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Client-Facing Relationship Growth Manager | Specialist Professional Services Firm | Unique Opportunity

Dalton Handley
Sydney or Melbourne
6 April 2021

  • Opportunity for a BDM in the legal sector to do something different
  • Highly commercial business during a phase of significant growth
  • Learn from a newly installed ex-Big-4 and strategy consulting Leadership Team
  • Outstanding training and development on offer
  • Rare growth opportunity for candidates with around 5 – 8 years’ experience
  • Become quickly entrusted to manage and grow key client relationships in a truly client facing capacity in addition to coaching Principals
  • Combine traditional BD experience with direct client facing work alongside highly engaged Principals
  • Refreshing business culture, clearly defined growth strategy
  • 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 firm is a long-standing trusted advisor to some of the largest businesses and household consumer brands in the world.

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

Working closely with a non-traditional Director of Business Development with a technology and consulting background, Principals/Partners and senior fee-earners, this role will develop strategic account plans and execute initiatives to retain and grow key clients, as well as target and win new business along-side highly engaged Principals. The successful candidate will have the opportunity to be trained to engage with clients directly in addition to working in a traditional business development capacity to establish and grow relationships with clients in a strategic manner – this is not a sales role with revenue targets.

Role & Responsibilities include:

Key Account Management

  • 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.
  • 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 8 years’ experience in a BD, pursuits or strategic account management role, preferably in a professional services environment or sophisticated B2B services environment.
  • Ability to identify and articulate the firm’s value proposition and tailor approach to the specific requirements of the associate firm/corporation.

Dalton Handley is a market leading recruitment consultancy and career advisory firm, dedicated to building careers and marketing/BD teams for some of Australia’s leading legal, accounting and consulting firms. Our team have over 20 years’ experience and combined extensive professional services marketing recruitment expertise with front line experience in business development roles. 

For more information visit our website or please send your CV in confidence to a member of the Dalton Handley team at australia@daltonhandley.com or call 0499 956 666 for further information.

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