The Business Development – Growth and Partnerships role is responsible for driving revenue growth and market expansion for TCAT. This position focuses on both NDIS and Aged Care sectors, seeking to build sustainable referral pipelines, secure larger tender opportunities, and promote TCAT’s unique service offerings (such as the Mealtime Management Training Program). This is a strategic role that moves beyond administrative coordination to active relationship management, market positioning, and revenue diversification.Key Focus Areas
- Market Expansion (NDIS & Aged Care): Proactively identifying and entering new markets, specifically leveraging the success of the "Support at Home" aged care pathway.
- Strategic Partnerships: Cultivating long-term relationships with key organisations, hospitals, and community providers rather than relying solely on reactive referral coordination.
- Revenue Diversification: Identifying and executing growth opportunities outside of traditional direct therapy (e.g., training packages, tender submissions).
Key Responsibilities1. Strategic Partnership Development
- Targeted Outreach: Expand the referral network across NDIS intermediaries (Support Coordinators, Plan Managers) and Aged Care providers (home care packages, residential care).
- Partnership Frameworks: Negotiate and formalise subcontractor/associated provider agreements, similar to the Caring Approach model, to secure recurring referral streams.
- Networking & Presence: Represent TCAT at industry events, webinars, and information sessions to elevate brand presence and establish TCAT as a subject matter expert in mealtime management and allied health.
2. Growth & Tender Opportunities
- Strategic Alliances: Monitor and pursue government and community funding opportunities.
- Product Promotion: Lead the marketing and provider engagement strategy for new non-therapy revenue streams, including the Mealtime Management Training Program.
- Pipeline Management: Oversee the transition of "warm" relationships into practical, operational working arrangements; ensure clinical teams are aligned with referral capacity.
3. Referral Pipeline & Conversion
- Pipeline Optimisation: Maintain a high-value sales pipeline, ensuring structured follow-up on all outstanding quotes and service agreements.
- Conversion Strategy: Move beyond lead collection to conversion-focused engagement; analyse referral mix and conversion rates to identify market trends.
- Feedback Loops: Act as the bridge between external referrers and the internal clinical team, ensuring that referral infrastructure (e.g., dedicated referral forms, intake automation) meets the needs of high-value partners.
Key Performance Metrics (KPIs)
- Revenue Targets: Achievement of set monthly financial targets (aligned with OTE structure).
- Market Growth: Number of new high-value referral partners successfully onboarded (specifically targeting Aged Care/Support at Home entry).
- Conversion Rates: Referral conversion rate (from initial inquiry to signed service agreement).
- Pipeline Value: Total value of outstanding quotes and agreements, with a focus on high-value, near-expiry opportunities.
- Tender/Training Success: Delivery and uptake of non-therapy projects (e.g., Mealtime Management training delivery).
Skills, Qualifications, and Abilities
- Industry Experience: A minimum of 3 years in business development, sales, or client-facing roles within the Australian disability or aged care sector.
- Strategic Communication: Articulate and confident communication skills, capable of presenting to groups of managers, clients, and potential referral partners.
- Clinical Literacy: Solid general knowledge of the allied health environment and disciplines (OT, Speech, Psychology, Physio) to engage effectively with clinical leads.
- Relationship Management: Proven ability to influence stakeholders, negotiate partnership terms, and maintain long-term relationships.
- Autonomy: Ability to work autonomously to build a pipeline, coupled with the ability to work within a broader team structure to ensure clinical delivery aligns with sales promises.
Pay: $80,000.00 – $120,000.00 per year
Work Authorisation:
Willingness to travel:
Work Location: In person
