Position Title: Client Solutions Manager
Location: Perth
Full/Part-time: Full time (or 4 days a week minimum)
Direct Reporting: Managing Director - Australia
Position Summary:
Working closely with the Client Solutions and People & Development teams nationally and reporting to the Managing Director – Australia, the Client Solutions Lead in Perth is responsible for driving the successful growth of the WA business including the following activities:
Identifying, developing and managing client relationships in the WA 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
Locating or proposing potential business opportunities by contacting potential clients, discovering and exploring opportunities
Closing new business opportunities by coordinating and negotiating requirements
Expanding key client relationships leveraging the full spectrum of LOD/Consilio product offerings
Working towards revenue generation and maintaining LOD's desired margins whilst driving the expansion of the LOD WA presence
Identifying potential business opportunities by researching industry and related events, publications, and announcements to provide increased market presence
Preparing and coordinating client related documentation
Working with the wider national client solutions team to manage and grow our client relationships across all offices
Maintenance of Client Relationship Management system
Preparing tenders, pitches and presentations to win new client business
Identifying and attending industry events to represent the national LOD business
Key Performance Indicators:
Ensuring that the WA business is delivering on its annual regional plan
Achieving expansion in revenue and lawyer numbers whilst maintaining strong margins
Maintaining strong relationships with WA 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
Other Internal Key Relationships:
WA-based lawyers and consultants
National and global Client Solutions team
National and global People & Development team
Wider global HQ team
Qualifications:
Tertiary qualifications in commerce, business or law
At least 5 years demonstrated recruitment or sales experience, 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
Experience in maximising BD opportunities
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