Business Development Manager – Sydney

This role will play a key role in driving go-to-market effectiveness for the Government and Public Institutions (GPI) practice in Australia. The role will be responsible for managing key panel and tender processes, strengthening business development operations, and supporting strategic growth priorities across the region.

In addition to overseeing public-sector pursuit activity, this individual will take on broader commercial effectiveness responsibilities for the GPI practice, helping to drive coordination and embed best-practice business development processes.

Key areas of focus include:

• Managing and maintaining the GPI opportunities pipeline, including key panel applications, agreements, and tender processes
• Monitoring, qualifying and tracking suitable market opportunities (e.g. through panel agreements and client portals)
• Supporting the development of high-quality, responsive, and client-centric tender responses
• Improving tender and knowledge management processes across the practice
• Strengthening coordination, governance, and commercial support for GPI business development activity in Australia

A high level of direct interaction is expected with the Partners, managers and consultants working within the market, as well as the global Knowledge Services team, and all other support functions.

Key Responsibilities:

• Track tender portals and internal channels to identify new tender and panel opportunities
• Review opportunities and provide first qualification assessment (e.g., submission requirements, evaluation criteria, and key risks, budget envelope, etc.) to inform ‘go/no-go’ decision
• Manage external tender administration: Serve as point of contact for public sector clients on procurement panels and portals (e.g. managing Q&A responses, timelines, document requirements, marketing events, etc.)
• Support client teams to design and implement pre-RFP engagement strategies
• Developing tender responses
• Work with Proposal Manager and relevant Partners to identify tender requirements and milestones; prepare tender response calendar tracking internal and external deadlines; and propose allocation of section writers/submission responsibilities
• Coordinate all necessary inputs across team and other relevant departments (e.g. legal, finance)
• Adapt and draft standard content sections to meet client, evaluation, and procurement requirements
• Review past tender feedback to draw-out specific applicable insights to incorporate
• Work with Knowledge Management team to source relevant credentials and experts; tailor credentials and CVs for specific opportunity
• Support commercial discussions through understanding of competitive landscape and various pricing mechanisms used in professional services
• Review content for clarity, consistency, and alignment with the client’s need
• Quality assure tender response to ensure compliance, accuracy, and completeness against all requirements
• Confirm successful submissions and retain submission records
• Coordinate post-submission clarification requests
• Lead After Action Reviews and incorporate / track client feedback for continuous improvement
• Liaise with Knowledge Management team to capture best IC for future tender efforts
• Identify recurring issues or process inefficiencies within tender activities and offer solutions to address them
• Contribute to improvements in tender templates, tools, and workflows
• Support non-GPI priority pursuits through coordination; tracking; development of response materials; commercial support; client presentations
• Assist with pipeline reporting, business development MI
• Assist with account planning and business development activities for OW client teams (CITs) (e.g., stakeholder mapping exercises; opportunity tracking for key pursuits/campaigns; etc.)
• Support implementation and tracking of strategic initiatives under the firm’s commercial effectiveness agenda
• Coordinate sharing of business development best practices across the region

Experience required:

• Tertiary qualifications or relevant experience
• Business development, tender management, bid management, or procurement, within the public sector and/or professional services environment highly regarded
• Understanding of what drives successful pursuit strategy and tender outcomes

Skills and Attributes:

• Strong project management skills, with the ability to manage multiple priorities and deadlines with a high level of accuracy and attention to detail
• Excellent written and verbal communication skills, with the ability to develop clear, persuasive, and value-driven responses
• Collaborative working style with the ability to build effective relationships across seniority levels and functions
• Confidence in influencing and constructively challenging senior stakeholders
• Ability to implement and improve business development processes, governance, and ways of working