Business Development Manager

Prospex Recruiting; City of Melbourne; On-site; AUD 120,000 - 160,000; Full time

Job summary

Prospex Recruiting partners with an industry leader to recruit a Business Development Manager (BDM). The role focuses on strategic relationship-building, external engagement with clients and market influencers, and driving sustainable revenue through pipeline development.

The BDM will balance autonomous leadership with collaboration across service and delivery teams, targeting profitable deals and cross-selling opportunities in energy management, building automation, and related sectors.

Qualifications

• Relationship-oriented sales leader with industry embeddedness.
• Ability to generate and nurture business opportunities.
• Autonomous yet collaborative, with capacity to engage stakeholders.

Responsibilities

• Spend ~50% externally engaging with clients, buyers, and market influencers.
• Build long-term trust-based relationships to understand buyer motivations and needs.
• Cultivate connections via meetings, lunches, events, and site visits.
• Engage with builders and mechanical firms for new construction opportunities, including tenders.
• Attend industry events and participate in trade shows and information sessions.
• 40%+ focus on proposals, commercial deals, and pricing strategies.
• Aim for at least 10% profit margin on deals and cross-sell initiatives.
• Maintain rolling pipeline with a 3-year horizon and 30% win-rate on opportunities.
• Coordinate with project delivery teams and support marketing content creation.

Skills

Relationship building

Strategic selling

Market engagement

Networking

Tools

CRM software

Job description

We are partnering with an industry leader specialising in Energy Management, Building Automation, Access Control, Lighting Control, and CCTV to find their next Business Development Manager (BDM).

This is an exceptional opportunity for a forward-thinking, relationship-oriented sales leader who is deeply embedded in the industry and continuously generates and nurtures business opportunities. In this highly autonomous yet collaborative role, you will be responsible for driving sustainable revenue growth through long-term strategic relationship building, pipeline development, and proactive market engagement.

About the Company & The Role

We are partnering with an industry leader specialising in Energy Management, Building Automation, Access Control, Lighting Control, and CCTV to find their next Business Development Manager (BDM).

This is an exceptional opportunity for a forward-thinking, relationship-oriented sales leader who is deeply embedded in the industry and continuously generates and nurtures business opportunities. In this highly autonomous yet collaborative role, you will be responsible for driving sustainable revenue growth through long-term strategic relationship building, pipeline development, and proactive market engagement.

Key Responsibilities

Client & Market Engagement

• Spend approximately 50% of your time externally engaging with clients, buyers, and market influencers.
• Build long-term, trust-based relationships to understand buyer motivations and emerging needs.
• Cultivate connections through coffee catchups, business lunches, lunch & learn sessions, industry networking events, and customer site visits.
• Actively engage with builders and mechanical companies for new construction opportunities, including tender responses.
• Attend industry events, briefings, EOI information sessions, and participate in trade booths.

Sales & Commercial Execution

• Dedicate approximately 50% of your time to crafting and curating proposals and commercial deals to ensure work is actively closed.
• Deliver a minimum of your assigned budget in annual sales to meet performance scoring.
• Collaborate with commercial teams to ensure sound pricing strategies and profitable proposals.
• Target a minimum yield of at least a 10% profit margin on all secured deals.
• Promote, facilitate, and secure cross-selling initiatives, aiming for a minimum of one cross-sell engagement per year.

Pipeline & Data Management

• Develop and maintain a rolling business pipeline equivalent to multiple times the annual sales budget, looking ahead with a 3-year horizon.
• Manage opportunity conversion to achieve a win rate target of 30% on active opportunities.
• Conscientiously maintain the company CRM daily, ensuring it is never more than 24 hours behind in reflecting your activity.
• Track industry trends, investment patterns, and shifts in client behaviour to strategically generate leads.

Internal Collaboration

• Act as a bridge between clients and the project delivery team, proactively introducing project teams to key clients through social or strategic engagements.
• Seek and analyse post-project feedback on customer satisfaction and financial outcomes to refine future go-to-market strategies.
• Contribute to the company's marketing efforts by engaging with the marketing team for design inputs and content creation.

About You

• You are a proactive, strategic thinker with a relationship-first mindset.
• You possess the ability to work autonomously while integrating closely with service and delivery teams.
• You are a strong communicator who values collaboration and continuous learning.
• You are deeply embedded in the industry landscape and are always scanning the market for new opportunities.