Overview
Manager – Growth and Client Strategy Jobs in Sydney, New South Wales, Australia at Lockton
Title: Manager – Growth and Client Strategy
Company: Lockton
Location: Sydney, New South Wales, Australia
Manager – Growth and Client Strategy, People Solutions
Group Risk & Private Health Insurance
Lockton is seeking a commercially driven Manager – Growth and Client Strategy, People Solutions to support the growth of our Group Risk (Life, Salary Continuance, Accident & Health) and Private Health Insurance portfolio. This role is pivotal in delivering profitable growth, building strong client relationships, and strengthening Lockton’s national brand presence.
The Opportunity
In this role, you will be responsible for actively developing a pipeline and closing deals of new-to-Lockton business, identifying cross-selling opportunities across Lockton People Solutions and the broader Lockton Australia business, and contributing to long-term revenue growth. You will work closely with internal teams to introduce prospects, support tenders, and ensure a seamless client experience from acquisition through to ongoing relationship management.
This is an ideal role for someone who is highly self-motivated, commercially astute, and thrives in an autonomous, relationship-driven environment.
Key Responsibilities
Business Development & Growth
- The Manager’s primary purpose is active development of a pipeline of ‘new to Lockton’ business in Group Risk (Life, Salary Continuance, Accident & Health) and Private Health Insurance specialties with a particular emphasis on profitable growth
- Identify and facilitate opportunities including cross-marketing to assist with growth (ie within Lockton People Solutions and wider Lockton Australia)
- Contribute to improving Lockton’s profile and brand.
- Coordinate with relevant teams to introduce them to prospects in their respective fields.
- Cultivate and nurture strong ongoing client relationships (post Lockton appointment)
- Responsible for effective communication, negotiation, and problem-solving, while also demonstrating adaptability and self-motivation in managing your pipeline.
- This role is pivotal in driving revenue growth and contributing to the overall success of our organisation.
- Accountable for annual business plan development, revenue target and execution of key objectives.
Experience & Qualifications
Minimum 5 years in a similar role with a strong understanding of the Employee Benefits landscape, ideally with experience in the areas of Group Risk or Private Health
A strong network across HR, Remuneration and Benefits, Risk Management, and Finance
Bachelor's degree in business administration, finance, or related field, MBA or relevant advanced degree is advantageous but not essential
Business Development
- Cultivating, managing and developing a pipeline of business with a particular emphasis on profitable growth.
- Assist with brand awareness and profile.
- Client, prospect and producer communication (email and phone).
- Attend to enquiries from potential clients and follow up referred leads.
- Coordinate with other teams and introduce them to prospects in their respective fields.
- In collaboration with wider organisation, assist and/or manage networking opportunities to ensure Lockton has a presence across all key events on a national basis.
- Working in close conjunction with the marketing team to assist with strategy, event planning, sponsorship/marketing opportunities and marketing collateral.
- Use of sales technology to drive activity.
- Analysis of sales data.
- Tender submission support for department managers.
- Work collaboratively with other teams to prepare new business reports, recommendations and quotations for clients.
- Client Focused: Committed to understanding and meeting the needs of stakeholders, provide quality service, and build and maintain positive relationships.
- Communication: Convey information clearly and effectively through verbal, and written means, fostering mutual understanding.
- Attention to Detail: Be thorough and precise in work, with a focus on accuracy.
- Teamwork: Collaborate effectively with others, respect diverse perspectives, encourage and support others to succeed. Work with others across the organisation and externally as relevant to achieve best outcomes.
- Time Management: Effectively prioritise tasks, and efficiently utilise time to achieve objectives and meet deadlines.
- Adaptability: Demonstrate flexibility, resilience, and openness to new ideas or circumstances. Willing and able to adjust and thrive in changing environments or situations.
- Growth Mindset: Embrace challenges as opportunities to learn and develop, seek feedback and apply it, and persistently strive for improvement.
- Ethical Conduct: Consistently adhere to Lockton moral principles and values, make decisions and behave in a way that is honest, fair, and respectful of others while considering broader implications.
- Working Autonomously: Work effectively and productively independently, make decisions, and take the initiative to manage tasks and client relationships autonomously.
- Negotiation: Successful at reaching mutually beneficial agreements or compromises by effectively communicating, strategizing, and resolving differences between parties
- Problem-Solving: Exhibit the ability to analyse, evaluate, and identify solutions to complex or challenging issues by employing logic, creativity, critical thinking, and systematic reasoning to reach effective resolutions.
- Relationship Management: Proactively build, nurture, and maintain strong relationships with clients, understand their needs, address concerns, and ensure satisfaction.
- Sales and Revenue Growth: Proficient in identifying opportunities, developing strategies, and implementing tactics to increase sales, expand market reach, and drive financial growth.
**We do not accept speculative CVs from recruitment agencies and will not be liable for any fees associated with unsolicited submissions.**
