Head of Business Development, Anz

1 week ago

Sydney, Australia TMF Group Full time

**About the role**

Leads and drives the Business Development team in the Market to deliver sales targets by creating and maintaining a healthy pipeline, having an accurate forecast, and embracing core sales processes and discipline.
Coaches and develops the Business Development team members, ensuring their continued personal professional development.

**Key **Responsibilities**
- Owns the Sales Team Target (ACV) of his/her direct reports, driving the Sales Team to achieve it
- Owns the Target for the respective Market (inbound and outbound) (if applicable).
- Accountable of the sales team creating and maintaining a healthy pipeline, with required coverage, pareto and maturity.
- Owns the sales team forecasting process and provides accurate reporting and appropriate visibility to different stakeholders across TMF.
- Ensures appropriate Sales Coaching of team members in adoption of sales processes and disciplines, including Best-foot-forward (known as BFF), Deal Qualification, Buying Vision creation, Roadmap to Close development, CRM updates, Dashboards, etc.).
- Ability to create and maintain meaningful relationships with intermediaries and other business partners.
- Acts as a ‘buddy’ and sparring partner to the Market Head to ensure support of local selling activities.
- Supports the Market with the development of new services or improvement of existing ones by providing feedback to the Market Head, the Heads of Practices, the Regional Head of BD on market developments and client needs.
- Works as a team-player with other Market Heads of BD across the whole sales team to ensure global deals are successfully won.
- Outlines and prepares a sales strategy regarding the local market together with the Regional Head of Business Development.
- Proactively comes up with new ideas and strategies to boost sales in the market.
- Works as a team-player with Heads of Service line / practice and market heads, to ensure that Global initiatives and Strategies are implemented locally.
- Develops his/her team members to grow as professionals.
- Accountable for improving Engagement Scores of his/her Market Sales team members.
- Leads or contributes to hiring and developing talent within his/her team.
- Inspires and reinforces TMF Culture and Values.

**Key Requirements**:

- Relevant experience in similar roles leading a Business development / commercial team.
- Experience in Sales Management and Leading medium to small team of sellers.
- Ability to collaborate and to drive results in a matrix environment; thrives in a fluid environment without the need for rigid structure.
- Excellent client-facing and presentation skills.
- Strong analytical, accuracy and organizational skills.
- Entrepreneurial mindset.
- Familiarity with MS Office Suite.
- Superior written and verbal communication skills in English.

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