Business Development Director

6 days ago

Sydney, New South Wales, Australia TMF Group Full time
About the Role

The Business Development Director will be responsible for driving commercial growth and expanding the company's market share. This individual will develop and maintain a network of prospects, translate these prospects into clients, and upsell and cross-sell to an existing client portfolio.

Key Responsibilities
  • Develop the business by building new business pipeline, upselling, and cross-selling to existing clients.
  • Identify and optimize sales opportunities using knowledge of the market and competitors, as well as TMF's unique selling proposition and differentiators.
  • Develop and maintain a network of prospects to enable a strong, consistent pipeline for conversion into sales.
  • Utilize effective relationships to maximize opportunities for cross-referrals.
  • Manage the contact-to-contract sales process efficiently and effectively, with transparency.
  • Develop proposals that address clients' needs, concerns, and business objectives.
  • Work as part of a deal team to ensure the best customer experience and response.
  • Participate in large opportunities from initiation to closure and create development plans for large client accounts.
  • Lead the coordination and presentation of multi-jurisdictional sales proposals to international clients.
  • Drive cross-selling opportunities, working with existing clients as they expand into other jurisdictions serviced by TMF.
  • Meet monthly, quarterly, and annual qualified pipeline generation targets.
  • Meet monthly, quarterly, and annual sales targets, aligned with the company's objectives.
Key Requirements
  • Bachelor's degree, preferably in business, sales, marketing, or a related field.
  • Relevant working experience in a commercial environment, or in consulting, accounting, or law firms.
  • Excellent English written and verbal communication skills.
  • Knowledge of a second language would be a benefit.
  • Ability to build strong relationships with clients and intermediaries at all levels.
  • Able to 'solution sell' where the ability to listen to the clients and understand what they really need is more important than a hard sell.
  • Able to manage coordination of complex multi-jurisdictional proposals involving multiple business lines.
  • Self-motivated and able to work both independently and as part of a team.
  • Strong communication, negotiation, and influencing skills.
  • Results-oriented, and able to manage their priorities/workload.
  • Experience working in or with direct sales, pre-sales, and/or enablement in an enterprise software and/or SaaS environment.
  • Regular travel may be required.
  • Strong critical thinking and problem-solving.
  • Proficient in Microsoft Office.
  • Experience in Microsoft Dynamics CRM or Salesforce would be a benefit.

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