Associate Director - Business Development & Strategy - Consulting Firm

Responsibilities -

- Lead and drive the business development and sales activity on focused target accounts creating relationships and originating new opportunities.

- Preparing account, strategy and execution plans. Refresh the account strategy based on market changes and white space analysis for the firm.

- Deploy a clear and consistently applied sales management process to increase new business as well as accelerate speed of capture time by thoroughly understanding the buying process.

- Spend 80% of time engaged in sales and market facing activities. Map the decision-making cycle for each opportunity.

- Assist with proposal development, focusing on the value proposition, key differentiators, and win themes.

- Managing portfolios of enterprise accounts.

- Own the preparation and presentation of comprehensive proposals aimed at pursuing new opportunities with existing clients.

- Analyze various reports to assess business health including pipeline coverage, forecast and achievement vs. pipeline and booking goals.

- Coordinate relationship building activities with appropriate partners, engagement managers, subject-matter professionals, and other personnel on the engagement team(s) in an effort to help ensure they are well advised on important matters.

- Engage in Account Management including Account planning, Client procurement, Meeting follow-up, Pipeline development, Opportunity pursuit, Contract negotiation, Risk management, Proposal and Statement of Work (SOW) development, and Revenue attainment.

- Discussion between client leadership and leadership team to identify their future plans and key areas of collaboration.

- Demonstrate excellence in applying Market EDGE to qualify opportunity and gain insights from win/loss reviews as input to the integrated sales management process.

- Monitoring market segment trends, industry issues, and competitive intelligence.

- Driving the culture of the team to promote compliance with legal, regulatory and internal risk management requirements and ensuring team is up to date with KPMG engagement risk management processes.