Business Development Director

5 days ago

Australia TMF Group Full time

About the Role

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.

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 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.
  • 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 sales 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.
  • Adopt 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 '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, very good 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.

What's in it for you?

  • Work with colleagues and clients around the world on interesting and challenging work.
  • We provide internal career opportunities, so you can take your career further within TMF.
  • Continuous development is supported through global learning opportunities from the TMF Business Academy.

Making an impact

  • You'll be helping us to make the world a simpler place to do business for our clients.
  • Through our corporate social responsibility program, you'll also be making a difference in the communities where we work.
  • Strong feedback culture to help build an engaging workplace.
  • Our inclusive work environment allows you to work from our offices around the world, as well as from home, helping you find the right work-life balance to perform at your best.

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