Director of Business Development

About BSM Partners

BSM Partners is the world’s largest consultancy focused on serving the pet care industry. BSM Partners engineers the infrastructure the pet care industry runs on — science, nutrition, regulatory, veterinary, engineering, supply chain, consumer intelligence, and media operating as one integrated system, staffed by domain experts who've spent careers building the standards the industry now follows. Our research program and partnerships with leading industry organizations give us a platform few firms can claim.

Position Overview

We are expanding our go-to-market capability to match the sophistication of our advisory work. To do this, we are seeking a Director of Business Development who brings genuine enterprise sales expertise. The ideal candidate has built, managed, and refined complex B2B sales cycles in a professional services or management consulting environment.

This is not a traditional industry sales role. Pet care knowledge is not required. We are looking for someone who knows how to sell “the firm,” build relationships with senior decision-makers, develop a repeatable and disciplined sales process, and translate a strong reputation into a scalable growth engine.

What You'll Do

Sales Process & Infrastructure

• Audit current business development activity and establish a baseline; identify gaps in process, pipeline discipline, and client targeting
• Design and implement a structured enterprise sales process from first contact through contract execution, drawing on best practices from professional services
• Build a CRM-based pipeline management system with defined stage gates, conversion metrics, and forecasting cadence
• Develop account segmentation and prioritization frameworks focused on highest-value opportunities

Pricing & Deal Structuring

• Develop and refine engagement pricing models (retainer, project-based, value-based) appropriate for senior consulting mandates
• Lead proposal development, scope definition, and commercial negotiations for new engagements
• Ensure pricing integrity and consistency across the client portfolio

Reputation Leverage & Market Development

• Develop a systematic strategy to convert BSM’s existing reputation and thought leadership into qualified pipeline
• Identify and pursue relationships with private equity backed brands, strategic investors, and senior operators who represent high-value consulting buyers
• Represent BSM Partners at industry events, investor forums, and trade gatherings with a clear objective of qualified relationship development

Client Development & Retention

• Collaborate cross-functionally with internal teams to align the right expertise, capabilities, and resources throughout the client development process.
• Own the business development relationship through initial close; partner with delivery teams to ensure strong handoffs and identify expansion opportunities
• Develop frameworks for ongoing account management and referral generation

Reporting & Accountability

• Establish KPIs, pipeline metrics, and reporting cadence for leadership visibility
• Provide regular forecast updates and performance analysis against growth targets

What We're Looking For

Qualifications

• 10+ years of progressive business development or enterprise sales experience, with at least 5 years in professional services, management consulting, or B2B advisory environment
• Demonstrated success building or rebuilding a business development function—not just managing an existing pipeline
• Track record of closing complex, multi-stakeholder engagements with 6- or 7-figure contract values
• Fluency in professional services pricing models: retainer structures, value-based pricing, and project-scoped engagements
• Exceptional executive presence and ability to engage credibly with C-suite and private equity decision-makers
• Hands-on operator who can set strategy and execute without relying on a large supporting team
• Strong written and verbal communication skills; ability to craft compelling proposals and capabilities narratives

Preferred Skills

• Background at a recognized management consultancy (McKinsey, Bain, BCG, Big Four, or comparable firm)
• Experience selling into private equity backed companies, investor portfolios, or brand-owner ecosystems
• Familiarity with market research or analytics products as part of a broader service offering
• Experience in a high-growth firm-building environment

Why BSM Partners

• An opportunity to build—not inherit—a business development function at a respected firm
• Influence over go-to-market strategy, pricing philosophy, and client engagement model
• Strong platform to sell from: an established brand, proprietary research programs, and respected industry partnerships
• Entrepreneurial culture with direct access to senior leadership and short decision cycles
• Competitive base compensation plus performance-based incentives tied to growth outcomes

Equal Opportunity Statement

BSM Partners is committed to diversity and inclusivity in the workplace.