Business Development Director

2 weeks ago

Sydney, New South Wales, Australia TMF Group Full time

About TMF Group

We are a leading provider of critical administrative services, helping clients invest and operate safely around the world. Our experts serve corporates, financial institutions, asset managers, private clients and family offices, providing accounting, tax, payroll, fund administration, compliance and entity management services essential to global business success.

The Business Development Director is responsible for creating and closing sales opportunities, bringing in new Regional and Global business to TMF and expanding the company's market share.

This individual will develop and maintain a network of prospects, and translate these prospects into clients, while also upselling and cross selling to an existing client portfolio. He / She will also develop and maintain a network of intermediaries within his/her Region.

The commercial focus of the role is to bring in new business for TMF Group's portfolio of services, including HR & Payroll; Global Entity Management; Accounting & Tax; and Trust and Corporate Services.

Key responsibilities

  • Develop the business by building new business pipeline, along with upselling and cross-selling to existing clients.
  • Identify and optimize sales opportunities, using knowledge of the market and competitors, together with TMF's unique selling proposition and differentiators.
  • Develop strategic relationships with Clients and build pipeline to grow the business with them.
  • Develop and maintain a network of prospects that will enable a strong, consistent pipeline for conversion into sales.
  • Utilize effective relationships to maximize opportunities for cross referrals (including intermediaries).
  • 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. Including deal sharing across different sales teams (markets and regions) to increase the chance of winning the deal while learning from others during the process.
  • Leverage input from other internal teams to maximize overall deal value to the business.
  • 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 sale ́s targets, aligned with the company's objectives.
  • Contribute to the development of the sales team, boosting overall productivity and effectiveness, and improving conversion rates.
  • Work with leadership to implement best practice and create strategies for sales process improvement based on market research and/or competitor analysis.
  • Adopte and maintain TMF sales processes and systems as part of his / her daily job (including CRM weekly maintenance, data accuracy, sales forecasting process, proposal building tool, deal qualification tool, sales dashboards, etc.).

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.
  • Ideal candidate will have a solid network within the industry, and an interest in our portfolio of services.
  • Able to

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