Job Number:
25320
Workplace Type:
On-site
Employment Type:
Full Time Associate
Position Title:
TAT Director, Business Develop
External Description:
JOB SUMMARY:
This position is responsible for acquiring and growing revenue with new and existing clients by developing business at target companies and by growing the local market across Tatum’s lines of business. This position will also cultivate and grow existing client relationships, and develop a portfolio of annuity clients.
RESPONSIBILITIES:
Gross Profit/Revenue Responsibility:
- Personal revenue and Gross Profit quota responsibility. On average the individual will be responsible for managing $2M in revenue annually, at 37.5% GM netting $750k+ in Gross Profit.
Direct Work Involvement/Complexity:
- Build relationships with key executives and referral sources to generate, develop, and pursue leads and close sales.
- Play a leadership role in pursuits and revenue generation at target companies including qualifying leads, leading discovery meetings, preparing and presenting proposals, matching Tatum talent with client requirements, pricing and negotiating contract terms, ensuring engagement contracts are properly executed, and ensuring smooth start-up of new client engagements.
- Understand Randstad’s business offerings and seeks appropriate opportunities to expand business within each client. Participate in, develop, and/or implement local market sales campaigns in partnership with the Office Managing Partner, internal or external business development resources and/or Tatum Marketing.
- Support office team goals by participating in business strategy and marketing meetings, sales meetings – including the discussion of sales pipeline, talent pipeline, and current sales performance versus goals and metrics.
- Ensure key sales activity is entered into SalesForce.com in a timely, accurate manner; ensure timely collection of receivables for assigned relationship clients.
- Cultivate and expand an existing client portfolio. Build long term relationships with mid-level size market clients, partnering with them on their initiatives, projects, goals and objectives.
- Represent Tatum as an active participant in professional and community associations.
Liaison:
- Represents the organizational unit as prime internal or customer contact. Conducts briefings and technical meetings for top management and customer representatives. May interact with equivalent level inter-organizational managers concerning matters of significance to the company.
- Partners with Office Managing Partners and Talent Management Partners in project staffing activities including determining CFO / CIO/ Consultant “matches” for open client engagements.
- Represents Tatum in professional and community organizations.
EDUCATION:
- Bachelor’s degree in related field required; accounting or finance preferred
- MBA or additional degree is a plus, as is CPA certification
EXPERIENCE:
- 5-10 years of relevant business development and client management experience required. Client management experience in related Big 4, or consulting in the area of Accounting, Finance and Audit or Information management/Technology. Prior success in selling professional services, networking and generating leads as a business developer.
- Strong professional network in the local area
SKILLS REQUIRED:
- Proven track record of building relationships with C-level executives, management and financial/technology decision makers at target companies and referral sources, generating leads and developing business
- Ability to target companies for meetings and obtain meetings with little or no assistance
- Understanding and experience in using industry lead generation tools ( LinkedIn, CRM, etc.)
- Successful relationship management
- Proven, consistent track record of delivering $1-3 million in revenue per year
- Success in playing the lead role in sales pursuits – working effectively with internal business development teams, describing and documenting client requirements, delivering proposals, communicating proposals, presenting to C-level executives, and negotiating engagement terms with clients
- Demonstrated experience in managing complex accounts or projects; in executing processes to help ensure client and stakeholder objectives are met
- Entrepreneurial spirit – driven to achieve personal and company goals
- Strong communication skills including the ability to articulate via the phone and in person
- Ability to negotiate and influence others
- Understanding and experience in cold calling
- Adaptable and flexible to change and appreciates sense of urgency in completing tasks
- A team player with strong soft skills. Ability to collaborate and support team effectively
- Strong management skills based on several years of experience, including people development and team building
- Proficient with Microsoft Office tools including Word, Excel, and PowerPoint
Equal Opportunity Employer: Minorities/Women/Veterans/Disabled.
Equal Opportunity Employer: Race, Color, Religion, Sex, Sexual Orientation, Gender Identity, National Origin, Age, Genetic Information, Disability, Protected Veteran Status, or any other legally protected group status.
City:
State:
Community / Marketing Title:
Director of Business Development
Company Profile:
EEO Employer Verbiage:
EEO Employer Verbiage Displays here
Location_formattedLocationLong:
Irvine, California US