Senior Business Development Manager

Lockton Companies; City of Melbourne; Hybrid; AUD 120,000 - 190,000; Full time

Benefits offered by this job

Flexible and hybrid working

Career progression opportunities

Mentoring and knowledge-sharing

Health and wellbeing initiatives

Parental leave and wellbeing days

Job summary

Lockton, the world’s largest privately owned insurance broker, is seeking a strategic Business Development / Growth Leader in Melbourne. You will drive new business growth across all business units, build and manage a strong sales pipeline, identify and convert opportunities, and work closely with senior brokers to champion client success and long-term relationships.

This hybrid Melbourne role focuses on opening doors, shaping compelling client solutions, and leading multi‑stakeholder pursuits

Qualifications

• Strong prospecting and lead generation capability.
• Structured and disciplined pipeline management.
• Experience managing complex, multi-stakeholder sales pursuits.
• Excellent relationship-building and stakeholder engagement skills.
• Commercial acumen with an understanding of client needs and risk drivers.
• Clear and persuasive written and verbal communication.

Responsibilities

• Identify, research, and target prospective clients aligned to growth strategies.
• Proactively generate opportunities through calls, emails, LinkedIn, referrals, and events.
• Build relationships with key decision-makers and influencers.
• Develop and manage a strong pipeline of qualified opportunities.
• Create structured plans for large or strategic opportunities.
• Define win strategies, stakeholder maps, and competitive positioning.
• Manage engagement cadence, milestones, and pursuit progression.
• Ensure opportunities are actively driven through to decision.
• Partner with senior brokers and BU leaders to support growth strategies.
• Qualify and develop inbound and broker-led opportunities.
• Assist in client meetings, discovery sessions, and presentations.
• Support the development of compelling client solutions and value propositions.
• Maintain disciplined pipeline management across all opportunities.
• Track progress, ensure momentum, and identify next steps.
• Identify and remove obstacles to conversion.
• Support deal structuring, submissions, and follow-ups.
• Maintain accurate CRM and activity records.
• Provide insights on pipeline health, conversion rates, and opportunities.
• Share market intelligence with leadership and brokers.
• Continuously refine prospecting strategies and messaging.

Skills

Prospecting

Pipeline management

Complex sales

Relationship building

Commercial acumen

Communication

Tools

CRM

Job description

• Work for the world’s largest privately owned insurance broker
• Key role within our growing Business Development Team
• Melbourne based - Flexible working options

Are you a strategic thinker with a passion for driving growth and building meaningful client relationships? We are seeking a highly motivated Business Development / Growth Leader to join our team in Melbourne. This role is pivotal in driving new business growth across all business units, working closely with senior brokers to identify, progress, and convert opportunities into long-term client relationships.

You will play a key role in opening doors, building strong pipelines, and supporting complex sales pursuits, while also developing and winning new business independently.

Key Responsibilities

New Business Origination & Market Development

• Identify, research, and target prospective clients aligned to growth strategies
• Proactively generate opportunities through calls, emails, LinkedIn, referrals, and events
• Build relationships with key decision-makers and influencers
• Develop and manage a strong pipeline of qualified opportunities

Strategic Opportunity & Pursuit Planning

• Create structured plans for large or strategic opportunities
• Define win strategies, stakeholder maps, and competitive positioning
• Manage engagement cadence, milestones, and pursuit progression
• Ensure opportunities are actively driven through to decision

Broker Support & Opportunity Development

• Partner with senior brokers and BU leaders to support growth strategies
• Qualify and develop inbound and broker-led opportunities
• Assist in client meetings, discovery sessions, and presentations
• Support the development of compelling client solutions and value propositions
• Maintain disciplined pipeline management across all opportunities
• Track progress, ensure momentum, and identify next steps
• Identify and remove obstacles to conversion
• Support deal structuring, submissions, and follow-ups

Reporting, Insights & Continuous Improvement

• Maintain accurate CRM and activity records
• Provide insights on pipeline health, conversion rates, and opportunities
• Share market intelligence with leadership and brokers
• Continuously refine prospecting strategies and messaging

Skills & Experience

• Strong prospecting and lead generation capability
• Structured and disciplined pipeline management
• Experience managing complex, multi-stakeholder sales pursuits
• Excellent relationship-building and stakeholder engagement skills
• Commercial acumen with an understanding of client needs and risk drivers
• Clear and persuasive written and verbal communication

Personal Attributes

• Proactive, self-starting, and highly motivated
• Results-driven with strong ownership of growth outcomes
• Confident working alongside senior brokers and executives
• Resilient and comfortable with long, complex sales cycles
• Highly organised with strong attention to detail

Experience & Background

• Demonstrated experience in the Insurance industry (Tier 1 qualified)
• Demonstrated experience in sales, business development, and opportunity lifecycle management
• Proven ability to manage multi-stakeholder, project-style work
• Experience coordinating timelines and driving cross-functional outcomes
• Strong CRM usage and pipeline reporting discipline
• Comfortable working on high-value, complex opportunities

We offer:

• Flexible and hybrid working arrangements to support work-life balance
• Ongoing professional development and career progression opportunities
• Access to mentoring, training, and knowledge-sharing across the business
• Competitive remuneration and recognition programs
• Health and wellbeing initiatives, including EAP support
• Paid parental leave, volunteer leave, and additional wellbeing days
• An inclusive and supportive culture where your contribution genuinely matters

About Lockton

Lockton is the world’s largest privately owned insurance broker. Recognised as a Great Place to Work in Australia, we’re known for our entrepreneurial spirit, flat structure, and strong values-driven culture.

With a 98% client retention rate locally and a global footprint, we employ some of the best minds in the risk and insurance industry. Insurance is a stable, evolving, and highly rewarding career — and at Lockton, your voice and ideas help shape our future.

To learn more about us, visit global.lockton.com.

Lockton is an equal opportunity employer and is committed to creating an inclusive environment for all associates. We strongly encourage applications from Aboriginal and Torres Strait Islander Peoples, women, people with disability, LGBTIQ+ individuals, and those from culturally and linguistically diverse backgrounds.

We do not accept speculative CVs from recruitment agencies and will not be liable for any fees associated with unsolicited submissions.