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Senior Business Development Manager - CGMA

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Summary of Role
The Senior Manager – Business Development is a motivated, energetic self-starter with proven business-to-business sales experience. This role is responsible for forging new client relationships, presenting the CGMA program and its value proposition in compelling ways to prospective finance and senior executive clients, and for closing sales.
Accountabilities & Responsibilities
  • Accountable for generating revenue, meeting organizational sales quotas, and establishing strong client relationships.
  • Develop overall demand for the CGMA designation and a book of prospects and customers within an assigned geographic territory as defined by management
  • Effectively implement sales strategies and marketing programs. Develop a strategic sales plan to effectively and efficiently cover viable accounts within the assigned territory. Coordinate with marketing staff to optimize lead generation and sales support functions.
  • Manage complex sales cycles and present to prospective finance and senior executive clients the value of CGMA; move prequalified business-to-business leads to closed/won sales
    • Develop relationships with prequalified leads
    • Develop opportunity plans for key opportunities
    • Conduct needs discovery activities to understand client’s needs and use a consultative/insight-driven sales approach to address those needs
    • Present CGMA value proposition and our solution in compelling ways that resonate and differentiate with clients
    • Develop sales proposals, including pricing and implementation information
    • Close/win the sale
    • Create satisfied and referenceable customers
  • Maintain active engagement with new and existing leads through creative follow-up communications designed to increase trust, credibility, satisfaction, and interest in the CGMA.
  • Meet and exceed territory growth, revenue quota, organizational health and customer satisfaction goals.
  • Act as the client’s first-line advocate within the organization
  • Work with channel partners to maximize revenue attainment
  • Enhance the organization’s reputation, vision and mission in the marketplace through sales opportunities, customer forums, client engagements, conferences, trade shows, corporate events, and industry meetings
  • Monitor and evaluate the activities and products of the competition
  • Provide weekly, monthly, quarterly, and annual sales pipeline reports.
  • Manage expenses on a monthly basis.
  • Heavy travel to prospects, clients, and sales/marketing events expected. 
Supervisory Responsibilities
  • None
Knowledge, Skills & Abilities Required
  • Self-motivated and energetic; excellent organizational and time management skills
  • Outgoing and enthusiastic
  • Business and technology savvy
  • A positive thinker who is results-oriented and persistent with a professional attitude
  • Experience identifying, qualifying, and closing relationship-based sales with finance and senior executive level decision makers
  • The ability to sell a concept, not a commodity
  • Outstanding abilities to listen and probe, educate and present, and write
  • Strong solution sales capabilities
  • Proven ability to overcome high barriers to entry
  • Excellent negotiation skills
  • Team player
  • Track record of consistently achieving quota and strategic objectives
  • Ability to accurately forecast monthly, quarterly, and annual pipeline
  • Able to manage multiple leads/opportunities/accounts effectively
  • High ethical standards and integrity
  • Computer proficiency with email, Internet, and Microsoft applications
  • Experience with CRM, particularly Salesforce.com preferred
Required Experience, Qualifications & Education
  • 8 - 10 years of proven sales experience in B2B consultative sales, preferably in the professional services arena.
  • Bachelor’s degree in business, finance, marketing, economics, or a similar discipline.
Preferred Experience, Qualifications & Education
  • Knowledge of the accounting profession and its requirements.

Equal Employment Opportunity

The Association of International Certified Professional Accountants is committed to creating a diverse environment and is proud to be an equal opportunity and affirmative action employer. All employment decisions are based on business needs without regard to race, color, ethnicity, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status or any other applicable legally protected status. All qualified candidates are encouraged to apply.

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