Deloitte Services LP is seeking a top-performing client relationship and solution sales executive in Chicago to pursue clients within its FAS – FD&S practice within the NYC area.
Our FD&S practice provides a complete range of our forensic investigation skill set to help our clients understand and analyze events or issues and prepare to deal with them.
A central tenet of our practice is to tailor our extensive service offerings to find the exact solutions that meet our clients’ needs.
We have developed methodologies and strategies that help clients, even in the most difficult circumstances.
With decades of dispute consulting experience and through thousands of cases of various types and descriptions, we have a winning track record of helping counsel with challenging financial and economic issues in complex litigation and other business dispute cases.
We are trained to provide valuable financial insight and clarity to counsel during all stages of a business dispute, from case theory development anddiscovery to expert witness testimony.
The FAS Business Development Manager (BDM) is responsible for selling solutions to the FAS clients and markets.
The role involves: ·Building relationships with key executives to generate, develop and pursue leads and close sales·Driving targeting efforts·Developing and implementing direct sales campaigns·Assisting practitioners with qualifying and winning opportunities The BDM is responsible for creating strategic and tactical plans to uncover and close a range of revenue projects.
Additionally, the BDM is tasked with infiltrating and influencing decision makers at the highest levels within the account.
The BDM will leverage these relationships to introduce Deloitte Services and create and pursue selling opportunities.In addition to the above demand generation activities, the BDM is responsible for demand management, i.
e., working with the practitioners to determine the details and approach.
This will require teamwork, fosteringof relationships and developing consensus.The ideal candidate will have a significant level of business development experience in selling transaction-based consulting services, preferably in legal and corporate finance, M&A or strategic planning, characterized by long sales cycles and significant dollar transactions.
The typical candidate will bring approximately 10-15 years of experience managing complex clients.
Required Experience and qualifications: – Prior success as an attorney rainmaker or the equivalent of a FAS BDM role – Strong sales management knowledge and/or experience – Proven consistent track record of delivering $3 million revenue per annum – Existing and/or evolving in-depth understanding of the FAS business he/she represents, the marketplace for FAS services, clients’ businesses and competitors – Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources across a variety of industries – Expertise in relationship building that increases account penetration and leads to increased revenue opportunities with existing clients – Developing and utilizing pre-existing network of clients or contacts in the FAS marketplace – Success in working closely with service line leaders, partners, practitioners and other BDMs to develop strategies and tactics that drive targeting programs and win business – Lead or support practice sales management activities – Coordinate resources available in industry channels, other functions and service lines within Deloitte Services LP, and Marketing and Business Development – Manage internal sales activities to ensure consistent approach to marketplace across geographies and industry groups – Manage proposal development and make live oral presentations that win new business – Undergraduate Degree; Advanced degree(s) preferred BDM Sales SkillsThe BDM must possess the following skills: · Strong interpersonal skills including rapport building, listening, social versatility, courtesy and concern.
Operates within Deloitte core values and ethics.
· Solid sales call skills with proper preparation disciplines.
This includes the ability to determine and communicate a clear meeting purpose, question to identify needs, frame solutions in the context of value to the client, gain agreement to potential solution fit and gain closure on next steps.
· Solid communication skills including the ability to present an accurate and compelling overview and benefits – using relevant examples of other clients’ experiences, convincing the client of the value proposition, and constructing a solid proposal that is perceived by the client as responsive to their needs.
· Advanced levels of business acumen including the business environment, market forces, the client’s products, markets, customers and competitors.
· Ability to develop winning sales strategies, taking into consideration key client factors, such as compelling event(s), critical success factors, stated and non-stated requirements, and the decision making landscape.
· Ability to access appropriate client executives.
Make solid executive presentations and construct proposals that address executive level issues in clear, concise, jargon-free language.
· Ability to drive the sales strategy with an opportunity plan that includes specific sales objectives, appropriate strategies, and detailed tactics.
· Ability to anticipate the strategies employed by each competitor and the skill to craft successful, proactive strategies for winning the business.
· Ability to utilize the client organization chart to outline their formal structure and individual roles in the buying process.
Must be able to identify the most influential people in each sales opportunity and understand the subjective or informal factors that could affect the client’s buying process.
· Ability to create a relationship strategy for each key player that affects, or is affected by, the outcome of the buying decision.
About DeloitteAs used in this document, Deloitte means Deloitte LLP and its subsidiaries.
Please see www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries.
Deloitte LLP and its subsidiaries are equal opportunity employers.
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Business Development Manager – FAS Job in New York 10281, New York US