Regional Business Development Leader Regional Business Development Leader …

in Chicago, IL, United States
Permanent, Full time
Last application, 15 Sep 20
in Chicago, IL, United States
Permanent, Full time
Last application, 15 Sep 20
Regional Business Development Leader
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The Regional Business Development Leader is responsible for driving business developer (BD) performance in a regional market. As such, this position carries a regional revenue target. Individuals in this role will have responsibility for the management of 5 -30 sales resources in the region. In addition, this role is a standing member of the National Sales Leadership team and may involve participation on other regional leadership teams.
This position is responsible for ensuring alignment of the regional sales team’s efforts, in collaboration with the Regional Market Leader (RML) and National Sales Leader (NSL). Leading by example, the position is responsible for mentoring world-class sales competencies among sales professionals. The position requires an ability to diagnose sales performance issues and define gap-closing actions; ensure timely input and reporting of sales data; producing accurate monthly sales forecasts; developing coverage and selling strategies aligned to business objectives; building teamwork among BDs and other functional groups; and providing input that assists high-level management judgments and decisions within the region and National Sales Organization (NSO).

Job Duties

1. Regional Sales Team Management (95%)

Sales Management (50%)

• Coaches BDs on territory planning and pipeline management, including forecasting and activity reporting, productivity improvements, selling strategies, and regional integration
• Works in conjunction with the National Inside Sales Leader and regional leadership to integrate and align inside sales efforts to the priorities of the regional practices
• Conducts periodic BD performance reviews; defines needs for additional training and development; implements Performance Improvement Programs for under-performing BD; termination of those sales resources that are deemed warranted and agreed to by the NSL and RML
• Works with regional leadership and NSL to set the annual targets for sales professionals in their region
• Works with regional leadership and NSL to ensure cost-of-sale benchmarks are achieved (quarterly)
• Adheres and holds others accountable for all quality, compliance and risk management policies and procedures.
• Leads the process to hire and assess new BD candidates
• Participates in the on-boarding and integration of new BD hires, in conjunction with NSO
• Motivates and develops a high performing regional Business Development organization - Creates a people environment of trust, teamwork, empowerment, and entrepreneurship through quality communication, relationships, coaching and mentoring strategies for retention
• Leads efforts to increase the overall quality of regional BD personnel, partnering with HR and NSO in the areas of recruitment, development and retention of quality talent, and implementation of goals and performance metrics
Sales Coverage Model and Integration (20%)
• Understands the buying process; assesses market conditions and trends in buyer/competitor behaviors, and translates assessments into recommendations that positively impact development and execution of regional growth strategies
• Leads development of the regional sales coverage model and sales staffing levels to ensure territories and selling efforts align with regional strategies and tactical plans for industries, market segments, and lines of business
• Champions the role of the sales professional across the region; promotes ongoing integration of sales professionals in pursuit of high-potential targets
• Builds integration between the Sales and Marketing functions; works directly with the Regional Marketing Leader to define effective sales support/tools and lead generation programs
• Works with LOB and industry leaders on integration of business developers at pursuit level and growth/industry team level

Sales Process (20%)

• Advocates and leads the adoption of the RSM Sales Roadmap through coaching and direct use; helps instill a benchmark sales culture that ultimately differentiates RSM in the buying experience
• Captures and transfers innovative sales best practices across the region
• Sets the highest personal standard for driving quality in all areas of business development
National Responsibilities (5%)
• Shares best practices employed in region with peer group and national resources
• Shares competitive intelligence learned through BD team and win/loss that may be employed by larger group of sales professionals
• Provides field-level feedback on retention and attraction of talent
• Provides input on national programs designed for business development (i.e., compensation, training, etc.)

2. Other Duties as assigned (5%)

Minimum Qualifications


• Bachelor’s Degree in sales, marketing, technology, finance, accounting, business, or economics
• Minimum 15 years of professional services sales experience, 6 of which must be at the management level
• Broad-based experience successfully representing the full portfolio of services offered by professional services fir

Technical Skills:

• Proven sales management skills
• Strategic Planning Skills
• Excellent written and verbal skills
Special Requirements Specific to Job:
• Work experience in a professional services environment; public accounting and/or consulting firm experience necessary
• Demonstrated ability to direct the activities of a geographically-disperse sales team to achieve regional sales objectives/goals
• Demonstrated ability to participate in regional strategic planning as it relates to sales resources alignment, deployment, and staffing needs

Leadership Skills:

• Demonstrated personnel management experience, including hiring,
• Ability to effectively/objectively assess performance of team members and take necessary actions
• Ability to clearly, concisely communicate expectations to team members and holds shared accountability for the results
• Demonstrated Ability to achieve personal and team revenue production targets
• Ability to prioritize and manage multiple priorities simultaneously
• Demonstrated ability to align diverse sales resources to achieve stated revenue goals in assigned region industry, and/or market

Preferred Qualifications

• Prior sales management experience with teams of at least 7-10 people
• Strong business acumen skills
• Experience working for Big Four or other national professional services firm

You want your next step to be the right one. You've worked hard to get where you are today. And now you're ready to use your unique skills, talents and personality to achieve great things. RSM is a place where you are valued as an individual, mentored as a future leader, and recognized for your accomplishments and potential. Working directly with clients, key decision makers and business owners across various industries and geographies, you'll move quickly along the learning curve and our clients will benefit from your fresh perspective.

Experience RSM US. Experience the power of being understood.

RSM is an equal opportunity/affirmative action employer. Minorities/Females/Disabled/Veterans.

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