Business Development Director

Description:

RSM is looking for a dynamic Business Development Director to drive growth in our Mid-Atlantic market by selling Audit / Tax / Consulting services to new clients in the Technology, Media, & Telecommunications (TMT) and Industrial/Consumer Products industries (IP/CP). The Business Development Director will be responsible for driving growth of the firm's three primary functional areas, Audit, Tax, and Consulting services. RSM professional services sold include - Tax and Audit annuity contracts, Fund Administration, Technical Accounting Consulting, Financial and Accounting Outsourcing, Valuation, Risk/Internal Audit, SOC/Sarbanes-Oxley Section 404, Information Technology/System Selection, Cost Auditing and Cost Segregation.

The Business Development Director is responsible for leading 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 to substantiated opportunities, prepare and facilitate presentations/proposals as well as 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.

The successful candidate will have all the resources needed to be set up for success for this exciting career opportunity that provides a competitive base salary along with a lucrative, uncapped incentive compensation plan. We are looking for a candidate that has a proven track record in selling professional services and has an active network in the industrial products / consumer products industry.

Responsibilities

Sourcing and qualifying opportunities with companies currently not served by the firm.
Responsible for 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 work networking contacts, professional affiliations, industry groups and related Centers of Influence.
Work with industry team leaders to effectively and efficiently identify/target key companies within the industry teams they support.
Support Partners, Principals, Directors and Senior Managers in cross-selling additional services to existing clients where appropriate.
Work closely with local and national marketing resources to develop effective, targeted go-to-market plans for the industry teams they support.
Work closely with National Sales Organization management to provide ongoing, current feedback relative to market opportunities.
 Build and maintain strong sales pipelines and forecasts associated to substantiated opportunities related to industry and line of business opportunities and other applicable and tangential services. 
Interact with professional staff to collaboratively address the needs of the marketplace in a coordinated fashion 
Prepare and facilitate presentations, proposals 
Close sales, and finalize agreements with clients 
Identify and lead a coordinated, cross functional team to pursue all aspects of potential market opportunities or perform these functions in collaboration when necessary 
Identify and leverage key industry and technical resources to deploy on new opportunities 
Work collaboratively with other RSM professional to deliver the full power of RSM 

Required Qualifications

Bachelor's Degree or equivalent experience. 
Minimum of 7+ years of experience with demonstrated success in selling professional services to corporations within the middle market, with revenues ranging from $20 million to over $1 billion 
Demonstrated experience working with a variety of industries – must be capable of orchestrating a team of industry, functional, and technical experts to craft a compelling solution for a variety of clients. 
Demonstrated expertise to drive a complex, sale cycle from identification through the close of deals 
Demonstrated experience leading complex sales processes that involve multiple team members and multiple decision makers (primarily C-suite decision makers). 
Demonstrated network of COI's (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. 
Ability to actively participate in the proposal and Statement of Work creation process. 
Excellent influence and negotiation skills; strong executive presence and business acumen. 
Must be motivated and self-disciplined; must possess strong time management skills.