Director of Business Development

Overview: Primary responsibilities are to grow revenue through the development of long-term client relationships, enhance Hudson?s profitability and develop local market awareness of our services.  The DBD role is fast paced and performed in a change-oriented, fast growth environment.  Solid business acumen is essential.

 

The successful candidate will be comfortable collaboratively selling as part of a team to assess and resolve client needs.  Sales teams include technical experts who also support delivery of our solutions/services.  The ability to partner with our experts to advance client relationships and sales opportunities will be critical to one?s success.

 

The role of the DBD is also entrepreneurial in nature, requiring creativity as well as solid leadership and, strong business and analytical skills. To be effective in this consultative sales position, the DBD must be an exceptional listener and use problem-solving skills to uncover the full range of client needs and ensure clients are satisfied with their relationship with Hudson.  The individual must be professional and ethical in the way s/he interacts with clients, consultant community and staff.

 

Desired Background:
Minimum of 3, or ideally 5+ years consultative sales and account planning experience in the ?Big Four? or with a professional services, mgmt consulting firm
Ideally experience selling or supporting the sale of A&F solutions, consulting services of a ?Big Four? firm 
Team selling experience collaboratively with technical experts to advance a sale
Extensive professional network in one?s local market including senior and executive level contacts
Has consistently met and exceeded sales goals
Knowledge of consultative selling methodology and related techniques
Solid knowledge of the major industries within the local market
Successfully developed long-term client relationships
Experience selling for a start-up or an organization experiencing rapid growth a plus
A plus if experience delivering A&F related services and/or carries an industry related certification: CPA, CIA, CISA, etc

 

Meta-competencies:
Interpersonal
Actively listening
Collaborative
Ethical
Flexibility
Perseverance
Professionalism
Relationship building/Team player
Analytical
Presentation/communication skills
Innovative
Negotiating
Priority Setting
Problem solving
Time mgmt
Drive
Action oriented
Client focus
Direct as required
Goal oriented
Multi-tasking
Resourcefulness

 

Global Responsibilities:
Develop relationships with professional associations ? IIA, FEI, FENG - which can be leveraged at the local and national level
Communicate with mgmt status of sales efforts, issues, obstacles and ideas to improve sales and operational performance, expand market awareness
Develop a general knowledge of IA, IT audit/risk, ERM, tax and other accounting related issues affecting clients and Hudson related services
Serve as a client advocate and business resource
Support office?s market awareness, networking activities
Share insights and communicate best practices to sales team and Financial Solutions sales leadership
Manage business on a personal and ethical level
Support Hudson?s vision and models its values

 

Sales/Client Relationship Responsibilities:
Lead business development and client mgmt/outreach efforts within territory including initiating calls to prospective clients, conducting client meetings to uncover opportunities and expand relationships.
Organize and prioritize client targets and complete account planning for top 5 to 10. 
Involve LPD in acct planning, pursuit of sales as appropriate, monitoring of engagement
Qualify client opportunities to determine need and appropriateness of involving other members of sales team to advance sale, relationship
Sell services related to the Business Risk practice, tax,  cash management, and other core A&F initiatives
Set pricing based on scope, duration and skills required, and ensure is competitive while achieving GM target
Prepare and deliver proposals that address a client?s business issue. 
Ensure compliance with Hudson policies and procedures in the development of contacts, commitments
Working with project manager, facilitate engagement kick-off meetings, client status meetings, and engagement wrap up sessions as appropriate
Monitor management and delivery of engagements sold to ensure client satisfaction 
Collaborate with other offices on larger, regional/national sales opportunities

 

Office Responsibilities:

? Communicate with office team regarding proposals, engagements or client changes

? Prepare required sales reports, including pipeline, expense and activity summaries

? Assist in ensuring client?s bills are paid promptly

? Participate in office mgmt, training and consultant loyalty related meetings/events

? Participate in the recruitment of staff, especially consultants

? Assist in orientation and on-going development of staff

Contact:

This position offers attractive earnings potential including a base salary plus monthly commissions. In addition, we offer a Fortune 500 benefits package, great advancement opportunities and unlimited potential. For immediate and confidential consideration, please e-mail your resume to