Senior Director of Business Development

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About TMF Group

TMF Group is a leading provider of administrative services, helping clients invest and operate safely around the world. As we’re a global company with 11,000 colleagues based in over 125 offices across 87 jurisdictions, we actively seek out people with the talent and potential to flourish at TMF Group, whatever their background, and offer job opportunities to the broadest spectrum of people. Once on board we nurture and promote talented individuals, making sure that senior positions are open to all.

Discover the Role

The Business Development Senior Director is responsible for creating and closing sales opportunities, bringing in new business to TMF and expanding the company’s market share. This individual will develop and maintain a network of prospects, and translate these prospects into clients, while also upselling and cross selling to an existing client portfolio. You will also develop and maintain a network of intermediaries within his/her Region

The commercial focus of the role is to bring in new business for TMF Group’s portfolio of services, including HR & Payroll; Global Entity Management; Accounting & Tax; and Trust and Corporate Services.

Key Responsibilities

• Develop the business by building new global and/or regional business pipeline, as along with upselling and cross-selling to existing clients.
• Identify and optimize sales opportunities, using knowledge of the market and competitors, together with TMF’s unique selling proposition and differentiators.
• If assigned to the OneWorld selected clients, they will be accountable for account planning development and execution; to develop strategic relationships with the Client and build pipeline to grow the business with them.
• Develop and maintain a network of intermediaries that will enable a strong and consistent pipeline for conversion into sales.
• Utilize effective relationships to maximize opportunities for cross referrals.
• Manage the contact to contract sales process efficiently and effectively, with transparency.
• Develop proposals that address clients’ needs, concerns, and business objectives.
• Leads the deal team to ensure the best customer experience and response.
• Leverage input from other internal teams to maximize overall deal value to the business.
• Act as the Deal Lead for large opportunities, from initiation to closure, and create development plans for large client accounts.
• Lead the coordination and presentation of multi-jurisdictional sales proposals to international clients.
• Drive cross-selling opportunities, working with existing clients as they expand into other jurisdictions serviced by TMF.
• Meet monthly, quarterly, and annual qualified pipeline generation targets.
• Meet monthly, quarterly, and annual sale´s targets, aligned with the company’s objectives.
• Contribute to the development of the sales team, boosting overall productivity and effectiveness, and improving conversion rates.
• Acts as a coach for other sellers.
• Work with leadership to implement best practice and create strategies for sales process improvement based on market research and/or competitor analysis.
• Adopt and maintain TMF sales processes and systems as part of his / her daily job (including CRM weekly maintenance, data accuracy, sales forecasting process, proposal building tool, deal qualification tool, sales dashboards, etc.).
• Inspires and reinforces TMF Culture and Values.

Key Requirements

• Bachelor’s degree, preferably in business, sales, marketing, or a related field
• Relevant working experience in a commercial environment, or in consulting, accounting, or law firms.
• Excellent English written and verbal communication skills.
• Knowledge of a second language would be a benefit.
• Ability to build strong relationships with clients and intermediaries at all levels.
• Ideal candidate will have a solid network within the industry, and an interest in our portfolio of services.
• Able to “solution sell” where the ability to listen to the clients and understand what they. really need is more important than a hard sell.
• Able to manage coordination of complex multi-jurisdictional proposals involving multiple business lines.
• Self-motivated and able to work both independently and as part of a team.
• Strong communication, very good negotiation and influencing skills.
• Results-oriented, and able to manage their priorities/workload.
• Experience working in or with direct sales, pre-sales and/or enablement in an enterprise software and/or SaaS environment.
• Regular travel may be required.
• Strong critical thinking and problem-solving.
• Proficient in Microsoft Office.
• Experience in Microsoft Dynamics CRM or Salesforce would be a benefit.