Head of Markets Activation

Overview

BDO is an accountancy and business advisory firm that advises entrepreneurial organisations and works with high growth businesses.

Role Purpose

The Head of Business Development Enablement leads a specialist team that turns agreed growth priorities into practical business development activity that improves pipeline and conversion. The role helps partners and fee earning teams execute business development consistently by translating market priorities, value propositions and insight into repeatable routines, clear actions and effective follow through aligned to the firm's sales methodology.

Key Responsibilities

• Translate agreed growth and market priorities into business development plans (objectives, actions, cadence and measures).


• Build shared agreement with stakeholders on what will be enabled, by whom, and what success looks like-including actions required from the business.


• Define priority audiences and buyer types and ensure plans are designed around buyer needs and decision dynamics.


• Ensure plans support the firm's Target and Priority Client programmes where relevant and align to the wider portfolio and capacity assumptions.


• Work with relevant owners to ensure proposition tools are current for priority themes (narrative, proof points, buyer relevance).


• Own the development and upkeep of business development tools (routines, talk tracks, actions, recording guidance).


• Partner with GTM Business Partners to ensure enablement aligns to contracted priorities and briefs are decision ready.


• Partner with Marketing (campaigns, digital, content) to align messaging, timing and assets to enablement plans.


• Convene the right stakeholders to align on buyer problems, proof points and "how we win".


• Own and continuously improve the business development methodology (routines, enablement formats, templates and guidance).


• Define and track measures for enablement effectiveness, linking activity to pipeline outcomes where possible.


• Provide inputs to monthly performance reporting with recommended interventions.


• Lead and develop the Business Development Enablement team.


• Create a high performance culture with clear expectations, feedback loops and learning routines.

Qualifications

• Strong stakeholder influence and ability to mobilise partners and fee earning teams.


• Experience across the end to end sales cycle with strong commercial judgement.


• Deep knowledge of sales methodologies and experience driving adoption through tools, routines and coaching.


• Strong facilitation and enablement delivery skills.