Business Development Director

3 weeks ago

San Francisco, California, United States RSM US LLP Full time

We are a leading provider of professional services to the middle market globally, instilling confidence in a world of change and empowering our clients and people to realize their full potential.

Our exceptional people are the key to our unrivaled, inclusive culture and talent experience, enabling us to be compelling to our clients.

You'll find an environment that inspires and empowers you to thrive both personally and professionally, with a dynamic team that values innovation and collaboration.

RSM US LLP is seeking a seasoned Business Development Director to join our growing team in the Bay Area market of California, driving growth of the firm's professional services within the Life Sciences industry segments across the Silicon Valley market.

The Business Development Director will lead all aspects of the sales process, including systematic prospect targeting, development of opportunity-specific sales strategy, and selection of pursuit teams and 'quarterbacking' the entire sales process.

This individual will build and maintain strong sales pipelines and forecasts associated with substantiated opportunities, prepare and facilitate presentations/proposals, and close sales and finalize agreements with customers.

The Business Development Director will work closely with various firm industry and line of business leaders in co-leading growth efforts through direct prospecting, networking, attendance, and participation with various industry and professional groups and networking associations.

Responsibilities:

  • Sourcing and qualifying opportunities with companies currently not served by the firm.
  • Executing the sales plan and process, including coordination of all necessary internal and external resources to best position the firm to secure the business.
  • Actively working networking contacts, professional affiliations, industry groups, and related Centers of Influence.
  • Working with industry team leaders to effectively and efficiently identify/target key companies within the industry teams they support.
  • Supporting Partners, Principals, Directors, and Senior Managers in cross-selling additional services to existing clients where appropriate.
  • Working closely with local and national marketing resources to develop effective, targeted go-to-market plans for the industry teams they support.
  • Working closely with National Sales Organization management to provide ongoing, current feedback relative to market opportunities.

Basic Qualifications:

  • Bachelor's degree preferred.
  • Minimum of 10+ years of experience with demonstrated success in selling professional services to corporations with revenues ranging from $20 million to over $1 billion.
  • Demonstrated experience leading complex sales processes that involve multiple team members and multiple decision makers (primarily C-suite decision makers).
  • Demonstrated experience working with, and contacts within the middle market, broadly defined as companies with revenues of $20 million to $1 billion.
  • Demonstrated network of COIs (Centers of Influence) to include banking, legal, and other professional services relationships that could be leveraged to identify opportunities within assigned industry groups.
  • Demonstrated expertise to drive a complex, sale cycle from identification through the close of deals.
  • Ability to actively participate in the proposal and Statement of Work creation process.
  • Experience leveraging a CRM tool for report generation and sales tracking.
  • Prior experience leveraging social media technologies for networking purposes.
  • Excellent influence and negotiation skills; strong executive presence and business acumen.
  • Must be motivated and self-disciplined; must possess strong time management skills.
  • Active network of C-level contacts in Silicon Valley and the surrounding markets with technology companies and venture capital investors.
  • Travel is required (local and overnight when appropriate).
  • Exhibit exceptionally strong communication, presentation, analytical, and organizational skills.

Preferred Qualifications:

  • MBA.
  • Demonstrated community involvement and activity with industry associations, civic, and/or non-profit groups.
  • Experience working for large regional or national professional service firms a significant plus.

We offer a competitive benefits and compensation package for all our people, including flexibility in your schedule, empowering you to balance life's demands while maintaining your ability to serve clients.

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