Business Development Manager

We are seeking a Business Development Manager to contribute to Balarinji’s New Business team.

Balarinji has a rich and inclusive team culture including a commitment to employing Aboriginal and Torres Strait Islander peoples and those from other diverse backgrounds. 

Balarinji is Australia’s longest established and most highly awarded Indigenous design, public art and strategy agency. We are Sydney-based and Aboriginal-owned. Our “why” is to amplify Aboriginal and Torres Strait Islander culture, voices and narratives authentically, to create impactful change for a new, shared Australian identity through design excellence.

Balarinji was founded in 1983 by our Emeritus Chair, Yanyuwa man John Moriarty and Managing Director and Creative Executive, Ros Moriarty. Our founders are recognised for their design excellence and unparalleled contribution to building bridges of best practice participation between Aboriginal communities, business and the broader community.

Balarinji’s national and international projects span graphic design, branding, digital, infrastructure, urban design, precinct planning, public art and curatorial, and interiors.

This exciting role of Business Development Manager (BDM) is a pivotal senior leadership position. The BDM manages the New Business team, and holds accountability for our end-to-end sales pipeline, from high-volume, high quality lead generation, to market relationships, to contract execution. A key focus of the role is building on Balarinji’s long-term partnerships and growing new relationships. This position works collaboratively with the Studio Management team to best equip the New Business team to achieve the Studio’s revenue and growth objectives.

Business Generation & Conversion

• Lead the development and execution of the New Business strategy that aligns with Balarinji’s vision, growth ambitions and revenue targets.
• Proactively drive outbound activity to secure the target number of qualified prospective client meetings per month.
• Lead the team to meet or exceed monthly and quarterly company sign-down (revenue) targets.
• Research, propose, and execute new approaches for strategic client identification to drive leads according to key industry sectors.
• Follow the internal brief process to ensure all captured client information is translated into targeted strategic responses, accurate timelines, and budgets.
• Qualify inbound leads to ensure the Studio’s efforts are aligned with strategic goals and values.

Client & Strategic Engagement

• Nurture and expand Balarinji’s long term client relationships while proactively identifying and securing new business connections to ensure a balanced and sustainable revenue pipeline across the Studio’s competencies.
• Lead client meetings with storytelling and brand positioning, presenting Balarinji’s services and strategic solutions in a compelling way.
• Be accountable for the submission of high-quality pitches, scopes, and tenders within required studio timeframes.
• Collaborate with the Head of Communications to align Web, Social Media, and Communications strategies with business development objectives, ensuring brand positioning supports lead generation and market growth effectively.
• Work closely with the Design, Project Management, and Finance teams on pitching and post-conversion handovers.
• Monitor market trends and competitor activity to inform strategic development recommendations.

Team Leadership & Accountability

• Provide regular reports on target performance and pipeline progress, offering data-driven recommendations to continually optimise the New Business strategy and engagement approach in response to evolving market trends.
• Lead the New Business team (Client Accounts Lead and Business Development Coordinator) and hold ultimate accountability for its output and performance.
• Manage the day-to-day delivery of all New Business team tasks, ensuring timely responses to client opportunities.
• Provide 1:1 mentoring and guidance to New Business team members, focusing on developing their individual accountability and professional growth.
• Establish and refine team processes and strategies to support workflow success and revenue generation.

Administration

• Efficient, logical, and structured file management of all collateral and documents on the Balarinji server.
• Manage workflow, task assignments and recording of timesheets in WorkflowMax, Asana and Smartsheets systems.

• 5–6 years as an Account Manager or 3+ years as a Business Development Manager in creative industries or an agency environment.
• Proven track record of managing, meeting, and exceeding sales revenue targets and year-on-year growth objectives.
• Demonstrated success in preparing targeted proposals and a proven ability to secure commercial outcomes.
• Proven experience managing and mentoring a team in a fast-paced environment.
• Knowledge and understanding of Aboriginal and Torres Strait Islander cultural protocols and a commitment to authentic engagement.
• Advanced skills in MS Office (Mac), with experience in WorkflowMax, Asana, and Smartsheets highly desirable.

• You love the conversion challenge of winning great work.
• You are a people person who thrives on achieving revenue results through authentic, long-term business relationships.
• You are capable of balancing high-level strategy with meticulous attention to detail.
• You have a proactive mindset with a high degree of initiative and a drive to secure new business.
• You have exceptional interpersonal skills to develop your team and build rapid rapport with related internal teams, external stakeholders, and diverse client groups.

• An opportunity to be a part of an established, dynamic, high profile Aboriginal design agency.
• A comfortable and social office environment in Crows Nest, close to transport.
• A small team where like-minded people enjoy great work, and where your career is supported and developed.
• Flexible working, 3 days in the office 2 days working from home (for full time employees).
• Birthday day off at full pay.
• Competitive salary on offer.

You will be joining a high-performance team that shares values and is committed to diversity and equality – we are a long term, proactive Aboriginal and Torres Strait Islander employer, and we also reflect the broader cultural diversity of contemporary Australia. A positive team culture is the driver of all we do at Balarinji. If you meet some but not all of the criteria, please get in touch as we would love to talk to you.