Melbourne CBD | Permanent full-time | Hybrid working

Join an established business development team and help Australian sporting organisations build stronger futures.

Club Builder - The Grant Professionals is looking for our next sales superstar: a Business Development Manager with the commercial judgement, relationship skills and sales discipline to win new business and grow lasting client relationships.

If you enjoy understanding what a client needs, presenting a compelling solution and following through to a commercial result, this is an opportunity to apply those strengths in the Australian sport and community sector.

About us

Club Builder The Grant Professionals is an industry leader in strategic planning, facility strategy and funding support for Australian sporting and community organisations.

We help clubs and associations turn their ambitions into practical plans, strengthen their organisations and pursue funding for projects that matter to their communities.

Our consulting and grant-writing portfolio connects strategy with delivery. Our services include strategic and business planning, facility development, participation and inclusion, club capability, funding strategy, grant readiness and grant application support.

Our focus is the long-term success of our clients and stronger sporting communities for future generations.

About the role

Reporting to the General Manager, Sales, you will join an established business development team and drive sustainable, profitable growth through new client acquisition, renewals, extensions, upgrades and cross-selling.

You will lead consultative sales conversations, recommend appropriate services, secure clear commercial commitments and provide accurate handovers to delivery colleagues.

The role combines sales discipline with an understanding of volunteer-led organisations, committee decisions, funding constraints and the value of sound planning. Success means securing suitable work on deliverable terms, building lasting client relationships and maintaining accurate commercial records.

You will work with sporting club and association leaders, community groups, business clients, council officers and government stakeholders. Internally, you will collaborate with our First Human Contact team, Account Executives, other BDMs, Marketing Coordinator, Project Managers and delivery specialists.

Your key responsibilities

1. Build and convert a qualified pipeline

• Work with the First Human Contact team to receive qualified leads and booked BDM meetings, reviewing contact history and preparing before each conversation.
• Undertake discovery to understand strategic priorities, participation, governance, facilities, funding readiness, budget, decision-making authority and timing.
• Develop new opportunities through allocated inbound leads, referrals, partnerships, re-engagement and targeted prospecting agreed with the General Manager.
• Prepare tailored proposals and presentations, explain scope and fees clearly, follow up consistently and negotiate within approved pricing and authority limits.
• Confirm each client’s decision process, decision date and next action. Record reasons for opportunities not progressing and maintain an accurate, realistic forecast.

2. Retain and grow existing client relationships

• Work with Account Executives and delivery colleagues to identify upcoming contract expiries, client priorities, service issues and evidence of value delivered.
• Lead allocated renewal and extension conversations early enough to accommodate committee decisions, agreeing continuity, scope, fees and next steps.
• Identify upgrades and complementary consulting or grant-writing services that address a documented client need, clearly explaining the additional value and commitment.
• Escalate delivery concerns and coordinate an appropriate response. Ensure commitments reflect confirmed funding arrangements and delivery capacity.

3. Sell the complete service portfolio responsibly

• Position strategic planning, facility development, participation and inclusion, club development, surveys and insights, stakeholder relationships, volunteer and workforce development, and funding strategy services where relevant.
• Identify suitable Grant Ready, Grant Assistance and grant application services, including available renewals and upgrades.
• Consult delivery specialists on eligibility, project readiness, application requirements, timing and capacity. Confirm the approved scope, current offer and pricing before making commitments.
• Explain grant-related conditions and any agreed success-fee arrangements accurately. Set realistic expectations, recognising that grant awards cannot be guaranteed and client grant funding is separate from our service revenue.

4. Maintain accurate HubSpot records

• Use the Leads and Prospects workflows and current stage definitions, recording calls, meetings, outcomes, proposal activity and dated follow-up tasks against the correct records.
• Maintain accurate First Human Contact, Business Development Manager and Deal owner information, preserving sourcing and sales attribution when operational ownership changes.
• Keep deal amounts, currency, proposal types, sales classifications, stages, associated records, dates and acceptance evidence complete and current.
• Record the actual date of each commercial event and maintain accurate stage history. Raise incorrect dates for an evidenced correction and preserve the integrity of reporting periods.
• Use the correct activity classifications, including Sales Meeting, Retention Meeting and Proposal Follow-up, while keeping campaign, grant-support and collections activity distinguishable.

5. Protect delivery quality and commercial outcomes

• Obtain approval for non-standard discounts, scope, payment terms and commitments before presenting them to clients.
• Check delivery feasibility and provide complete handovers covering accepted scope, fees, conditions, client priorities, decision-makers, deliverables, timing, dependencies and payment arrangements.
• Coordinate the kick-off process with the assigned Account Executive or Project Manager and resolve information gaps promptly.
• Support finance and Account Executives with payment clarification and appropriate overdue follow-up, keeping sales closed and cash collected clearly distinguished.
• Share market feedback and lead-quality insights with marketing, the First Human Contact team and management. Coach sales support staff and interns where allocated.

What you will bring

• A proven track record in business development, sales or client relationship management, with demonstrated success in building relationships and growing revenue.
• Exceptional interpersonal and communication skills, with strong negotiation and influencing ability.
• Strategic thinking and sound commercial judgement.
• Excellent organisation, planning, time management and consistent follow-through.
• A genuine passion for community sport and client success, together with familiarity with Australian sport and recreation structures.
• A proactive, accountable approach and the ability to work independently and collaboratively in a busy team.
• The ability to remain objective, delegate appropriately and lead by example.
• Confidence using CRM systems and Microsoft Office. HubSpot experience will be valuable.

You will also work with systems such as Monday.com, Xero, Mailchimp, Canva, JotForm and SurveyMonkey as required. Access to your own phone, computer, Wi-Fi and transport is required.

Location and employment details

• Permanent full-time position.
• Office at 101 Collins Street, Melbourne VIC 3000.
• Hybrid arrangement with three days in the office and two days working from home.
• Salary negotiated with the successful candidate.
• Commencement ASAP.

Performance expectations

KPIs will cover lead response, sales activity and connections, meetings and proposals, conversion and sales value, new client acquisition, renewals and extensions, upgrades and cross-selling, client retention, pipeline management, CRM accuracy and delivery handover quality.

Specific targets, measurement periods and performance expectations will be discussed with the right candidate and agreed in writing.