Business Development Sr. Director [Australia]

General Information

Job ID

32678

Location

Sydney, Australia

Work Types

Full Time

Categories

Funds, Sales

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About TMF Group

TMF Group is a leading provider of critical administrative services, helping clients invest and operate safely around the world. We provide legal, financial and employee administration through TMF Group’s teams in 125 offices across 87 jurisdictions, covering 92% of world GDP and 95% of FDI inflow.

As we’re a global company with 11,000+ colleagues, 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, 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

Develop and maintain a network of intermediaries to 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, 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 maximize overall deal value to the business

Act as the Deal Lead for large opportunities, from initiation to closure, and createdevelopment 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 into otherjurisdictionsserviced by TMF

Meet 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, prioritizing 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 asrequired

Strong critical thinking and problem-solving skills

Proficient in Microsoft Office

Experience with Microsoft Dynamics CRM or Salesforce is beneficial

What’s in it for you?

Growth-Focused Environment

We aim to grow our business, our teams, and our people. We encourage our people to identify opportunities and pursue them from idea to impact.

Strategic Engagement

New people bring fresh ideas. We want you to be involved in shaping our strategy in response to market dynamics. You’ll work closely together with senior leadership to translate these trends into the way we service our clients.

International Scope

We operate in 85 jurisdictions, which offers an international perspective to work from. You’ll often work cross-border, creating exposure to diverse markets and cultures, and widening your local and global network.

Entrepreneurial Contribution

We embrace entrepreneurial thinking. If you see a way to add value, we’ll support you in exploring it.

Local Benefits

We’re looking forward to getting to know you!