Business Development and Sales Manager

Australian Institute of Engineering; Melbourne; On-site; AUD 75,000 - 90,000; Full time

Benefits offered by this job

Direct CEO access

Autonomy

Clear commercial accountability

Job summary

The Australian Institute of Engineering (AIE) seeks a commercially driven Business Development & Sales Manager to generate new business, increase enrolments and deliver revenue growth. You will engage employers, industry and partners across domestic and international markets, driving measurable commercial outcomes and revenue.

Based at the Broadmeadows campus, the role requires regular external meetings, employer visits and industry engagement, with reporting to the CEO and a direct impact on

Qualifications

• Demonstrated success in B2B sales, business development or similar commercially focused roles.
• Proven ability to generate leads, win new business and hit measurable targets.
• Experience managing a sales pipeline and CRM with disciplined follow-up and reporting.

Responsibilities

• Proactively identify, pursue and secure new business opportunities across AIE's engineering and technical training portfolio.
• Generate qualified leads and convert them into enrolments, employer training arrangements and commercial opportunities.
• Build and maintain relationships with employers, industry bodies, education agents and referral partners.
• Own the sales pipeline from prospecting to negotiation and finalisation of business outcomes.
• Conduct employer visits, client meetings, presentations, networking and follow-up.

Skills

B2B sales

lead generation

relationship-building

negotiation

closing skills

CRM management

follow-up

sales pipeline

proactive

Education

Business/Sales degree

Tools

CRM software

Job description

The Australian Institute of Engineering (AIE) is a vocational education and training provider specialising in engineering and technical education, from trade qualifications through to advanced engineering programs. Our training areas include Mechanical Engineering, Fabrication and Welding, Marine Craft Construction, Casting and Moulding, Robotics and Mechatronics. We work closely with industry to develop practical skills, support apprenticeships and address workforce development needs across Australia.

About the Role

About AIE

The Australian Institute of Engineering (AIE) is a vocational education and training provider specialising in engineering and technical education, from trade qualifications through to advanced engineering programs. Our training areas include Mechanical Engineering, Fabrication and Welding, Marine Craft Construction, Casting and Moulding, Robotics and Mechatronics. We work closely with industry to develop practical skills, support apprenticeships and address workforce development needs across Australia.

About the Role

AIE is seeking a commercially driven Business Development & Sales Manager whose primary focus is to generate new business, increase enrolments and deliver measurable revenue growth. This is a hands‑on sales role for someone who proactively identifies opportunities, opens doors, builds relationships and converts opportunities into confirmed business.

The role will engage employers, industry, apprenticeship stakeholders, education agents, referral partners and prospective students across AIE's domestic and relevant international markets. Success will be measured by commercial outcomes – not activity alone.

The position is based at AIE's Broadmeadows campus and requires regular external meetings, employer visits, industry engagement and networking. The role reports directly to the CEO.

Key Responsibilities

• Proactively identify, pursue and secure new business opportunities across AIE's engineering and technical training portfolio.
• Generate qualified leads and convert them into confirmed enrolments, employer training arrangements and commercial training opportunities.
• Build and maintain productive relationships with employers, manufacturers, industry associations, apprenticeship stakeholders, corporate clients, education agents and referral partners.
• Own the sales pipeline from prospecting and first contact through follow‑up, negotiation and confirmed business outcomes.
• Conduct employer visits, client meetings, presentations, networking and structured sales follow‑up.
• Identify apprenticeship training, workforce development, employee upskilling, customised training and corporate training opportunities.
• Develop proposals and commercial training solutions for prospective clients where required.
• Achieve agreed monthly, quarterly and annual sales, enrolment and business development KPIs.
• Maintain accurate CRM and pipeline records and provide clear performance reporting on opportunities, conversions and projected business value.
• Represent AIE at relevant industry exhibitions, career expos, networking events and employer engagement activities.
• Identify emerging industry needs, skill shortages and market opportunities that can generate business for AIE.
• Take a hands‑on role in generating market activity and sales opportunities, including identifying target audiences, initiating outreach, contributing to campaigns and promotional activities, and following leads through to conversion. Internal support may be available for execution, but this role is expected to actively drive the commercial activity rather than simply direct or delegate it.

What Success Looks Like

• A consistent pipeline of genuine, qualified opportunities.
• Growth in confirmed student enrolments and employer training business.
• New employer, agent and industry relationships that produce measurable commercial outcomes.
• Strong follow‑up discipline and clear ownership of opportunities through to conversion.
• Achievement of agreed sales and revenue targets.

Compliance & Professional Responsibilities

• Maintain an appropriate understanding of the Australian VET sector, apprenticeship pathways and applicable regulatory requirements.
• Ensure recruitment and business development activities comply with the Standards for RTOs 2025, applicable funding agreements, the ESOS Framework where relevant, consumer protection requirements and AIE policies.
• Ensure prospective students, employers and partners receive accurate information about training, eligibility, fees and course outcomes.
• Maintain ethical, transparent and professional business practices.

Required Experience & Attributes

• Demonstrated success in B2B sales, business development, student recruitment, account acquisition or another commercially focused role.
• A proven track record of personally generating leads, winning new business and achieving measurable sales or revenue targets.
• Ability to clearly demonstrate previous sales achievements, including the business or revenue personally generated and how opportunities were sourced and converted.
• Strong prospecting, relationship‑building, negotiation, presentation and closing skills.
• Experience managing a sales pipeline and CRM with disciplined follow‑up and reporting.
• Highly proactive and self‑driven, with the ability to identify opportunities without waiting for leads to be handed over.
• Strong commercial awareness and a clear focus on measurable results.
• Experience in vocational education and training, engineering, manufacturing, apprenticeships or technical training will be highly regarded.
• Relevant qualifications in Business, Sales, Business Development or a related discipline will be regarded favourably.
• Willingness to travel for employer meetings, industry events and business development activities as required.

What We Offer

• Base salary of AUD $75,000–$90,000 per annum, plus performance‑based bonuses.
• Direct opportunity to influence AIE's business growth and industry engagement.
• Exposure to Australia's engineering, manufacturing and vocational education sectors.
• A role with autonomy, direct CEO access and clear commercial accountability.