The Business Development & Account Manager is responsible for driving business growth while managing and expanding key client relationships. They will lead sales efforts to identify, pursue, and convert new opportunities, while also ensuring the successful delivery and ongoing development of existing accounts.
This is a commercially focused role that combines strategic sales, relationship management, and operational coordination to achieve revenue growth and client retention.
Key Responsibilities Sales & Business Development
* Identify, develop, and actively pursue new business opportunities within the Australian market
* Maintain awareness of market trends and the competitive landscape to identify growth opportunities
* Approach prospective clients through networking, outreach, and presentations to generate leads
* Develop and execute sales strategies to convert leads into secured business
* Prepare, coordinate, and deliver proposals, tenders, and client presentations
* Ensure adherence to pricing and Standard Net Margin guidelines
* Effectively leverage internal product line specialists to support solution-based selling
* Maintain and manage a robust sales pipeline, including regular review of sales activity and outcomes
Account Management & Client Growth
* Manage and grow a portfolio of key client accounts, ensuring long-term relationship development
* Maintain a strong understanding of client history, needs, and service requirements
* Conduct regular client meetings (virtual, phone, or face‐to‐face) to review service usage, provide insights, and identify growth opportunities
* Identify and implement upselling and cross‐selling opportunities within existing accounts
* Ensure all client accounts are managed in accordance with company procedures and policies
* Monitor account performance and implement corrective actions where revenue objectives are not being met
Service & Operational Responsibilities
* Act as the primary point of contact for client requests, including critical incidents, onsite support, and additional service requirements
* Provide initial guidance to clients and determine next steps in line with best practices, coordinating with internal teams as required
* Ensure client‐specific requirements (e.g., billing procedures, department codes) are accurately followed
* Coordinate and support delivery of wellness initiatives, training, and related services
* Conduct periodic service audits on key accounts and address any discrepancies
* Ensure timely response to client enquiries and resolution of issues, escalating where appropriate
* Maintain accurate and up‐to‐date client account records and activity logs
* Prepare and submit weekly reports, forecasts, and account plans
* Collect and analyse data related to revenue, KPIs, and account performance
* Manage invoicing processes and follow up on outstanding payments
* Monitor profitability of client accounts, ensuring alignment with budget and financial targets
* Analyse financial and operational reports to identify trends, variances, and growth opportunities
General Responsibilities
* Comply with Work Health and Safety (WHS) requirements and corporate policies
* Ensure adherence to relevant legislation, confidentiality obligations, company policies and standards
* Safeguard company assets, records, and information
* Ensuring that all documentation, systems, policies and procedures relating to Quality Control are strictly adhered to.
* Contribute to a positive team environment and high employee morale
* Remain up to date on industry trends, recruitment practices, and service offerings
* Participate in interstate travel as required
Key Performance Measures
* Achievement of new business revenue and growth targets
* Conversion rate of leads to secure business
* Growth and retention of key client accounts
* Achievement of profitability and margin targets
* Effectiveness of proposals, tenders, and client presentations
* Responsiveness to client needs and service delivery standards
Skills & Experience
* Proven experience in sales, business development, or account management role (3+ years preferred)
* Demonstrated success in achieving or exceeding revenue and sales targets
* Strong experience managing and developing client relationships
* Ability to engage and influence stakeholders at senior levels (CEO/GM)
* Strong proposal writing, presentation, and negotiation skills
* Solid financial and commercial acumen
* Strong analytical and problem‐solving capability
* Results‐driven and commercially focused
* Strong relationship‐building and stakeholder management skills
* Proactive and self‐motivated
* Strategic thinker with execution capability
* Excellent communication and presentation skills
* Ability to manage multiple priorities in a fast‐paced environment
* Exposure to tender processes and large client contracts
* Experience in the mental health, wellness, or EAP industry
This role is also open to applicants based in Sydney. If this opportunity aligns with your skills and experience, we encourage you to apply.
Our Commitment to Diversity and Inclusion
At Drake, we are committed to fostering diversity, inclusion, and equity. While our journey is ongoing, our shared goal is to create an environment where every individual is respected and valued. We are a community that recognises the strength of diversity.
Right to Work
The above position is open only to applicants who have a current right to work in Australia. Applicants who do not have a current right to work in Australia will unfortunately not be considered and are respectfully asked not to apply.
#J-18808-Ljbffr