nnLocation: Flexiblenn nn The Business Development Director (BDD) develops long-term, high quality business relationships across the US to grow RSM’s professional services delivered to the corporate mergers and acquisitions (M&A) market.
The incumbent is responsible for identifying potential leads through direct prospecting, networking, attendance and participation in industry groups, professional groups, and networking associations.
The BDD develops and manages the pursuit plan for identified leads, leveraging all of the firm’s relationships and resources to meet the business plans of the firm and the needs of the potential client.nn nnPrimary Responsibilities:nn nnIdentify, source and qualify professional services opportunities specific to the corporate M&A market with companies not currently served by RSM, or where RSM does not provide financial advisory or M&A services.
This includes, but is not limited to:Collaborate with business development leadership, local and national marketing, and industry & solution set leaders in establishing strategies and tactics for targeting and pursuitStay abreast of industry, accounting and M&A developmentsGaining competitive market intelligence Cultivate potential leads by establishing Centers of Influence (COI)relationships, participation in networking activities events, industry and professional groups, and cold calling.Manage the team pursuing identified opportunities, including, but not limited to:Research the potential client and opportunityExecute sales plan & processCoordinate internal and external resources across multiple RSM solution sets to best position RSM to secure the businessMentor and coach Partners and Directors through the sales processEnsure communication between all pursuit team membersReport on logging/tracking activities, sales stage process, data updates, forecasting, and competitor intelligence.Conduct Post Mortem calls Drive adoption of the RSM Growth Platform into the TAS National Practices including coaching of External Client Servers and serving as a role model for RSM sales methodology, philosophies, and processes with TAS and other solution sets that support the corporate M&A market. Integrate with local and national marketing, TAS leadership, and Inside Sales to provide feedback on industry trends, support of campaign development, and follow-up on local campaign efforts. nn nnEDUCATIONnn nnBachelor’s degree in sales, marketing, finance, business, economics or equivalent experiencenn nnTECHNICAL SKILLSnn nn Intermediate Microsoft Office skills Demonstrated ability to leverage strong communication skills to lead a department, function or group of individualsnn nnSPECIAL REQUIREMENTS SPECIFIC TO JOBnn nn 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 large companies, broadly defined as companies with more than $500 million in revenues and frequently publicly listedStrong organization and time management skillsnn nnEXPERIENCEnn nn10+ years demonstrated success in selling professional services to corporations with revenues ranging from $20 million to $1 billion+ OR10+ years as an M&A professional with significant knowledge of the deal environment and ability to network with high level decision makersnn nnMANAGEMENTnn nnDemonstrated ability to coach and mentor individuals at all levels of the organization Demonstrated ability to support, effect, and implement changeDemonstrated ability to impact and influence a diverse populationnn nnPREFERRED REQUIREMENTSnn nnDemonstrated experience working with M&A teams within large public companies. Demonstrated community involvement and activity with industry associations, civic and/or non-profit groupsStrong business acumen skillsExperience working for Big Four or other national professional services firmnn