Business Development Manager

Folk - a strategic design consultancy.; Sydney; Hybrid; AUD 110,000 - 180,000; Full time

Benefits offered by this job

Generous development budget

Hybrid-working schedule

Job summary

Folk, a strategic design consultancy, is seeking a Business Development Manager in Sydney. You will build and manage a pipeline of future clients, expand our market presence, and collaborate with leadership and practice teams to convert opportunities into new work.

You'll be responsible for developing the sales strategy, nurturing relationships with government, not-for-profit and private sectors, and driving the CRM process.

Qualifications

• Candidates have established networks in the design/innovation or government sectors.
• Excellent verbal and written communication and relationship skills.

Responsibilities

• Build Folk's pipeline of future clients and opportunities.
• Increase visibility and develop relationships with prospects and partners.
• Manage the CRM and opportunities from qualification to conversion.

Job description

We’re an insights and ideas driven strategic design consultancy. We work with mission-driven organisations to make a better every day for people and the planet.

Our work spans across government, not-for-profit and business – focussed in three impact areas – empowering people, health and wellbeing and sustainable futures.

We’ve built a multidisciplinary team of researchers, designers, project managers and strategic thinkers who bring deep craft and clear thinking to every project.

By combining insight, creativity, and sector expertise, we reimagine essential services, create digital tools, and shape purposeful brands. We bring the strategic rigour of a consultancy and the creativity of a design studio – helping organisations move forward with clarity.

We’re looking for a Business Development Manager.

We’re looking for an experienced Business Development Manager who has a deep and well-established network, and passion for strategic design and the positive impact it can deliver. Someone who can hit the ground running right from the outset.

The BDM will build Folk’s pipeline of future clients and opportunities by increasing our visibility in the market, developing relationships with prospective clients and partners, identifying opportunities for Folk’s services, and working with Folk’s leadership and practice teams to convert those opportunities into new work.

This role will drive business development processes at Folk, working closely with the Managing Director. We need this role to be visible and present in the landscape we work within. The goal is to get Folk a seat at the table, to give us the best opportunity to make an impact within our target sectors.

This role at Folk will…

Have presence in the market

• Research our impact areas and identify strategic targets and opportunities.
• Understand Folk’s past, current and emerging work to communicate our impact and capabilities in relation to client and prospect needs.
• Represent Folk in the market – being visible, curious and present at in-person and online events and forums.
• Expand Folk’s presence within existing client organisations by leveraging project work to build new contacts and grow our reach.
• Develop the sales strategy and process, working with marketing to support business development.
• Stay across the broader competitor landscape.

Build relationships

• Work with the Managing Director to translate research and insights into an actionable plan for connecting with target prospects, then implement it.
• Connect with prospective clients and partners through cold outreach, warm leads and existing client relationships.
• Activate your existing networks and build new ones to secure introductions and meetings.
• Turn targets into relationships by building organisational contacts and securing Folk a seat at the table.
• Build trust in Folk’s teams by staying current on design thinking, technology and sector trends, and showing how we solve client problems.
• Build relationships with Folk’s Directors, Client Engagement Team and Leads; exchange knowledge, connect clients with the wider team and involve colleagues in sales journeys as appropriate.

Manage the pipeline and CRM

• Own accurate, up-to-date opportunity and sales tracking so the business can plan confidently.
• Document and track every lead and opportunity.
• Maintain leads, prospects and client contacts in the CRM, building a useful database for marketing and targeted communications.

Support the conversion of opportunities

• Qualify opportunities with the Managing Director to focus conversion efforts.
• Brief Folk teams on prospect or client needs and context for live opportunities.
• Share market insights and learnings to deepen team expertise across the client experience.
• Support clients through handover to project teams during proposals or RFQs, reinforcing Folk’s professionalism throughout.

This role is right for you if…

• You have a genuine interest and existing experience/knowledge in Folk’s impact areas.
• You’re motivated and a self-starter. Able to work independently and encourage those around to lean in and make the most of opportunities.
• You’ve got a proven ability to generate your own pipeline, rather than work solely from inbound opportunities/warm contacts.
• You’ve got some knowledge of Folk’s capabilities. You’re able to understand and communicate Folk’s capabilities and how they can address client’s problems.
• You’ve got an understanding of current technology and platform solutions that meet our clients’ needs.
• You’ve got experience with the buying landscape in government. You have knowledge of state and federal government procurement guidelines, ways of working and corporate structures, as well as existing senior relationships.
• You’re an excellent oral and written communicator.
• You’re organised and detail-oriented (especially when it comes to documentation of leads, opportunities and CRM management).

The nuts and bolts…

• We’re looking for someone Sydney based, as we expect you to be out and about meeting prospects and connecting with potential clients. Applicants outside of Sydney may apply if they are willing to commit to travel.
• The rest of your week can be hybrid-working or in our Annandale studio.
• This role is available as a full-time or part-time position (minimum 3 days a week). Alternative forms of employment may be considered upon request. Please include details in your application.
• Remuneration will comprise a competitive base salary plus performance-based variable remuneration, with meaningful upside for generating and converting new opportunities. We are open to discussing the structure with the right candidate.
• We offer a generous development budget that we encourage you to use to invest in building your skills and following your career ambitions.

Working at Folk

Folk offers a warm and inclusive working environment.

We put the wellbeing of our staff before projects and profit– through regular check-ins and transparent communication we ensure everyone feels safe and supported.

We also actively empower our teams to help shape the business; If you think something can be done better – tell someone.

Inclusive recruitment

Folk is committed to building a diverse team. We actively encourage candidates with diverse backgrounds, experiences, and perspectives to join our team. We're proud to be an equal opportunity employer committed to diversity and inclusion. We will never discriminate based on race, gender, age, ethnicity, citizenship, national origin of employees, religion, sexual orientation, marital status or disability. We believe that a variety of perspectives and experiences leads to innovation and success.

Acknowledgement of Country

Folk offices are located, Gadigal and Wangal Country. We pay our respects to their cultures, and to their Elders – past, present, and emerging.

You must be legally able to work in Australia