Job Information
BDO USA, LLP Business Development Director in Cleveland, Ohio
Job Summary: Under the direction of the Regional Business Development Director (RBDD), and in collaboration with the Office Managing Principals (OMPs), RMPs) and the Chief Business Development Officer, the Business Development Director is 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 is responsible, along with their OMPs and local principals for setting local office and/or industry business development strategy and development of the office level business plan. Job Duties: Develops and executes office/industry business development plan in conjunction with the Office Managing Principals (OMPs), industry leaders, principals and assigned (RBDD) by: Working with the (OMPs) and Industry Leaders to segment office-specific target markets and target clients in alignment with business line and industry guidelines, where available; and Identifying marketing and business development activities needed to drive opportunities and defining cross-selling and key account programs for their office, and Formal development of the office level or industry business plan in alignment with the Firm's strategy Collaborates with principals on all Business Development plans and activities Facilitates quarterly meeting with (OMPs) to design, implement and report on the BD plan Sends business development plan, goals and progress report to RBDD Upon completion of the prospect targeting onboarding program, generates opportunities with targeted prospects through agreed upon lead generation activities including cold calling, telemarketing campaigns, direct mail and e-mail campaigns, web seminars/seminars, business community outreach, networking, sponsorships referral development, and other lead generation programs as defined in the office/industry business development plan Monitors and reports on the results of all lead generation programs for assigned office/industry Leverages national marketing and sales programs as available and follows available consistency guidelines, including telemarketing processes, lead generation activities, firm brochures, proposal templates and pipeline reports and processes Qualifies opportunities and builds relationships with key executives and stakeholders in support of the growth of the office business lines and industries Participates in the sales and proposal processes, as needed, including developing and managing the pursuit strategy, planning for and attending, when appropriate, pursuit meetings with mid-to-senior level financial executives, and providing proposal/presentation strategy and support Understands how to work with BDO's sales channels - for example with Alliance Firms and coordinates with International firms as appropriate on opportunities as they arise Produces a pursuit/pipeline report for assigned office and reviews the pursuit/pipeline report with the RBDD monthly and (OMPs) a minimum of quarterly Facilitates a monthly sales pipeline meeting in assigned office/industry with the (OMPs) and principals who have current sales opportunities Develops and executes "go to market" strategy according to agreed upon plan and collaborates with client service professionals to help ensure sales success Contributes business development thought leadership, tools and resources to the broader national Business Development Services community May facilitate annual principal's Business Development meeting Promotes use of CRM as an integral part of the Business Development process by setting an example as a proficient user Implements and maintains industry group programs as defined for the market Participates in key account management programs as defined by the office Business Developmen