Business Development Senior Director

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About the Role

The Business Development Senior Director is responsible for creating and closing sales opportunities, generating new Regional and Global business for TMF, and expanding the company’s market share.

This role develops and maintains a network of prospects and converts them into clients, while also supporting upselling and cross-selling within an existing client portfolio. The role also includes developing and maintaining a network of intermediaries within the assigned region.

The commercial focus of the role is to generate 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 a new global and/or regional business pipeline, along with upselling and cross-selling to existing clients
• Identify and optimise sales opportunities using knowledge of the market, competitors, and TMF’s unique selling proposition and differentiators
• If assigned to One
• World selected clients, be accountable for account planning development and execution; develop strategic relationships with clients and build a pipeline to grow the business
• Develop and maintain a network of intermediaries to enable a strong and consistent pipeline for conversion into sales
• Utilise effective relationships to maximise opportunities for cross-referrals
• Manage the contact-to-contract sales process efficiently, effectively, and transparently
• Develop proposals that address client needs, concerns, and business objectives
• Lead the deal team to support a high-quality client experience and response
• Leverage input from internal teams to maximise 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 by working with existing clients as they expand into other jurisdictions serviced by TMFMeet monthly, quarterly, and annual qualified pipeline generation targets
• Meet monthly, quarterly, and annual sales targets aligned with company objectives
• Contribute to the development of the sales team, supporting overall productivity, effectiveness, and improved conversion rates
• Act as a coach for other sellers
• Work with leadership to implement best practices 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 daily responsibilities (including CRM maintenance, data accuracy, sales forecasting processes, proposal tools, deal qualification tools, and sales dashboards)
• Promote and reinforce TMF culture and values

Key Requirements

• Bachelor’s degree, preferably in business, sales, marketing, or a related field
• Relevant experience in a commercial environment or within consulting, accounting, or law firms
• Excellent written and verbal communication skills in English
• Knowledge of an additional language is beneficial
• Ability to build strong relationships with clients and intermediaries at all levels
• A strong professional network within the industry and an interest in TMF’s service portfolio is desirable
• Ability to apply a consultative ("solution-selling") approach, prioritising understanding client needs
• Ability to coordinate complex, multi-jurisdictional proposals involving multiple business lines
• Self-motivated, with the ability to work both independently and collaboratively as part of a team
• Strong communication, negotiation, and influencing skills
• Results-oriented, with the ability to manage priorities and workload effectively
• Experience working in or with direct sales, pre-sales, and/or enablement in an enterprise software and/or SaaS environment
• Willingness to travel as required
• Strong critical thinking and problem-solving skills
• Proficient in Microsoft Office
• Experience with Microsoft Dynamics CRM or Salesforce is beneficial