Business Development Senior Manager

Dynamic business development and sales leader with a passion for pairing insight and storytelling to drive engagement and revenue. In high-performing environments, I plan and execute growth strategy, drive business development initiatives, lead end to end proposa and partnershipl management and empower sales teams to act on leads. I excel in positioning organizations as industry leaders through effective messaging and understanding where, how and why clients research, think and buy.

White & Case: Senior Manager, Global Business Development Jan 2024 (current) New York, NY USA

•Lead the largest global panel proposals ($10M+) across all industry and practices; developing content that differentiates, engages and converts (over $35M in new business; 100% incumbent retention); end-to-end project management across numerous jurisdictions (40 countries) and practices (30+)

•Advise partners and BD leads on “why change, why now” strategies to drive conversion; developing outputs that inspire clients to evolve or stay

•Advise external communications and thought leadership teams on market trends, client feedback, channel strategy and campaign planning

•Manage global stakeholder teams (BD, Pricing, Innovation, GC’s Office, PR, Technology) to ensure unified deliverables; prepare partners for pitch meetings by developing presentation materials, providing orals coaching and delivering proposal training workshops for junior staff and associates

•Drive the evaluation and client feedback process to generate insights, improve processes, record win/loss data and plan future targeting initiatives

Deloitte: Manager, Global Strategy, Operations and Communications Feb 2020 – Jan 2024 New York, NY USA

•Managed global operations and strategy for thought leadership across EMEA, APAC and the Americas (415,000 employees)

•Led the Deloitte Global Editorial Board, to determine when, where and how thought leadership is funded, branded, published, and promoted

•Oversaw the firm’s global content calendar, driving transparency planning capabilities across the Firm’s partners and professionals

•Delivered sector/industry insights to global sales excellence teams for “win theme” development, managed external analyst relationships (Gartner et al)

•Coordinated resources to deliver actionable, data based and differentiated thought leadership (400 published pieces annually)

•Led internal content integration strategy to align across BD, research, communications, events, marketing, PR, and sales teams (audit, tax, advisory)

•Built the Deloitte Global internal content website, housing research summaries, sector specific insights, sales collateral and event opportunities

•Advised on organizational structure; identified and hired talent for editorial, publishing and operations teams; led a team of 5 direct reports, mentored and trained junior team members to execute talent pipeline strategy

Deloitte: Manager, Global Pitch and Proposals June 2018 – Jan 2020 New York, NY USA

•Delivered end-to-end proposal management, driving growth in the market through compelling and differentiated storytelling, insight, and communication

•Designed and implemented the global pursuit process; managed centralized proposal system and drove internal relationships (e.g., pricing, risk, tech)

•Led strategic business growth opportunities in the Northeast US market (led +$100M in client sales and retentions)

•Led targeting strategies with the senior partners “command center” to optimize client relationships to drive new opportunities, and retain client base

•Coached senior executives and engagement teams for client presentations; developed companywide playbook on virtual orals best practices

•Developed training curriculum to support teams to prepare for virtual, and hybrid pursuits/pitches during COVID19

RSM US LLP: Manager, Marketing and Business Development January 2017 – June 2018 Chicago, IL USA

•Led strategy, project management and content development for largest US-based client growth opportunities

•Worked with senior executives to evaluate requirements, manage the proposal process to completion and ensure brand compliance

•Oversaw sales lifecycle support collateral; managed firm-wide newsletter and led proposal/sales center of excellence

•Developed first ever RSM global proposal template and global value proposition themes with executive marketing leadership

UNI B Solutions LLC: Director, Business Development and Communications June 2015 – January 2017 Chicago, IL USA

•Led internal and external global communications strategy and implementation, establishing a new product for a SAAS tech start-up

•Identified incubator partnerships (e.g.1871/Matter), oversaw investor pitch deck strategy and sector-specific sales collateral

•Led cross-industry proposal responses; supported internal human capital processes, e.g. identified and hired talent and managed the vendor relations

•Developed internal communications guidelines including brand strategy, marketing and communications strategy and digital strategy

Department of Economic Development: Manager, Marketing and Communications June 2014 – March 2015 South Africa

•Developed the first organization-wide marketing and communications strategy, including digital strategy and across 5 state regions

•Presented annual marketing and communications report to the Executive Board

•Oversaw internal and external communications including development of the annual report, executive speech writing, website content & press releases

•Negotiated and managed all media partnerships with external agencies, established company sponsorship policy (7.5% of the annual budget)

WPP: Strategic Planner January 2010 – May 2014 South Africa

•Drove strategic research, developed consumer insights and presented market trend analyses and strategy for key agency clients

•Advised on digital strategy for some of South Africa’s largest listed companies (Anheuser-Busch InBev, Sun International)

•Managed bid for South Africa’s first sports radio broadcaster license, Mandela International Film Festival; European golf event, COP 17 (South Africa)

Degrees:

Master’s Degree: Marketing Management University of Stellenbosch, Stellenbosch, South Africa 2009

Bachelor’s Degree: English, History & Political Science University of Stellenbosch, Stellenbosch, South Africa 2008

Continued Education:

Persuasive writing and public speaking certificate Harvard University, Boston 2021

Deloitte facilitation and leadership coaching certificate Deloitte Leadership School, New York 2019

Project Management Certificate De Paul University, Chicago 2016

Management Development Program Stellenbosch Business School, Stellenbosch, South Africa 2008

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