Manager of Business Development

With over 120 offices and nearly 7,000 associates throughout the U.S. CBIZ (NYSE : CBZ) delivers top-level financial and employee business services to organizations of all sizes, as well as individual clients, by providing national-caliber expertise combined with highly personalized service delivered at the local level.

CBIZ is honored to be the recipient of several national recognitions for 2023 :

• Best and Brightest Companies to Work for in the Nation
• Top Workplaces USA
• Top Workplaces - Financial Services Industry
• Best and Brightest Companies in Wellness
• Great Place to Work Certification

We are currently seeking a Business Development Manager to support our San Diego, California office, with a focus on driving growth across the West Region.

This role is deeply but not exclusively aligned with our Life Sciences Practice, targeting middle-market businesses and larger enterprises across various industries, including technology, professional services, and other innovation-driven sectors.

As a Business Development Manager, your primary responsibility will be to generate new business opportunities for CBIZ by engaging with key decision-makers, including CEOs, CFOs, CROs, CAEs, CCOs, CISOs, CTOs, and other financial leaders, to understand their needs and future plans.

Your goal will be to identify opportunities for CBIZ to deliver comprehensive financial services, including accounting, tax, and advisory solutions, tailored to the unique challenges of the San Diego market and broader West Region.

To excel in this role, you will continually identify and qualify new sales opportunities by building trusted relationships, maximizing enterprise sales programs and campaigns, and leveraging content-driven digital programming.

You will collaborate with Client Service Teams to develop and execute sales campaigns tailored to the specific industries and markets.

Your expertise in the targeted industries will allow you to understand the unique challenges and opportunities that clients face, enabling you to present tailored solutions and highlight the value proposition of CBIZ.

Essential Functions and Primary Responsibilities :

• Prospect and build relationships with middle-market businesses and larger enterprises across various industries, with a strong focus on life sciences, technology, and professional services.
• Skillfully contact CEOs, CFOs, CROs, CAEs, CCOs, CISOs CTOs, Internal Audit Directors / Managers and other key financial leaders to understand their needs, future plans, and desire for change.
• Continually identify and qualify new sales opportunities by building trusted relationships and maximizing enterprise sales programs, campaigns, and content-driven digital programming.
• Partner with Client Service Teams and Marketing Team to develop and execute sales campaigns specific to the targeted industries and markets.
• Meet the challenge of generating leads and winning new business in dynamic and sophisticated organizations that require a full range of CBIZ solutions.
• Conduct a minimum of 20 sales appointments per month using various communication methods, including in-person meetings, video conferences, and phone calls.
• Work closely with Client Service colleagues to lead a team sales approach that listens and responds to prospect needs, highlights the CBIZ value proposition, and demonstrates a compelling win strategy.
• Responsible for crafting an annual sales plan and achieving annual sales goals agreed upon with the National Director of Business Development.
• Plan and report on sales activity using Salesforce CRM enterprise application.
• Play a role in delivering business development skills training to client service colleagues and other emerging professionals.
• Report to the National Director of Business Development while maintaining strong relationships with internal stakeholders, including Senior Managing Directors, Managing Directors, Practice Leaders, and Marketing and Operations Professionals.
• Perform other duties as assigned.

The CBIZ Advantage :

• Opportunity to sell a broader range of services beyond traditional CPA services, including benefits and insurance solutions, executive search and compensation services, retirement planning strategies, and payroll solutions.
• Supported by the latest technologies and digital tools designed to maximize your impact, such as CBIZ Solutions App, Salesforce CRM, Pardot lead scoring, ZoomInfo, DemandBase and Microsoft Teams.
• Competitive salary and progressive incentive compensation plan with no cap, offering unlimited earning potential.
• As a full-time employee of a public company, you are also eligible to acquire CBIZ shares (NYSE : CBZ) at a 15% discount and maintain eligibility for an equity-aligned cash bonus award based on performance.
• You will be an essential part of a nationwide business development team that directly impacts CBIZ performance and revenue growth, with opportunities for skill training, professional growth, and leadership opportunities.

Minimum Qualifications :

• The successful candidate will have a Bachelor's degree and a fundamental understanding of business administration, finance, and / or accounting.
• Proven sales ability represented by a minimum of 5 years of direct sales experience.
• Growth mindset and demonstrated ability to quickly learn new concepts, solutions, and technologies.
• Possess knowledge of C-level persona-types and their buying triggers and patterns.
• Excellent verbal and written communication skills, plus very strong presentation skills.
• Ability to manage time effectively and multitask.
• Experience selling Professional Advisory, Accounting Consulting and / or Specialty Tax services preferred.

The annual salary target for this job in this market is $100,000 - $150,000 plus commission. The specific compensation for this role will be determined based on the education, experience, and skill set of the individual selected for this position.

The compensation above is not representative of an employee's total compensation. Beyond income, you have access to : comprehensive medical and dental insurance, retirement savings, life and disability insurance, health care and dependent care reimbursement accounts, certification incentives, education assistance, referral program and much more.

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