National Director - Growth and Clients

OUR VALUE PROPOSITION

About the role:

Reporting directly to the CEP (chief executive partner), the National Director – Clients & Growth will lead and execute a firm-wide strategy to drive sustainable revenue and margin growth.

This role holds end-to-end accountability for the client growth lifecycle, including:

• Sales enablement and uplift of firmwide BD capability
• Strategic pursuits, bids and tender excellence
• Client retention, expansion and lifecycle management
• Embedding a consistent, high-quality client experience across all touchpoints

You will lead the development of national sector and service line growth strategies, ensuring alignment across rural, regional, metro and selected international markets, underpinned by data-led insights and disciplined execution.

With a clear commercial mandate, you will:

• Increase the number and value of high-value client relationships
• Drive deeper service line penetration across the firm
• Build a scalable, future-ready, client-centric BD function
• Elevate pursuit capability and win rates across strategic opportunities

Key Responsibilities:

• Growth strategy and commercial accountability: 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 (value, quality and service line penetration), overall revenue, margin and client retention, supported by clear KPIs and regular performance reviews.
• Oversight of sector and service growth plans: Provide firm‑wide oversight of national sector and service growth plans, ensuring they are coherent, insight‑driven and aligned to RSM’s strategic priorities. Challenge and support sector and service leaders to build robust, executable plans and to drive consistent implementation across rural, regional, metro, national and relevant international markets.
• Sales enablement leadership: Design and own the national sales enablement strategy, frameworks and toolsets that support Partners and client‑facing teams through the full opportunity lifecycle, from targeting and qualification through to close. Define and embed best‑practice sales processes, playbooks and governance that are practical for a partnership environment, easily assimilated by busy fee earners, and anchored in a strong client‑service ethos.
• Sales and pursuits governance: Establish and lead a disciplined pursuits program for strategic and high‑value opportunities, including opportunity qualification, win‑strategy development, pursuit reviews and post‑decision debriefs. Provide leadership oversight and coaching to pursuits and BD resources (e.g. BD Managers, Pursuit Managers, BD Rover roles) to ensure consistent standards, uplift in whole‑of‑firm BD skills and confidence, and effective collaboration with Partners on major deals.
• Bids and tenders excellence:  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 (content library, credentials, case studies, pricing narratives, templates and technology platforms) and embed rigorous win/loss analysis and analytics to drive continuous improvement in efficiency, quality and win rates.
• Client retention and growth programs: Lead the design and implementation of national client retention and growth programs, including key client programs, client feedback and insight, cross‑sell initiatives and account planning disciplines. Act as, or appoint, executive sponsors for selected strategic clients and work with leaders to manage retention risks, deepen relationships and expand service line penetration across priority accounts.
• National sales pipeline and performance management: Provide oversight of national sales pipelines across service lines and sectors, ensuring visibility of strategic opportunities, robust qualification and consistent forecasting disciplines. Work with Finance and business unit leaders to define and track growth KPIs (including pipeline coverage, conversion rates, relationship value, retention and cross‑sell) and drive accountability for performance through regular reviews and targeted interventions.
• Data, tools and sales technology: Own the sales and pursuits technology stack and data strategy for Clients & Growth (for example CRM, pipeline tools, proposal platforms and AI‑enabled sales and bid tools), in partnership with Technology and Finance. Champion data‑driven decision‑making, including pipeline and bid analytics, client‑health scoring, BD skills/usage analytics and structured experimentation, to support continuous improvement of sales and pursuit effectiveness.
• Influence BD culture and capability: Shape and influence the firm’s BD culture so that growth, client‑centricity and a whole‑of‑firm mindset are embedded and easily assimilated at all levels. Drive uplift in BD skills and confidence among fee earners and support teams through coaching, tools, training and visible role‑modelling of effective business development and client‑service behaviours.
• Leadership and management of BD team: Lead and develop the Clients & Growth/BD team to deliver a high‑quality, client‑centric service approach, with clear centres of excellence and scalable, consistent execution across the firm. Operate as a collaborative leader who actively coaches and mentors team members, creating opportunities for growth, stretch and progression, and taking responsibility for workforce planning, recruitment, succession and performance management.
• Strategic partnerships and cross‑functional collaboration: Build and manage strategic relationships with key external partners, referrers and alliances that support growth objectives, in coordination with relevant Partners. Work closely with Marketing, Finance, Innovation/Technology and Service Line Leaders through agreed governance forums and planning cycles, ensuring alignment of growth priorities and coordinated execution, while retaining clear accountability for revenue‑side outcomes
• Stakeholder engagement and change leadership: Build strong relationships with Partners, Office Managing Partners and Service Line Leaders, acting as a trusted advisor on growth, pursuits and client strategies. Lead change in sales and client practices across the firm, role‑modelling desired behaviours, communicating clearly about expectations and securing consistent adoption of agreed frameworks, tools and processes.

About you:

You are a highly credible, client-facing leader with a proven track record of driving growth in a professional services or complex B2B environment.

Equally important, you are:

• A collaborative, enterprise-wide thinker who drives alignment across service lines
• A change-oriented leader who uplifts capability and embeds best practice
• A 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 (not just operating them), 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.

EDUCATION REQUIREMENTS:

• 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.

Life at RSM:

RSM provides a great environment to build skills and confidence and we help our people achieve their best. We are trusted advisors to our clients, so it is critical for us to find the right people for the job on offer. 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!

Working for RSM entitles everyone to a wide range of leading health, wellness financial and lifestyle benefits.

How to apply: 

Please click on the “apply” button and complete our online application form.

Agencies, thank you for thinking of us, but our recruitment is managed internally, and we will reach out to our preferred suppliers if we need assistance.