Business Development Associate
We are looking to hire a Business Development Associate (BDA) to assist with lead generation activities. This is a unique
opportunity to assist in the sales/marketing of a professional services organization, whereby each client engagement is
secured through a highly customized sales process. The successful candidate will work directly with senior executives of
Equity Methods, and therefore gain invaluable experience related to business development, consultative selling,
relationship management, and contracting.
The primary responsibility of the BDA will be to conduct financial research on prospective clients, and then make outbound
calls and emails to those companies in an effort to secure a formal discovery meeting. Because we are selling a complex
professional service to senior executives at publicly traded companies, the polish/professionalism of all communication is
paramount. The successful candidate will enjoy the challenges associated with learning and selling a customized service by
demonstrating attention to detail, analytical thinking, and tenacity. In addition to learning the characteristics and
purchasing style of the decision-makers we are targeting, the successful candidate will be highly motivated and resourceful.
About the Equity Methods Consulting Practice
Equity Methods serves a diverse clientele primarily consisting of Fortune 1000 companies, including 26 of the Fortune 100
and over 450 companies in total. We are strategically partnered with some of the largest financial institutions and work
closely with Big 4 and other large public accounting firms. Our affiliates have provided key guidance to the FASB and SEC
as they formulate policy regarding equity compensation topics.
Equity Methods is comprised of two core practice areas which generally center on equity compensation design, valuation,
and accounting/tax issues, but also include other areas of fair value measurement. The Financial Reporting Group assists
clients by assuming overall responsibility for generating all pertinent equity compensation-related financial statement
entries, including inter-company entries related to international recharge agreements. The Valuation Services Group assists
in the valuation and strategic design of equity compensation awards, as well as the fair valuing of other financial instruments
and assets. In both practice areas, our services are consistently ranked among the best in the industry based on our deep
technical expertise, client relationship focus, and ability to incorporate cutting-edge theory into practical and controlled
solutions.
Specific Tasks and Expectations for the Business Development Manager:
1) On a daily basis generate a defined number of prospecting touches primarily through phone and email marketing.
Also assist in generating sales leads by cold/warm-calling current and prospective customers in follow-up to
previous communication.
2) Accurately log prospecting activity and relevant notes in Equity Methods’ CRM database and strategize with senior
team members regarding optimal next steps to win the business.
3) Research public company financial statement filings for indications of specific equity compensation characteristics
and needs. Draft outstanding emails and phone scripts that are tailored to the conclusions identified by these
findings. Execute the scripts efficiently to demonstrate to prospective clients that Equity Methods understands
the nuances of their case and is prepared to intelligently discuss how it can assist.
4) Manage various aspects of the sales cycle in order to speed the velocity of the sale without compromising the
prospect’s experience in the business development process. This requires natural intuition for creating urgency
without leaving a negative taste in the prospect’s mouth.
5) Partner with the lines of business (LOBs) to ensure messaging and strategy fit engagements we are trying to sell
and optimally represent the value proposition of those engagements. Partner closely in campaign development
and execution.
6) Effectively convey the expertise and capabilities of the practice in order to demonstrate the value clients receive
given the fees they pay. The BDA will receive support from other team members in addressing technical questions,
but will be responsible for positioning and demonstrating the value of engaging Equity Methods versus a
competitor. The BDA will be trained in the project work performed to add a further level of credibility and knowhow to be used during the sales cycle.
7) Support the maintenance of a healthy and respectful work environment by demonstrating a positive and teamoriented attitude. Consistently demonstrate an outstanding work ethic, receptiveness to feedback, and focus on
delivering tangible results.
Proficiencies and background should include:
1) Academic or other exposure to accounting, finance, or economics principles. Please be sure your GPA is listed on
your resume.
2) Maturity and polish in internal/external oral and written communication.
3) Outstanding time management.
4) Proven discipline and motivation in performing routine tasks in which the desired outcome is not probable. As
noted, the successful candidate will be sufficiently resourceful and motivated to drive leads through the sales
process and maintain a healthy pipeline.
Interested candidates should send their resumes to:
http://equitymethods.applicantstack.com/x/detail/a2youho01n1r
Please visit us at: www.equitymethods.com.
Contact: kathleen.taylor@equitymethods.com