Senior Business Development Manager

Lockton; Sydney; Hybrid; AUD 150,000 - 210,000; Full time

Benefits offered by this job

Flexible/hybrid working

Career progression

Mentoring and training

Health & wellbeing programs

Parental leave

Inclusive culture

Job summary

Lockton is seeking a Senior Business Development Manager in Sydney to drive new business growth across all units. You will open doors, build pipelines, and manage long, complex sales cycles in collaboration with senior brokers.

The role offers flexible/hybrid working options and a clear path to leadership within the Business Development Team. You will identify targets, develop strategic pursuit plans, and manage engagements from discovery to closing, while continuously refining prospecting

Qualifications

• Experience in insurance or professional services sales and opportunity lifecycle management.
• Proven ability to manage long, complex sales cycles with multiple stakeholders.
• Demonstrated CRM discipline and pipeline reporting.

Responsibilities

• Originate new business and build a strong pipeline aligned to growth strategies.
• Develop structured plans for large opportunities and define win strategies and stakeholders.
• Support growth by collaborating with senior brokers, qualifying inbound opportunities, and presenting client solutions.
• Maintain disciplined pipeline management and track progress to keep momentum.
• Provide market insights, refine prospecting messaging, and report on pipeline health.

Skills

Prospecting

Pipeline management

Multi-stakeholder sales

Relationship building

Commercial acumen

Clear communication

Senior-level collaboration

Tools

CRM software

Job description

Work for the world’s largest privately owned insurance broker

Key role within our growing Business Development Team

Sydney 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 Senior Business Development Manager to join our team in Sydney. 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

Core Skills

• 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.**

Disclaimer:

Lockton is committed to protecting your privacy. Personal information submitted as part of your application will be collected, used, stored and disclosed in accordance with our Privacy Notice for Candidates. By submitting an application, you acknowledge that you have read and understood our Privacy Notice for Candidates.