Head of Business Development (Strategic)

Role Description

We are searching for a 'Head of Business Development' for the worlds most powerful professional services brand. The role will work with Senior leaders (Partner level) to develop and implement a sales capability programme central to achieving the firms projected growth. The role owns 'bids and tenders', programmes such as the alumni program, the newly established 'Key Account' team and works collaboratively with the Marketing Director in establishing strategy. There is huge 'buy-in' for the role and there is scope for the successful candidate to put their shape on things.  

Key Responsibilities

  • Work with the other members of the BD&M Leadership team and other senior business stakeholders to develop and shape growth strategy and agree priority focus areas.  
  • Oversee the planning and successful delivery of all key BD programmes and activities: key account management and development, pipeline management, opportunity development and conversion, competitive proposals and key buyer programmes
  • Work collaboratively with other relevant internal and external specialists in areas such as design, copywriting, client feedback and market insights to deliver best practice support to competitive bid teams from a broader BD&M perspective. Oversee the quality of content produced by this network on BD projects and activities.  
  • Provide practical support, advice and coaching to Business Unit partners and teams in developing and embedding best practices around identification, development and conversion of new business opportunities and pipeline management.
  • Manage the provision of business development skills training including the firm wide rollout and adoption of a sales methodology
  • Regularly share insights and best practices with internal stakeholders across all areas of the business to ensure learnings and best in class activities are understood and followed.
  • Ensure full integration and collaboration of BD plans and activities with best-in-class processes and high levels of operational excellence and efficiency.
  • Analyse and report on the performance and ROI of all BD activities and assess against an agreed set of KPIs and metrics
  • Lead and develop a team of BD professionals. Proactively develop talent, career and succession plans to grow the talent base and increase engagement and impact.

The Person

  • Bachelor’s Degree in Business, Sales, Marketing or professional equivalent.    
  • 10+ years’ demonstrable experience in leading Business Development or Sales teams in a B2B or financial services environment.
  • Experience of working with senior stakeholders to develop and deliver their growth strategy and in aligning the focus, plans and activities of the BD team to meet it.
  • Track record in providing end-to-end business development support to teams in all aspects of business development including pipeline management, opportunity development and conversion, account development and competitive proposals.
  • Demonstrated experience in leading and developing high performing teams with excellent levels of engagement and collaboration working in a fast-paced environment.
  • Clear understanding of the service offerings, culture, challenges and growth opportunities impacting professional services firms in Ireland.
  • Excellent understanding of all aspects of winning business and growing top accounts in a professional services context.  
  • Strong commercial and strategic decision-making skills and driven to deliver excellent client service. Excellent people, communication and relationship-building skills with track record of driving high performing, collaborative and engaged teams.
  • Proactive, results focused and capable of managing multiple projects and people to consistently deliver to tight deadlines.
  • Credibility and presence to engage with, challenge and influence senior stakeholders.  
  • Commercial curiosity is critical for this role. Must be willing to invest time understanding and exploring the tax, assurance and advisory issues facing our clients.   
  • Highly collaborative and team-orientated with an equal focus on client/customer experience and people engagement across the team. 
  • Open to new ideas and proactive in driving change and improvement towards best practice. 
  • A positive ‘can do’ attitude. Driven, resilient and determined to meet challenges head on.
  • Strong attention to detail and a passion for high quality work.

 

Forward your CV to paul.kingston@cpl.ie to start a discrete conversation. 

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