Job Description
Client Development Manager
Job Summary
The Client Development Manager plays a key role in driving Lumin’s growth and ensuring excellence in client delivery across the Australian market. This position combines sales development and business growth responsibilities with client account management and project delivery. The role requires strong commercial acumen, excellent organisational skills, and the ability to manage multiple projects and client relationships concurrently while contributing to Lumin’s overall strategic and financial objectives.
Key Responsibilities
1. Business Development
- Identify and qualify potential leads through research, networking, and a blend of warm and cold outreach within the Australian aged care and retirement living sectors.
- Engage with prospective clients to understand their needs and present Lumin’s solutions as the best fit.
- Maintain a sales pipeline and actively manage the sales cycle to convert leads into customers.
- Collaborate with internal teams to develop and implement effective sales strategies and proposals for new client acquisition.
- Represent Lumin at industry events, conferences, and expos to generate new business opportunities.
2. Account Management & Project Delivery
- Manage and deliver client onboarding, rollout, and implementation projects, ensuring outcomes are achieved within scope, time, and budget.
- Maintain a comprehensive overview of all active client projects and activities, including required resources (time, cost, internal and external).
- Work collaboratively with internal and external teams to manage project timelines and prioritise deliverables.
- Delegate appropriate tasks to internal teams and coordinate with third-party installation providers.
- Implement and maintain a work order process for new or changed client activities, documenting required effort, rationale, and charging decisions.
- Provide ongoing account management and proactive communication to ensure high client satisfaction and identify opportunities for improvement or expansion.
3. Reporting & General Responsibilities
- Maintain accurate records of sales and client activities within our systems such as Pipedrive.
- Generate regular reports on project delivery, client engagement, and sales performance.
- Develop and present business cases and ROI analyses to prospective clients, demonstrating the value proposition of Lumin’s solutions.
- Track project profitability against onboarding and implementation budgets.
- Foster a collaborative work environment, promoting teamwork and effective communication among staff.
- Align departmental activities with the company’s mission and objectives, ensuring consistency in goals and performance.
The ideal candidate has:
- Minimum 3-4 years of experience in a sales development or account management role, with a proven track record in selling software / technology solutions.
- Experience in and knowledge of the aged care and/or retirement living industry in Australia is a significant advantage.
- Excellent communication and interpersonal skills, with the ability to build strong relationships with clients and prospects.
- Demonstrated experience in developing and executing sales strategies and proposals tailored to the aged care and retirement living sectors.
- Proficiency in project management methodologies and tools for managing client onboarding and implementation projects.
- Empathy and patience when training or assisting our (senior) end users.
- Proven track record of meeting and exceeding sales and client development targets and achieving customer satisfaction.
- Strong problem-solving and analytical skills, with the ability to think strategically, identify creative solutions and be confident with technology.
- Proficient in using CRM software (Pipedrive) and lead generation tools like LinkedIn etc.
