The Director – Business Development is responsible for the successful execution of the Firm’s business development and client service strategy. The person is responsible for identifying and engaging on strategic opportunities, developing new clients, and identifying new opportunities with existing accounts. The person is expected to rapidly learn and then demonstrate a comprehensive understanding of the Firm’s services, financial drivers and imperatives, and develop and maintain relationships that benefit the firm. The role includes an individual sales contributor target comprising pipeline qualification and sales achievement. Based in New York, this position reports directly to a senior level executive.
Key areas of responsibility include:
Developing new relationships with prospects who are primarily Fortune 1,000 clients, middle market companies in the real estate and private equity sectors, not-for-profit organizations and public sector entities.
Developing and sustaining client relationships through market-facing activities (e.g., industry associations, boards, conferences), meetings, presentations, business networking and/or other business or social events.
Developing client communication strategies/messages, defining customer contact strategies and establishing/managing client call plans.
Supporting client service teams in building relationships with client decision makers and key influencers; shaping opportunities to meet the objectives of client’s procurement policies and guidelines.
Identifying and qualifying specific sales opportunities and effectively transitioning the opportunities to generate, develop, and pursue leads. Focusing on originating profitable deals that can be successfully closed and delivered. Leveraging extensive relationships to identify the “right opportunities”.
Creating strategic and tactical plans to uncover and close a range of revenue projects.
Identifying target clients; Building relationships; Scheduling and conducting business meetings; Identifying and exploring needs, presenting solutions, negotiating terms, and working with Partners to secure profitable engagements.
Driving sales campaigns and ensuring involvement of senior executives to develop winning, compelling and compliant win strategies and proposals.
Developing capture tactics, win strategies, discriminators, competitive analysis, and teaming strategies that balance program risk and reward with minimal supervision.
Maintaining opportunity data in pipeline and sales database.
Understanding and staying current with competitors' strengths and weaknesses in the account as well as growth platform marketplace;
Ability to effectively articulate the Firm’s competitive advantage
Developing and maintaining sales collateral specific to support industry(ies)
Collaborate with the Chief Executive Officer, Service Line Leaders, Market Leaders, Partners and other senior executives to achieve firm business development goals.
Knowledge and Skills Requirements:
Ability to work effectively with senior executives within and outside of the Firm.
Excellent interpersonal, organizational and presentation skills.
Results oriented with excellent communication skills.
Executive presence and comfortable with presenting to audiences of various sizes.
Strong project management skills.