Top Echelon Network
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Job Location: San Jose, CA
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Director Business Development
Progressive, well established regional CPA firm offers an exceptional career opportunity for a Director of Business Development. This position supports a number of Practice areas to assist in the revenue growth of the firm, such as:
ERMS
Tax
Business Valuation
Audit and Assurance.
The Business Development Director needs to generate revenue and assist departments in the execution of their unique marketing plans. Techniques include:
Generating revenue by leveraging existing networks and referrals that allows the firm to gain entry into companies where we have not been previously.
Lead generation for possible sales through cold calling activities.
Assessments of marketing opportunities and target markets.
Intelligence gathering on potential clients and competitors.
Assistance with marketing plans for each department.
In addition to the above, this position requires attention to exploiting the business and market conditions opportunities that are presented to this individual and or the firm. Making the firm successful is reliant on good knowledge of best practice and solutions in the marketplace. This person must work closely with designated practice leaders to understand current market trends, solutions, and specific strategies for growth.
The Director of Business Development must have considerable sales experience (minimum 10+ years) in working with professional services firms, be an organized and strong negotiator in setting up meetings, and be aware of and responsive to economic and market trends, and regulatory policies.
The Director of Business Development will work to expand the firms market reach and revenues. To achieve this, the business development professional must identify new markets and attract new clients.
The Director of Business Development has to research new business opportunities, identifies likely buyer of services, assists in the development of sales strategies, and could potentially undertakes presentations and meetings.
Responsibilities:
v Utilizes existing networks, contacts, and referrals to generate revenue.
v Assist Partners in establishing pursuit plans and can assist in the execution in the beginning, end, or the entire life cycle of the pursuit.
v Document sales activities in CRM tool daily.
v Establish meetings for firms subject matter experts.
v Conduct market research prior to establishing an execution plan and continue gathering information throughout the life of the business.
v Network with other business people; establish a support group.
v Attend workshops, trade shows, and seminars to keep up-to-date on changes in the industry when necessary
v Adopt a team approach; work with others in pursuing common pursuits.
v Understand the skills and qualities that the subject matter experts bring to your business.
v Develop a situation analysis of the firms services including its strengths, weaknesses, opportunities and threats to assist in the development of a strategic plan for the future of the business based on their feedback in executing their job.
v Investigate the economic conditions surrounding business activity such as industry trends and competition.
v Work closely with the Marketing department in understanding the firms brand experience and marketing messages.
Key Metrics
Must close $500K of work from his/her own contacts that were established prior to joining the firm for the first year.
Must close 500K of leads that are provided to you by firm employees and Partners for the first year.
Assist in closing leads already generated by partners of $500K.
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