Global Business Development Lead (Partner) - North America

at  ERM Group

Job Objective
The Global Business Development leader will be responsible for building and managing the performance of a team of consulting sales professionals. This leader will also be expected to contribute individually to sales by supporting relationship development, pipeline development, and sales conversion at targeted accounts. The Global Business Development Leader will serve as a key member of ERMs commercial leadership team and will also oversee an offshore team that supports sales campaign design and execution, as well as sales lead distribution and management.

Key Accountabilities & Responsibilities

• Operational Leadership (40%)
• Team Management: Build, lead, and manage the performance of a team of consulting sales professionals, ensuring alignment with the organization’s sales goals and objectives.
• Offshore Team Oversight: Manage and coordinate the activities of an offshore team responsible for sales campaign design and execution, lead distribution, and management.
• Performance Monitoring: Monitor and analyze sales performance metrics to identify areas for improvement and ensure that sales targets for the team of consulting sales professionals are met or exceeded.
• Reporting: Prepare and present regular sales reports and forecasts to the senior management team.
• Personal Sales Contribution (50%):
• Individual Contribution: Act as an individual contributor to sales efforts by developing relationships, building pipelines, and converting sales at targeted accounts.
• Strategic Leadership (10%)
• Commercial Leadership: Participate as an integral member of the commercial leadership team, contributing to the strategic direction and decision-making processes of the organization.
• Sales Strategy Development: Develop and implement effective sales strategies to achieve organizational sales targets and drive business growth.
• Stakeholder Engagement: Build and maintain strong relationships with key stakeholders, including clients, partners, and Regional Industry and Service Leaders.

Market Analysis: Conduct market research and analysis to identify new business opportunities and stay abreast of industry trends and our competitive landscape.
Influence And Decision-Making Authority
Leads a core function across the organisation. Establishes and implements long term strategies for their area of responsibility (up to and including group-wide strategy), with direct impact on the results of the organization as a whole.
Communicates with parties within and outside of their own job function, and typically has responsibilities for communicating with parties external to the organisation, which includes clients & partners. Negotiates on matters of strategic importance with internal and external parties and represents the organisation externally as a senior leader within their area of responsibility.
Responsible for advising, and significantly improving the development of end to end solutions to address problems that are multi-dimensional in nature. Provides guidance and leadership to implement transformational change within ERM or a client organization that has broad impact on the achievement of results for the business unit (and potentially the achievement of results for all ERM).
Ensures appropriate selection and organisation of talent for the area of responsibility.
Job Requirements & Capabilities
Qualifications:
Bachelor’s degree in Business, Marketing, or a related field; MBA preferred

Job specific capabilities/skills:

• Minimum of 15 years of experience in sales management within the consulting industry.
• Proven track record of success in building and leading high-performing sales teams.
• Deep experience in business development best practices, methodologies and matrixed operating models
• Strong individual sales skills with experience in relationship development, pipeline building, and sales conversion.
• Excellent leadership, communication, and interpersonal skills.
• Ability to work collaboratively with cross-functional global teams and manage multiple priorities.
• Experience in managing offshore teams is a plus.
• Strong analytical and problem-solving skills.
• Proficiency in Salesforce and Microsoft Office Suite.

• Operational Leadership (40%)
• Team Management: Build, lead, and manage the performance of a team of consulting sales professionals, ensuring alignment with the organization’s sales goals and objectives.
• Offshore Team Oversight: Manage and coordinate the activities of an offshore team responsible for sales campaign design and execution, lead distribution, and management.
• Performance Monitoring: Monitor and analyze sales performance metrics to identify areas for improvement and ensure that sales targets for the team of consulting sales professionals are met or exceeded.
• Reporting: Prepare and present regular sales reports and forecasts to the senior management team.
• Personal Sales Contribution (50%):
• Individual Contribution: Act as an individual contributor to sales efforts by developing relationships, building pipelines, and converting sales at targeted accounts.
• Strategic Leadership (10%)
• Commercial Leadership: Participate as an integral member of the commercial leadership team, contributing to the strategic direction and decision-making processes of the organization.
• Sales Strategy Development: Develop and implement effective sales strategies to achieve organizational sales targets and drive business growth.
• Stakeholder Engagement: Build and maintain strong relationships with key stakeholders, including clients, partners, and Regional Industry and Service Leaders