Senior Manager, Business Development

Overview

At Wipfli, people count.

At Wipfli, our people are core to everything we do—the catalyst behind our ability to create exceptional impact and extraordinary results.

We believe in flexibility. We focus on relationships. We encourage each individual to follow their own path.

People truly matter and they feel it. For those looking to make a difference and find a professional home, Wipfli offers a career-defining opportunity.

Job Summary

Under the direction of the National Sales Director, the Senior Manager of Business Development is responsible for managing Business Developers across the Firm; growing Wipfli’s professional services sales into its target client segments and identifying and providing leads to the Firm’s industry resources as appropriate. The Senior Manager, Business Development will spend approximately 50% of their time managing direct reports and 50% on direct sales responsibilities, in accordance with company policies and procedures.

Responsibilities

Essential Responsibilities:

• Demonstrated ability to develop and execute an industry growth plan for Construction and associated sub-verticals into sales tactics within the context of the firm’s growth strategy.
• Assists in the success of his/her direct reports; manages direct reports in identifying target lists, driving opportunities from lead generation/lead qualification to close according to Wipfli’s Sales Methodology.
• Identify and pursue new business across multiple service areas, including consulting, technology, and accounting solutions.
• Manage the coordination and collaboration between business developers and professionals during the sales process including guidance of the Opportunity Pursuit Team.
• Be a role model for his/her team in integrating with the industry groups to establish productive working relationships.
• Build and maintain relationships with executives, referral sources, and key stakeholders to generate new opportunities.
• Represent Wipfli at conferences, networking events, and community engagements to enhance brand visibility.
• Activate sales channels and marketing campaigns to nurture leads and convert them into opportunities.
• Has direct bookings responsibility for the sales staff directly reporting to him/her.
• Responsible for reaching a personal bookings target while adhering to the Wipfli Sales Methodology.
• Provide regular updates on pipeline status, performance metrics, and progress toward growth goals.

Knowledge, Skills and Abilities

Required Qualifications:

• Bachelor’s Degree in Sales, Marketing, Accounting, Finance, Business, or related field.
• 10+ years’ progressive sales experience using a solution-oriented, consultative approach with at least 5 years in a professional services firm.
• 5+ years proven success managing and scaling Business Development teams, driving consistent pipeline growth and bookings attainment.
• Track record of personal bookings attainment that meets and exceeds sales goals.
• Experience developing executive-level relationships and selling complex solutions to organizations with $15M–$500M in revenue.
• Established network of C-suite and senior decision-makers, with ability to leverage relationships for strategic growth.
• Exhibit strong technical product knowledge of professional services including assurance, tax, and consulting services.
• Strong business acumen with ability to navigate complex sales cycles and influence at the highest levels of client organizations.

Preferred Qualifications:

• Master of Business Administration.
• Active business community involvement.
• Prior experience selling Sage Intacct, NetSuite, Procore or other Construction oriented systems a plus

Benjamin Dzanic, from our recruiting team, will be guiding you through this process. Visit his page to connect!

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Additional Details

Additional Details: