The Chief Business Development Officer (CBDO) will work closely with the firm's CEO and service line leaders to accelerate top-line profitable revenue growth by implementing strategies to expand existing service lines and identifying new service lines or business segments that will appeal to existing and future clients. In addition, the CBDO will find opportunities for new business in our local communities by leveraging his or her network of business leaders. The CBDO will assemble teams of practicing advisors to help close the business. The firm will establish measurements and targets based on services lines and key practice areas. The CBDO is responsible for ensuring that the firm's sales and marketing strategies are aligned with the firm's growth strategies.
ESSENTIALDUTIES AND RESPONSIBILITIES:
Strategy: Develops the firm's overall business development and marketing plan, working with the firm' CEO, COO, service line leaders and marketing team.
Collaboration: Works closely with members of the firm at all levels, ensuring that sales, marketing and new business strategies are aligned to safeguard against internal conflict,developing unified goals and regularly assisting with sensitive interpersonal issues.
Sales Management: Leads the sales function of the firm by developing and managing the firm's sales process in coordination with each service line and industry specialty leaders. His/her responsibilities include:
o Sales funnel implementation, management and reporting (process and technology)
o Sales Target (quota) management by practice and colleague
o Lead generation
o Proposal Management
o Deal Closing
Supports: Provides sales support to individual services lines and industry teams. Regularly initiates and/or attends high-value sales opportunities.
Commercial Sponsorships: Leads the strategy and manages the decision process for new and existing commercial sponsorships in coordination with the practice leaders and in alignment with a predefined annual budget
Budgeting and Forecasting:
o Responsible for the elaboration and compliance with the firm's annual business development budget
o Leads the elaboration of the annual top line budget in collaboration with the practice leaders and in coordination with the finance team
o Works in coordination with the Marketing Director for the elaboration of the annual marketing budget
o Leads the monthly and quarterly sales performance reviews with the practice leaders and their teams
o Participates in the monthly and quarterly financial and operational reviews with the COO
Cross-selling: Leads the sales and business development initiatives aimed to Identify services to expand the range and volume of accounting and advisory services to existing clients and works closely with partners to cross-sell those additional services.
Prospecting: Develops"ideal client" profile and implements a variety of strategies to generate new business and prioritizes sales efforts. Personally generates new business leads.
New business opportunities: Benchmarks competitors and stays vigilant of industry trends to identify and develop new revenue-generating services or business segments for existing and prospective clients.
Training/Mentorship: Develops training programs and coaches professionals at all levels in best practice sales tactics and skill enhancement related to business development. Incoordination with Human Resources and Practice Leaders, the CBDO will design a set of progressive programs / curricula according to the seniority and skills of colleagues.
Standardization and Quality Assurance: Ensures innovation and standardization among practices of new business proposals, RFPs and general client engagement material, ensuring that the design and content serve to differentiate the firm from competition and in alignment with the firm's marketing strategy,compliance and risk management policies in place.
Community relations: Builds relationships in the business, civic and charitable community, as well as target industry segments in order to identify opportunities and close new business.
Technology: Implements sales and marketing-related technologies to manage pipeline, improve collaboration and increase sales.
o Leads the gathering of relevant statistical information across the business, conducting analyses, and drafting reports regarding the overall performance of activities undertaken by the business development team.
o Produces business performance analyses,market and competitive analyses, client behavior analyses across the firm and draws practical and actionable insights/solutions that promote informed strategy-formulation and decision-making.
EDUCATION,EXPERIENCE AND SKILLS REQUIRED
Valid Through: 2019-11-7