The Directorof Salesand Business Developmentwill collaborate withother Directors in the MSCleadershipto align on the overall MSC strategyanddeliver a consistentpeopleexperienceensuringthe function’s processes are appropriatelyapplied.They will also oversee the skills development programmefor their part of the function,workinginternally and externally toestablishexcellencein their area of expertise. 

In this challenging and rewarding role youwill also:

Strategy & Vision:

• Define and implement a comprehensive vision and strategyfor thesales and business development community,supporting MSC’s overall strategy,to develop professional sales skillsfocusedonacomprehensiveunderstanding of the sales cycle

• Design and execute askills development programme to provide the BDO business with capabilities that can be deployed in the right place, with the right skills, at the right time

• Create a culture of client centricity, speed to market andcommercialism whilst fostering an environment which is collaborative,highenergyand high impact

• Identifyfuture sales requirements in the function,andacross the wider practicetobothmeettheneedsand expectations of our customersandretaina competitive advantage in the market

Firmwide Business Development Capabilities

• Own the firm’s salesmethodology, toensure it is updatedto reflect the latestsellingtrends andskillsthatshowcase“best practice”.Also ensure people in the capability are expertsat understandingthemethodology, that they are using it,andable tocoach others

• Engage with the business toidentifyand address skills gaps in the businessand ensure there is a consistencyof implementation of thesales processes-and the right behavioursadoptedto apply them

• Assess key behavioursacross key business developmentactivities associated with finding work, winningworkand growingrelationships to build tools and guideswhichdrive more consistencyand improve the mindset,skillsetand toolsetof practice staffacross the salescycle

Data Analysis &SalesPerformance:

• Collaborate with other parts of MSC and the wider business to understand pipeline metricsand trendstoidentifysales/business developmentopportunities for the business and the MSC function

• Establish key performance indicators and metrics to measure performanceof teams and individualsacross the sales cycle. Whereappropriate,establishprinciples through whichresources can be deployed intovarious practice areas andprogrammesacross BDO

• Report to senior stakeholders on KPIs todemonstratevalue and impact across the sales cycleofthe people working in MSC

Team Leadership & Development:

• Leading from the front, building, leading, and developinga high-performingsalesteam by providing coaching(skills development), filling gaps where neededandnurturing talent

• Ensure that policies, procedures, and processes are clearly defined, documented, and adhered to, promoting operational efficiency and data accuracyacrossthe capability

• Work with the HR function and MSC leadership to ensure performance management issues are appropriately addresses across MSC in a consistent andtimelymanner

• As a member of the MSC leadership team,collaborate with colleaguesand/orleadon a wide range of MSC-specificand firmwideactivities

• Engage with colleaguesintheglobalBDO networkin similar rolesto drive consistency and collaboration across the wider business 

Technology Management:

• UtilisetheMSCtechnology stacksupporting sales and business development, ensuring it ismaintained, optimised, and customisedas necessary

• Identifyopportunities to simplify and improve systems and processes, avoiding unnecessary complexity and customisation

• Working with the Operations Director, horizon scanopportunitiesfor newpotentialtechnology platformsfor future considerationby the function and/or the wider firm

Collaboration:

• Work closelythe other capability Directors to alignMSCactivities across the firm’s Gold Programmes and to ensure aseamless transition between sales and marketing activities

• Collaborate with other Central Operationsteams and workstreamstoconnectprocessesfor winning workto provide a frictionless experience for the business

Risk, People& Compliance Management:

• Ensure compliance with relevant regulatory requirements and industry standards, proactivelyidentifyingand mitigating operational risks

• Work with the HR function and MSC leadership to ensure performance management issues are appropriatelyaddressedin a consistent andtimelymanner

You’llbe someone with:

• Proven experience indirect sales, and/or sales enablement, with significant experience in aseniormanagement roleleading large teams covering theend-to-endsales cyclewithin the professional servicessector

• Experienceinevaluating,enhancingand delivering sales methodologiesand trainingwithinaprofessional servicesenvironment 

• Astrategicsalesbackground,witha proventrack recordof leadingand transforming sales/BD teamsacrossAccount Management, Lead Generation,Bids & Proposals

• Strong analytical, organisational, and project management skillswith attention to detail 

• Afocus on client-centricity, commercial decision making and a “can-do” attitude

• Excellent communication skills, both verbal and written, with the ability to influence cross-functional teams and senior leadership

• Ability to multitask, prioritise, and thrive in a fast-paced environment

• Experienceof usingCRM platforms,includingMicrosoftDynamics and other technology sales enablement toolsto drive data-driven salesdecisions

• Ability tobuild senior internal relationships andmanage external partners and vendors

• Strong leadershipskills,with the energy,motivationand leadershipto build and transform a “best in class” sales functionwhich contributes directly to top line revenue

You’llbe able to be yourself;we’llrecognise and value you for who you are and celebrate and reward your contributions to the business.We’recommitted to agile working, and we offer every colleague the opportunity to work in ways that suit you, your teams, and the task at hand.