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 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 have a hand in shaping the BD team.
BD leadership
Establish key BD metrics and goals across each of L.E.K. Australia's 12 Practices.
Guide and coach the senior team where needed.
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.
Design the process(es) to identify new organisations and people / roles where L.E.K. is positioned to develop business.
Design the process around managing the pipeline of live opportunities in CRM, ensuring information is current and accurate.
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.
Undertake or supervise client feedback and listening programme.
Support meeting and pitch success
Support, coordinate and navigate efficient proposal processes.
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.
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.
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.
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.
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