Impress employers and recruiters.
Choose from hundreds of resume examples.
Impress employers and recruiters.
Choose from hundreds of resume examples.
Target Resume Now
About the Role
The National Director – Clients & Growth will lead and execute a firm-wide strategy to drive sustainable revenue and margin growth, holding end-to-end accountability for the client growth lifecycle. This includes sales enablement, strategic pursuits, client retention, and embedding a consistent client experience.
Responsibilities
- Lead the development and execution of the firm’s clients and growth strategy.
- Provide firm-wide oversight of national sector and service growth plans.
- Design and own the national sales enablement strategy, frameworks and toolsets.
- Establish and lead a disciplined pursuits program for strategic and high-value opportunities.
- Own the national bids and tenders strategy and operating model.
- Lead the design and implementation of national client retention and growth programs.
- Provide oversight of national sales pipelines across service lines and sectors.
- Own the sales and pursuits technology stack and data strategy for Clients & Growth.
- Shape and influence the firm’s BD culture to embed growth and client-centricity.
- Lead and develop the Clients & Growth/BD team.
- Build and manage strategic relationships with key external partners, referrers and alliances.
- Build strong relationships with Partners, Office Managing Partners and Service Line Leaders.
- Lead change in sales and client practices across the firm.
Requirements
- 10+ years’ experience in senior business development, sales leadership, pursuits or client management roles within professional services or a complex B2B environment.
- Experience in national or multi-office organizations.
- Demonstrated track record of leading sales enablement, bids/proposals and pursuits functions with measurable impact on higher value relationship growth, win rates, pipeline health, revenue growth and client retention.
- Deep client service orientation, with a demonstrated background in client facing roles and a track record of strengthening relationships, resolving complex issues and improving client experience.
- Proven experience transforming or building BD/sales functions, including designing frameworks, teams and processes from the ground up or through significant change.
- Strong commercial acumen and strategic thinking.
- Exceptional stakeholder engagement and influencing skills.
- Ability to work effectively with Partners and executive teams, challenge constructively and build consensus.
- Experience leading and developing multi-disciplinary teams.
- Demonstrable passion for mentoring and growing talent.
- Collaborative, inclusive leadership style.
- Comfortable working with data and technology (including CRM, analytics, proposal platforms and AI tools) to drive insight led decisions and continuous improvement.
- High level of integrity, resilience and adaptability.
- Collaborative style and a strong commitment to developing and valuing others.
Skills
- Sales enablement
- Strategic pursuits
- Client retention
- Client experience
- Sector growth strategies
- Service line growth strategies
- Data-led insights
- Disciplined execution
- Commercial mandate
- Relationship management
- Service line penetration
- BD function building
- Pursuit capability
- Win rates
- Commercial accountability
- Sales enablement leadership
- Sales processes
- Sales playbooks
- Governance
- Client-service ethos
- Pursuits governance
- Win-strategy development
- Bids and tenders excellence
- Bid processes
- Bid infrastructure
- Win/loss analysis
- Client retention programs
- Client feedback
- Cross-sell initiatives
- Account planning
- Sales pipeline management
- Sales forecasting
- Growth KPIs
- Sales technology
- CRM
- Pipeline tools
- Proposal platforms
- AI-enabled sales tools
- Data-driven decision-making
- Pipeline analytics
- Bid analytics
- Client-health scoring
- BD skills analytics
- Structured experimentation
- BD culture influence
- BD capability uplift
- Team leadership
- Team development
- Mentoring
- Strategic partnerships
- Cross-functional collaboration
- Stakeholder engagement
- Change leadership
- Trusted advisor
- Commercial acumen
- Strategic thinking
- Influencing skills
- Consensus building
- Talent development
- Integrity
- Resilience
- Adaptability
Experience Level
- 10+ years
Education Level
- Relevant tertiary qualification in business, commerce, law, marketing, or a related discipline, or equivalent professional experience.
- Postgraduate qualifications (e.g. MBA) or executive education in strategy, sales leadership or client management will be highly regarded.
Benefits
- Wide range of leading health, wellness financial and lifestyle benefits.
About the Company
- RSM Australia supports a people-centric and collaborative culture where we are committed to empowering and developing you.
- As a leading professional services firm, we connect you to an extensive network of global resources and invest in your future.
- RSM Australia is a member of RSM, the world’s 6th largest network of audit, tax and consulting firms.
- We are an award-winning professional services firm with over 100 years experience supporting Australian businesses.
- We believe in putting people first and we are proud to have developed a work culture that fosters growth, collaboration and success.
- RSM provides a great environment to build skills and confidence and we help our people achieve their best.
- Our network of offices across Australia and around the world allow us to offer a personal service to all our clients regardless of where they are!
- We are dedicated to creating an environment where you are valued for your expertise, but also for who you are as an individual.
- We believe that success stems from a collective effort, and we foster a collaborative atmosphere where your voice is heard, your ideas are valued and your contributions are recognised.
- You're becoming part of an esteemed accounting firm that has consistently been recognized for its excellence.
- Our unwavering commitment to client satisfaction has earned us the prestigious title of Best Accounting and Consulting Firm for five consecutive years.
- Be part of a team that continues to set the standard for excellence and connect you to an extensive network of national and global resources.