Step-up to BD Manager | Growth Opportunity for Execs/Advisers | Become Client Facing

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 marketing, communications, business development and client growth 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. 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.

This opportunity would suit an ambitious BD Executive or Adviser, eager to quickly build on their foundation of traditional experience to operate in both capacities.

Role & Responsibilities

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.
• 4 to 6 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.

For more information, 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.