Overview
A global economics consulting firm is looking for a Senior Business Development Manager to join its Boston office.
The Senior Business Development Manager (BDM) works directly with the Managing Group Leader (MGL), Practice Development Manager (PDM), and Group Principals to develop and execute a revenue growth and market visibility plan. The Senior BDM will be embedded in the Securities Group and drive brand and business development initiatives for an active group of consultants in practice areas including but not limited to: Bankruptcy & Restructuring, Securities Class Actions, Tax & Transfer Pricing, Derivatives & Structured Finance, Oil & Gas, and M&A.
Key Responsibilities
- Work with MGL, PDM, and Practice Leaders on developing and implementing annual strategic plans. Utilize market analysis, competitor analysis, and other client insights to inform business plan development and local market strategies
- Monitor the market(s), industry areas the firm operates in, and competitors serving these markets. Use that knowledge to help practice groups and individuals differentiate and be responsive to market needs (i.e. suggest thought leadership opportunities and client-specific offerings)
- Monitor top clients and prospects in the Group and identify opportunities to expand relationships and revenue
- Build and maintain foundational elements for BD (core pitch materials, updated practice group descriptions, standard collateral, bios, experience lists, etc.)
- Support pitches for new work, including researching opportunities, developing custom sales collateral, project managing RFPs, prepping for meetings, and driving follow-up
- Coordinate client and prospect outreach to ensure a unified approach in the market
- Attend practice meetings to provide regular marketing updates and strategic guidance
- Provide coaching support on BD activity and participate in group trainings to educate consultants on best practices for BD. Focus on training the next generation
- Develop relationships within the Group and communicate with consultants regularly to understand their client work and priorities. Know the strengths of the team(s) you support
- Track and report on BD activity and ensure all activity is logged in CRM
- Identify and evaluate opportunities to build the brand of practice groups and individuals in the market (speaking opportunities, sponsorships, conferences, events, media relations, etc.)
- Write submissions for practice and individual rankings and awards
- Collaborate with consultants and Marketing colleagues to advance, produce, and promote thought leadership
- Collaborate with consultants and Marketing colleagues to promote client successes internally and externally
- For newly hired Principals and select expert consultants, develop a client-focused integration plan. Identify clients and prospects who should meet the new lateral and work with Principals to facilitate introductions
- Evolve marketing collateral to reflect new expertise and experience joining the practice
- Drive announcement plan for select new laterals to promote their arrival and work with the Marketing team to run a multi-channel announcement campaign
- Collaborate with PDM to ensure that BD resources (budget) align with BD strategy for the Group. Make recommendations on return on investment for marketing and BD initiatives
- Provide strategic oversight and daily support to the Business Development Specialist, ensuring alignment with marketing and growth objectives
- Lead performance management through clear goal-setting, regular feedback, and formal reviews, while actively coaching and mentoring the Business Development Specialist to enhance skills and support long-term career growth within the marketing and business development function
Skills, Knowledge & Experience
- Bachelor’s degree required
- 10+ years of work experience in business development, ideally in a professional services environment; 3+ years of experience managing people
- Excellent computer literacy, including proficiency in using Microsoft Word, Outlook, Excel and PowerPoint and experience working in CRM systems
- Ability to work in a fast-paced environment with competing time-sensitive deadlines
- Outstanding client service mindset – responsive, proactive, and dedicated to producing the highest quality work product
- Ability to think strategically and execute tactically
- Intellectual curiosity to obtain an understanding of the verticals the firm operates in and how it serves clients
- Excellent communication skills, both written and verbal
- Strong planning, project management, and organizational skills
- Ability to work independently and collaborate as part of a team
- Must display the highest level of diplomacy, tact, and discretion in handling and maintaining confidential information
- 40% in-office expectation and the ability to travel based on the needs of the position
