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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 role involves leading the development of national sector and service line growth strategies, increasing high-value client relationships, driving deeper service line penetration, building a scalable client-centric BD function, and elevating pursuit capability.

Responsibilities

Lead the development and execution of the firm’s clients and growth strategy, including definition and prioritisation of key client segments, sectors and offerings.
Hold joint commercial accountability with Service Line and Office Leaders for growth in higher‑value client relationships, overall revenue, margin and client retention.
Provide firm‑wide oversight of national sector and service growth plans, ensuring they are coherent, insight‑driven and aligned to RSM’s strategic priorities.
Design and own the national sales enablement strategy, frameworks and toolsets that support Partners and client‑facing teams through the full opportunity lifecycle.
Define and embed best‑practice sales processes, playbooks and governance.
Establish and lead a disciplined pursuits program for strategic and high‑value opportunities.
Provide leadership oversight and coaching to pursuits and BD resources.
Own the national bids and tenders strategy and operating model, including end‑to‑end bid processes, roles and responsibilities, governance checkpoints and quality standards.
Oversee the firm’s bid infrastructure and embed rigorous win/loss analysis and analytics.
Lead the design and implementation of national client retention and growth programs.
Act as, or appoint, executive sponsors for selected strategic clients.
Provide oversight of national sales pipelines across service lines and sectors.
Work with Finance and business unit leaders to define and track growth KPIs.
Own the sales and pursuits technology stack and data strategy for Clients & Growth.
Champion data‑driven decision‑making to support continuous improvement of sales and pursuit effectiveness.
Shape and influence the firm’s BD culture so that growth, client‑centricity and a whole‑of‑firm mindset are embedded.
Drive uplift in BD skills and confidence among fee earners and support teams.
Lead and develop the Clients & Growth/BD team to deliver a high‑quality, client‑centric service approach.
Operate as a collaborative leader who actively coaches and mentors team members.
Build and manage strategic relationships with key external partners, referrers and alliances.
Work closely with Marketing, Finance, Innovation/Technology and Service Line Leaders.
Build strong relationships with Partners, Office Managing Partners and Service Line Leaders.
Lead change in sales and client practices across the firm, role‑modelling desired behaviours.
Communicate clearly about expectations and securing consistent adoption of agreed frameworks, tools and processes.

Requirements

Highly credible, client-facing leader with a proven track record of driving growth in a professional services or complex B2B environment.
Collaborative, enterprise-wide thinker who drives alignment across service lines.
Change-oriented leader who uplifts capability and embeds best practice.
Client-first champion who elevates experience and outcomes at every touchpoint.
10+ years’ experience in senior business development, sales leadership, pursuits or client management roles within professional services or a complex B2B environment, including experience in national or multi office organisations.
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, able to translate firm level growth strategies into practical sales, pursuits and client programs, and to balance revenue growth with profitability.
Exceptional stakeholder engagement and influencing skills, with the ability to work effectively with Partners and executive teams, challenge constructively and build consensus.
Experience leading and developing multi-disciplinary teams, with a demonstrable passion for mentoring and growing talent, and a 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, with a collaborative style and a strong commitment to developing and valuing others.

Skills

Business Development
Sales Leadership
Pursuits Management
Client Management
Sales Enablement
Bids and Proposals
Client Retention
Client Growth
Pipeline Management
Data Analysis
Technology Adoption
Stakeholder Engagement
Influencing Skills
Team Leadership
Mentoring
Strategic Thinking
Commercial Acumen
Change Management

Location

Australia

Work Type

Full-time

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

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.