L.E.K. Consulting is a global management consulting firm that uses deep industry expertise and rigorous analysis to help business leaders achieve practical results with real impact. We are uncompromising in our approach to helping clients consistently make better decisions, deliver improved business performance and create greater shareholder returns. The firm advises and supports global companies that are leaders in their industries — including the largest private- and public-sector organisations, private equity firms, and emerging entrepreneurial businesses. Founded in 1983, L.E.K. employs more than 2,200 professionals across the Americas, Asia-Pacific and Europe and is recognized as a top consulting firm to work for.
Overview of the role
The BD manager will be responsible for developing and executing appropriate business development and marketing initiatives, supporting Partner's efforts to generate revenue via frequent and meaningful interaction with a large and growing contact network of senior executives and decision makers.
This role manages processes and initiatives that facilitate client communication via L.E.K. Australia partners, with the objective of winning, retaining, and growing profitable business.
This is a full-time position based in Melbourne or Sydney but with responsibility across L.E.K. Australia.
L.E.K. Australia has ambition for the BD function to establish a local, dedicated BD capability. As an initial hire in this function, the successful applicant will have an important and highly valuable opportunity to shape the BD team. Over time, it is likely that the BD manager will be joined by sector-specific resources/analysts to gather specific market intelligence and research activities, while ultimately the BD Manager will play a role in coaching partners and holding them to BD discipline, creating and implementing BD frameworks, assisting in key account planning and navigating efficient proposal processes.
BD leadership
Establish key BD metrics and goals across each of L.E.K. Australia's 12 Practices (although most Practices require light touch ongoing support, may be 2-3 which may require deeper direct support from BD manager)
Guide and coach the senior team where needed (may require prioritising common key needs across different groups of partners depending on seniority, existing network etc)
Ensure adherence to best sales practices, and hold the team to good BD discipline
Key account management and gathering intel
Design general approaches/processes which improve Partner capability in managing client relationships, such as: Design processes/queries (e.g., leveraging AI) to recognise market triggers (e.g., M&A/events/client job movements), flag to relevant Partners and suggested follow up
Design the process(es) to identify new organisations and people/roles where L.E.K. is positioned to develop business based on an understanding of organisations and the issues they face
Design the process around managing the pipeline of live opportunities in CRM, ensuring information is current and accurate (including training of relevant stakeholders such as EAs)
Enhance pipeline and track BD progress
Leverage Marketing team to ensure content development plans are relevant and impactful for target audiences
Track, analyse, and report metrics and business development outcomes, extracting insight and suggesting action where appropriate across the 12 Practices (e.g., attend monthly Practice meeting with standard report)
Undertake or supervise client feedback and listening programme (quality review, conduct win/loss analysis)
Support meeting and pitch success
Support, coordinate and navigate efficient proposal processes (i.e., assist with boilerplate content ownership and updates, incorporating best practices for proposal design and case execution)
Education and experience
Demonstrated experience and familiarity in establishing and embedding a BD function in a small to medium sized professional services firm.
Bachelor's degree in a relevant area of study
10-12+ years of experience in a business development/client relationship role in a professional services setting, and ideally with experience selling B2B services/intangibles
Comfort with Microsoft Office Suite (Word, PowerPoint, Excel)
Knowledge, skills and attributes
Demonstrated ability to engage with senior stakeholders internally and externally
A commercial mindset with high client empathy, prolific client engagement, and a sales focus
Strong interpersonal and communication skills, with the ability to convey complex information in a clear and structured manner
Excellent organisational skills and the ability to juggle a high volume of relationships
Highest attention to detail
Maturity and adaptability to maintain poise under pressure, advise senior executives and manage competing priorities
An understanding of and experience in consumer, industrial and travel/transport sectors is highly desirable
Diversity and inclusion at L.E.K.
L.E.K. Consulting is an Equal Opportunity Employer. We appreciate the value of a diverse and inclusive workforce and are committed to a culture that is inclusive and accepting of all people. Above all, we are committed to ensuring that all employees are treated with respect and dignity.
We have several affinity groups to support and enrich our employees, including Pride@LEK, Mosaic@LEK and Women@LEK. In addition, our Diversity and Inclusion committee celebrate events throughout the year with a focus on awareness and education.
L.E.K. acknowledges the Aboriginal and Torres Strait Islander people as the traditional custodians of the land upon which we operate. We pay our respects to the Elders of the past, present and future and acknowledge their spiritual connection to Country.
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