Senior Manager - Business Development
The American Institute of Certified Public Accountants is a national, professional association of CPAs, with more than 412,000 members from all areas of practice and over 144 countries (for more about who we are and what we do, check out our About page). The AICPA Team is comprised of more than 800 dynamic professionals across a variety of service areas. Whether you like to be out in front connecting with members, prefer to work behind the scenes, or fall somewhere in between, the AICPA has the perfect fit for you. The AICPA family embraces integrity, passion, innovation and collaboration. If that sounds like you, we want to get to know you better! Browse our job listings and submit an application today.
SUMMARY
The Business Development Manager is a motivated, energetic self-starter with proven business-to-business sales experience in a fast-growth environment. This individual creates and follows through on high-value opportunities with U.S. and global corporate clients using a consultative sales approach to sell AICPA’s broad portfolio of membership and learning products. This individual has significant revenue-generation responsibilities and ambitious goals.
ESSENTIAL DUTIES AND RESPONSIBILITIES
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Meet or exceed ambitious individual and team revenue targets.
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Maintain a thorough understanding of our portfolio of membership and learning products and sell using a consultative approach.
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Drive revenue with new and existing accounts by exploring and understanding client needs, developing compelling proposals that offer high-value solutions, negotiating and closing deals, following through post-sale to ensure high client satisfaction, nurturing relationships on an ongoing basis and conducting regular account review meetings to proactively grow accounts.
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Build and maintain effective long-term relationships and a high level of trust, credibility and satisfaction with senior-level decision makers and influencers on assigned B2B accounts.
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Proactively contact existing customers to communicate new product introductions.
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Identify, develop and close new enterprise level sales opportunities, consulting on product offerings from across AICPA.
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Create demand for organizations’ products and services by raising profile with key accounts.
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Document business development activities and client information daily within our organization’s CRM.
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Provide weekly, monthly and quarterly reports on business development activities and sales results.
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Gather data on prospects to prioritize new business opportunities, including: organization structure; timing, budget and current vendors for education and association memberships; and account’s competency framework.
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Engage other internal AICPA team members to participate in customer outreach when appropriate.
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Provide feedback internally on customer needs and competitive products.
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Understand and articulate current issues impacting CPA profession, including specialized areas.
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Perform other duties as assigned.
SUPERVISORY RESPONSIBILITIES
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None
KNOWLEDGE, SKILLS AND ABILITIES REQUIRED
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Listening, negotiation, and presentation skills
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Competent in consultative selling techniques
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Strong relationship management skills
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Ability to self-motivate and drive to aggressive revenue targets
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Demonstrated track record driving to high revenue goals in an enterprise/B2B sales position
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Knowledge of the accounting profession and the needs of practicing CPAs
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Knowledge of Microsoft Word, Excel, and PowerPoint.
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Experience using Salesforce CRM
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Valid passport required
EXPERIENCE REQUIRED
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10 years’ experience in a senior level business-to-business sales position
EDUCATION REQUIRED
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Bachelor’s degree or equivalent combinations of education and experience
EXPERIENCE/EDUCATION PREFERRED
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Experience in training and talent development
Equal Employment Opportunity
AICPA 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.
