Business Development Sr. Director [Australia]

Job ID

32678

Location

Sydney, Australia

Work Types

Full Time

Categories

Funds, Sales

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.

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.

• 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 expand 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

• 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

• 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