of Baker Tilly's Higher Education and Not for Profit Tax, Assurance and Consulting practices.
Responsibilities:
- This is a national coverage role.
- Understand key industry service offerings and confidently communicate their application across the Higer Ed and Not For Profit ecosystem to a diverse group of stakeholders.
- Serve as Value Architect™ and enable/facilitate Value Architect™ behaviors-activities
- Generate a client facing pipeline & manage/lead/participate in client pursuits (i.e., client discovery, presentations, proposal (pursuit) strategy, proposal development).
- Develop a sales plan for the assigned territory and report weekly on progress against that plan to senior management.
- Utilize a broad array of sales techniques and approaches to identify Higher Education and Not for Profit opportunities nationally, consistent with Baker Tilly's core competencies. Approaches may include, but are not limited to, cold-calling, client visits, client entertainment, email campaigns, attendance as conferences/tradeshows and speaking engagements. Has broad latitude for determining approaches that are effective in his/her territory.
- Identify and leverage support needed to fully understand client needs, represent Baker Tilly, and close deals - i.e., technical support for calls, recruiting support, executive support, marketing support.
- Maintain and grow relationships with existing clients by maintaining regular and open communications. Ensure standards of performance are being met by assigned consultants, and satisfaction level of client. Troubleshoot issues should they arise.
- Advise senior management on trends/shifts in Higher Education and Not For Profit IT (i.e. products, tools, pricing, federal requirements) that may impact company's future direction or consulting offerings.
- Negotiate service agreements and statements of work with clients.
- 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.
- Salesforce is a record of the team's level of activity and successes, and is routinely reviewed by senior management. As the company grows, the potential exists for territories to be realigned. Your input into Salesforce is the foundation upon which any successor will begin.
- Provide weekly sales updates to senior management.
- Be a good steward of Baker Tilly financial resources when planning sales trips and entertaining clients (i.e., booking more than one client visit for a trip, obtaining competitive rates for travel by planning in advance).
- Ensure client satisfaction on each and every engagement.
- Maintain knowledge of Baker Tilly's core competencies, consultants and project history to appropriately represent Baker Tilly in communications with clients/prospective clients.
- Follow Higher Education and Not For Profit trends, key clients and prospective clients in the news and social media to identify opportunities and to further develop and maintain overall acumen of the industry tax, assurance and consulting/digital solutions.
- To represent Baker Tilly in sales meetings/conferences/tradeshows/user group meetings.
- To negotiate service agreements and statements of work including pricing structure and hourly rates with clients and prospective clients.
Qualifications: - Bachelor's degree preferred, or equivalent years of experience in lieu of a degree.
- 10+ years of experience in Higher Education and/or Not for Profit focused industries, required
- Experience selling Digital Services to Higher Education and/or Not For Profit focused industries, required
- Understanding of clients operating environments and back-office technologies like CRM, SIS (Student Information System), ERP, HCM, Analytics, etc.
- Experience working with Alliance/Channel partners, preferred
- Strong rolodex of connections in these industries, required
- Experience selling tax, assurance and/or consulting services within Higher Ed and NFP, preferred
- 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 up to 50% as needed
The pay rate range for this job position is $199,990 to $303,310. 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. Baker Tilly offers a comprehensive compensation and benefits package to eligible employees.
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