The Business Services and Outsourcing team are essential to meeting our clients’ evolving requirements. As well as delivering long-term, sustainable value to businesses by providing a range of solutions such as accounting, payroll and compliance services, they also play a key role in tying together many of our services across BDO both domestically and internationally. By building deep and meaningful relationships with a range of clients from ambitious entrepreneurial SMEs to large multi-national groups, our BS&O team don’t just advise on their specific business challenges, they open doors for other teams to provide our firm’s wider service offering. To succeed in this agile environment, you’ll need to demonstrate excellent problem-solving skills and initiative. In return, you’ll have the opportunity for progression, and the chance to develop in one of the industry’s most exciting and varied roles.

We are now looking for an ambitious Director to bring new clients into our portfolio and make sure that our existing clients remain loyal and inspired to draw on the many other complementary advisory and outsourcing services that we can integrate with payroll.

Sales

• Produce a detailed 2-year sales and marketing plan designed to deliver the revenue retention and revenue growth objectives detailed in first phase of the Global Payroll five-year strategy.
• Lead and direct the delivery of the 2-year plan evidencing personal pursuit and collective achievement against demanding revenue targets of at least £1.5m per year of UK contracted revenue run rate i.e. excluding in-country supply chain revenue/costs.
• The focus of this role is to be proactive and generate leads and follow these through the sales cycle to successful conclusion of signed contracts mainly from new prospects and but also assisting with leads from existing clients of the Firm.
• Create and lead BDO events and participate in third party events focused on adding value to our existing clients and prospecting for new clients. Writing and presenting thought leadership articles and presentations will be an important part of the role to enhance the awareness of BDO global payroll and complementary services.
• Coordinate the sales activities of the current partners, principals and directors and involved in the sales cycle.
• Direct the current sales manager and client relationship managers nurturing their skills and helping them build successful external and internal networks to meet their sales targets.
• Work closely with the existing marketing senior manager and staff who coordinate activity across the business services & outsourcing, advisory and tax service lines.

Client Relationship Management

• Lead the team of two experienced Account Managers giving them the tools, techniques and direction to build valued relationships with existing clients and to successfully grow revenue from both payroll and complementary services.
• Personally manage selected client relationships through implementation, service and future growth, particularly those where the candidate has led the sale.
• Business Leadership Member of the senior management team with prospects to progress to business leadership in due course.
• Take personal P&L responsibility for new client accounts and selective existing accounts.

The successful candidate will ideally have had a varied career building the following experience and qualifications:

• A technical background in HR, Payroll and/or accounting
• Worked at manager or more senior level within a professional services practice
• Worked at manager or more senior level within a non-practice HR/Payroll business
• A well nurtured network of directors and other senior leaders in HR, Payroll and finance functions in complex multi-nationals
• Pursued and closed multiple £1+m sales per year of services (rather than products/software) to complex multi-nationals
• Business leadership and P&L ownership experience underpinned by an MBA or similar qualification

Attributes

• A commercially driven and collaborative approach within a team of technology, implementation and service delivery directors. Able to balance a strong point of view with an ability to listen, learn and adapt
• An innovative approach to efficiency
• Ambition to expand the role into business leadership in part (and in the longer term in whole) of the Global Payroll Service Line with full P&L, operational, people and risk management responsibility
• Internationally minded, understanding global business culture
• Persuasive and articulate when in writing, presenting, inspiring confidence and trust in clients, prospective clients and colleagues alike
• Proven confidence to negotiate with and influence peers and senior clients