Connecting to LinkedIn...

Associate Director of Business Development

Job Title: Associate Director of Business Development
Contract Type: Full-time
Location: Central
Start Date: ASAP
REF: #A570
Contact Name: Janice Chan
Contact Email:
Job Published: about 3 years ago

Job Description

The role is with one of the world's largest professional firm. It is based in the Business Development team but involves working closely with the firm’s Regional Business Unit Leaders across China/Hong Kong to help support the Line of Service teams to be prepared for upcoming pursuits and position the firm to win through proposals.
There are 4 main dimensions to the role:

  • Pursuit and proposal coaching (50%)

  • Pursuit training (15%)

  • Developing the fundamentals for the business and meeting the Pursuit KPIs (15%) and

  • Team leadership/coaching (15%).

This will include working with the business, supporting them to understand the pursuit process, coach them through pursuits to help them convert to wins, and bringing best practice approaches and tools to the business.

Pursuit and proposal coaching

  • Working with partners and teams to lead significant and strategic pursuits across the firm including Mandatory Audit Rotation. This includes providing support to big bids (for elements like strategy and value proposition development) and/or helping to allocate the Pursuit team resources to best coach and support the teams;

  • Assist in the qualification of major opportunities including go/no go decisions;

  • Strategy development and execution with various engagement teams, helping to identify winning themes.

  • Understand, articulate and respond to clients key value drivers and clearly align with company's value propositions;

Pursuit training tools

  • Working with Learning and Development, providing specialist pursuit/proposal training to the business, enabling our people to understand the Pursuit methodology and sharing of best practice

  • Taking ownership of the Pursuit hub, ensuring that the business is able to access best practice tools and templates for pursuits and proposals enabling them to develop winning strategies, articulate their value proposition and help position their teams to win.

Developing the fundamentals for the business and meeting the Pursuit KPIs

  • Ensuring that Pursuit methodology KPIs are being met and that the business has access to and is well positioned to use the tools in addition to being able to leverage global and local best practice as required.

Team leadership/coaching

  • Leading the specialist Pursuit and Proposal team, providing them with coaching to be able to deliver pursuit/proposal coaching back to the business

  • Providing coaching/developing around best practice pursuits and proposals to the broader BD community, enabling them to help coach and support their industry and account teams with winning pursuits.

Mandatory experience and skills

  • Bachelor Degree in related discipline with at least 10+ years’ work experience, preferably in a Pursuit or Consulting capacity

  • A strong understanding of pursuit and proposal processes

  • Understanding of winning strategies as well as effective account/relationship management/opportunity management processes

  • Fluent Mandarin and English (speaking, reading and writing)

  • Outgoing personality with well-developed social and persuasive skills

  • Flexible and adaptable

  • Resilient and self-motivated

  • Proven ability to build business relationships, quickly build rapport and cut through different personalities; This includes being comfortable driving the success of others

  • Team player

  • Exceptional commercial acumen and gravitas when dealing with senior stakeholders both internally and externally

  • Extensive experience developing, leading and winning high-profile opportunities;

  • Curiosity and hunger to learn – interest in building their understanding of the firm and its services, and in building their career in the region

  • Ability to understand key client issues and clearly articulate and demonstrate company's value proposition;

Preferable experience

  • Consulting experience

  • Understanding of professional services firms (either through experience of working in one or by being a client of one)

  • Proven coaching skills

  • Demonstrated ability to identify a revenue opportunity from a variety of sources and see the opportunity through to closure; This includes your ability to priorities multiple opportunities