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Business Development & Client Relationship Manager | Specialist Professional Services Business

Dalton Handley
Sydney or Melbourne
15 February 2021

  • Combine traditional BD experience with direct client facing work alongside Principals
  • Refreshing business culture and clear growth strategy
  • Join the company during an exciting time of structural change led by a highly impressive, newly appointed Managing Director
  • Work with highly engaged, innovative Principals
  • Strategic and proactive role
  • Exclusive to Dalton Handley

There has never been a more exciting time to join our client, one of Australia’s leading specialist professional services businesses. Both in Australia and internationally, the company is a long-standing trusted advisor to some of the largest businesses and household names in the world.

With a newly appointed leadership team, a clearly defined growth strategy and highly engaged, ambitious principals, our client sees marketing, communications, business development and client growth at the core of its future success.

Working closely with the Director of Business Development and Client Growth Principals/Partners and senior fee-earners to develop strategic account plans and execute initiatives to retain and grow key clients, as well as target and win new business. This role is highly client facing, charged with building and growing relationships for all practice areas of the firm.

This opportunity would suit a BD Manager with proven client facing skills or the ability to quickly build on their foundation of traditional experience to operate in both capacities.

Role & Responsibilities

Key Account Management

  • Identify top firm clients.
  • Work with the relevant fee-earners to implement account plans for key clients to grow service offering to them drawing on the Client Relationship Program framework.
  • Keep up to date with developments in key client’s industries/sectors and competitors. Provide timely insights to Client Relationship Principal that can be used as touch points with clients.
  • Plan events and engage in client entertainment appropriate to each key client.
  • Conduct listening programs in person and via surveys to obtain client feedback in collaboration with practice groups, utilise feedback to improve the client experience.
  • Proactively advise on and assist with the effective transition of key clients to other professionals as required.

Business Development and Pursuits

  • Leverage data and insights to identify specific clients to target, providing competitor and market landscape insights.
  • Qualify leads and new opportunities from new clients via a centralised approach.
  • Set up meetings with target clients for professional staff, attend meetings alongside Principals and action any follow up activities.
  • Provide training and coaching to professional staff on best practices in business development to build capability and confidence.
  • Represent the firm at industry events to build the profile of the firm.
  • Identify new opportunities for service offerings and pricing structures.
  • Drive cross selling between practice groups to build referrals and increase work.
  • Review campaigns and initiatives after completion to evaluate effectiveness. Make recommendations for the future.
  • Identify target companies that are to be part of a long-term pursuits campaigns and actively manage relationships by building on those pursuit accounts.

Proposal, Bids and Tenders

  • Work with Principals to define the bid strategy with a clear value proposition and win themes for critical and strategic bids.
  • Manage the end-to-end bid process according to best practice milestones and work collaboratively with all stakeholders, ensuring they are aware of their role in the process.
  • Work with Marketing and Communications team members to identify content gaps
  • Strive for continuous improvement through post bid and tender activities such as attending debriefs and reviewing response feedback and share learnings.

Role Requirements

  • Degree qualified in marketing, business, commerce or similar
  • 5 to 7 years' experience in a BD, pursuits or strategic account management role, preferably in a professional services environment or sophisticated B2B services environment
  • Experience in working directly with clients or with the strong potential to do so.
  • Ability to identify and articulate the firm's value proposition and tailor approach to the specific requirements of the associate firm/corporation.
  • Strong commercial acumen including an in-depth understanding of sales cycles and B2B services buyer behaviour. 

For more information, please send your CV in confidence to a member of the Dalton Handley team at australia@daltonhandley.com or call 02 8042 7979 for further information.

Dalton Handley is an international recruitment company dedicated to sourcing business development, marketing and communications talent for professional services firms across Australia with key alliance partner recruitment companies in Asia and the United Kingdom. For more information visit our website

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