We are seeking a dynamic and experienced Sales enablement coach to join our team. The successful candidate will be responsible for ensuring the engagement of portfolio directors with initiatives aimed at growing new work. This role involves coaching, mentoring, and driving the adoption of best practices to achieve business development goals.
Purpose of the role
To lead the development and execution of a structured and measurable referral and introducer strategy for Duncan & Toplis. This role will be responsible for growing new business revenue through referrals, building and managing an introducer network, improving client satisfaction and conversion rates, and ensuring consistent delivery across the business through strong stakeholder engagement and performance monitoring.
Key Deliverables
* Launch and embed the structured value creation programme across Duncan & Toplis group.
* Deliver monthly performance reports aligned to agreed KPIs.
* Develop and promote a client review and recommendation toolkit.
* Provide training and coaching programmes to support team-wide referral engagement.
* Increased revenue generated from client and intermediary referrals – new business
* Director-level referral performance and accountability
Key Responsibilities
Coaching and accountability
* Develop and implement coaching programs to enhance the business development skills of account directors.
* Conduct regular one-on-one and group coaching sessions to ensure alignment with business development initiatives.
* Provide feedback and support to account directors to improve their engagement with new work initiatives.
* Support individual and team accountability through structured KPIs, reporting, and regular performance reviews.
* Ensure directors are actively involved in referral activities, with clear expectations, training, and performance metrics.
Performance Monitoring and Reporting
* Build and maintain dashboards to monitor key referral KPIs (e.g., volume, value, source, conversion rate).
* Provide monthly reports on progress against strategic targets including referral rate, and revenue growth.
* Use analytics to refine approach and identify trends, bottlenecks, and opportunities.
* Track the percentage of structured engagement plans successfully designed and implemented.
* Measure the frequency of touchpoints (e.g. meetings, calls, co-hosted events, collaborative projects) with referral partners and monitor knowledge sharing initiatives (e.g. workshops, webinars)
Referral and Introducer Network Development
* Develop a referral relationships programme within the accountancy practice and wider professional services ecosystem.
* Identify key referral partners, including professional networks and trade bodies.
* Measure the percentage of referral partners actively engaged in the programme (e.g., attending meetings, participating in initiatives).
* Design and implement structured engagement plans with clear touchpoints, joint opportunities, and knowledge sharing initiatives.
* Centralise ongoing management of all key introducer relationships. Assess the quality of referral partners based on criteria such as industry relevance, influence, and potential for collaboration.
* Assign and coordinate relationship owners across the business to maintain consistent engagement – whether through sector or service delivery.
* Support the building of a calendar of joint events and thought leadership activities with partners and referrers.
Client Referral and Review Programs
* Develop and launch a formal client referral programme with clear incentives, communications, and performance tracking.
* Support the build of a digital toolkit for online reviews and recommendations, including templates, guidance, and engagement plans. Promote and embed usage of the toolkit across client service teams.
* Develop and deliver a plan to grow professional networks via LinkedIn and other platforms. Support team members in sharing valuable content, tagging connections, and building visibility with intermediaries.
* Conduct surveys or feedback sessions to gauge the satisfaction levels of referral partners with the relationship and engagement.
Qualifications
* Proven experience in business development, coaching, or a related field.
* Strong understanding of referral relationships and engagement strategies.
* Excellent communication and interpersonal skills.
* Ability to analyse data and metrics to drive performance.
* Proficiency in using business development tools and platforms.
This is an initial 6 month FTE engagement.