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About the Role
The Business Development Senior Director is responsible for creating and closing sales opportunities, generating current Regional and Global business for TMF, and expanding the company's market share.
This role develops and maintains a network of prospects and converts them into clients, while also supporting upselling and cross-selling within an existing client portfolio.
The role also includes developing and maintaining a network of intermediaries within the assigned region.
The commercial focus of the role is to generate new business for TMF Group's portfolio of services, including HR & Payroll, Global Entity Management, Accounting & Tax, and Trust and Corporate Services.
Key Responsibilities
Develop the business by building a new global and/or regional business pipeline, along with upselling and cross-selling to existing clients
Identify and optimise sales opportunities using knowledge of the market, competitors, and TMF's unique selling proposition and differentiators
If assigned to OneWorld selected clients, be accountable for account planning development and execution; develop strategic relationships with clients and build a pipeline to grow the business
Develop and maintain a network of intermediaries to enable a strong and consistent pipeline for conversion into sales




Utilise effective relationships to maximise opportunities for cross-referrals
Manage the contact-to-contract sales process efficiently, effectively, and transparently
Develop proposals that address client needs, concerns, and business objectives
Lead the deal team to support a high-quality client experience and response
Leverage input from internal teams to maximise overall deal value to the business
Act as the Deal Lead for large opportunities, from initiation to closure, and create development plans for large client accounts
Lead the coordination and presentation of multi-jurisdictional sales proposals to international clients
Drive cross-selling opportunities by working with existing clients as they expand into other jurisdictions serviced by TMF
Meet monthly, quarterly, and annual qualified pipeline generation targets
Meet monthly, quarterly, and annual sales targets aligned with company objectives
Contribute to the development of the sales team, supporting overall productivity, effectiveness, and improved conversion rates
Act as a coach for other sellers
Work with leadership to implement best practices and create strategies for sales process improvement based on market research and/or competitor analysis




Adopt and maintain TMF sales processes and systems as part of daily responsibilities (including CRM maintenance, data accuracy, sales forecasting processes, proposal tools, deal qualification tools, and sales dashboards)
Promote and reinforce TMF culture and values
Key Requirements
Bachelor's degree, preferably in business, sales, marketing, or a related field
Relevant experience in a commercial environment or within consulting, accounting, or law firms
Excellent written and verbal communication skills in English
Knowledge of an additional language is beneficial
Ability to build strong relationships with clients and intermediaries at all levels
A strong professional network within the industry and an interest in TMF's service portfolio is desirable
Ability to apply a consultative ("solution-selling") approach, prioritising understanding client needs
Ability to coordinate complex, multi-jurisdictional proposals involving multiple business lines
Self-motivated, with the ability to work both independently and collaboratively as part of a team
Strong communication, negotiation, and influencing skills
Results-oriented, with the ability to manage priorities and workload effectively
Experience working in or with direct sales, pre-sales, and/or enablement in an enterprise software and/or SaaS environment
Willingness to travel as required
Strong critical thinking and problem-solving skills
Proficient in Microsoft Office
Experience with Microsoft Dynamics CRM or Salesforce is beneficial
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📌 Business Development Senior Director (New South Wales)
🏢 Tmf Group
📍 New South Wales