Working closely with the Client Solutions and People & Development teams in Melbourne and nationally and reporting to the Director – Melbourne, the Consultant, Client Solutions is responsible for continuing to drive the successful growth of the Victorian business, including the following activities:
- Identifying, developing and managing client relationships in the Victorian legal market to win and expand business
- Conducting business development activities including focused outreach, arranging client visits and pitches and following up on sales opportunities and leads
- Locates or proposes potential business opportunities by contacting potential clients, discovering and exploring opportunities
- Closes new business opportunities by coordinating and negotiating requirements
- Expands key client relationships leveraging the full spectrum of LOD/Consilio product offerings
- Works towards revenue generation and maintaining LOD’s desired margins whilst driving the expansion of the LOD Victorian presence
- Identify potential business opportunities by researching industry and related events, publications, and announcements to provide increased market presence
- Prepare and co-ordinate client related documentation
- Work with the wider national Client Solutions team to manage and grow client relationships across all offices
- Maintenance of Client Relationship Management system
- Prepare tenders, pitches and presentations to win new client business
- Identify and attend industry events to represent the national LOD business
Key Performance Indicators:
- Ensuring that the Victorian business is delivering on its annual regional plan
- Achieving expansion in revenue and lawyer numbers whilst maintaining solid margins
- Maintaining strong relationships with Victorian lawyers and consultants
- Driving the achievement/exceeding budgeted sales projections
- Successful management of ongoing and new client relationships
- Successful penetration of new market sectors of opportunity
- Increasing utilisation of lawyers/consultants
- Successful and meaningful relationships with national management team
Internal Key Relationships
- Victorian based lawyers and consultants
- Victorian based People & Development Manger
- Victorian based Business Operations Director
- National New Business Team
- National and global Client Solutions team
- National and global People & Development team
- Marketing Team
- Finance Team
- Wider global HQ team
Qualifications:
- Tertiary qualifications in commerce, business or law
- You will have 3-5 years demonstrated experience in business development, recruitment, client relationship management or sales, ideally in legal or other professional services or a recruitment related business
- Intermediate to advanced computer skills including Word, Excel, MS Outlook and PowerPoint Personal
Attributes & Skills
- Strong team player
- Self-motivated and results driven and a positive “can do” attitude, thriving in both individual and team situations
- Good communicator and listener in a highly commercial environment
- Ability to prioritise and multi-task
- Rapport and relationship building internally and externally