Business Development Manager

VicRoads Registration and Licensing Services (RLS); Melbourne; Hybrid; AUD 110,000 - 160,000; Full time

Benefits offered by this job

Salary packaging

Fitness Passport & discounts

Professional development

Flexible working arrangements and 16 w

Job summary

VicRoads Registration and Licensing Services (RLS) in Melbourne is seeking a commercially driven Business Development Manager to grow Business Plates as our flagship B2B product. You will drive new customer acquisition, develop strategic partnerships and expand revenue across industries.

You will take ownership of the full sales lifecycle, from outbound prospecting and opportunity creation through to negotiation, close and implementation.

Qualifications

• Proven success in B2B business development with outbound prospecting.
• Ability to build and manage a qualified sales pipeline.
• Strong communication and value proposition skills.
• Commercial acumen with ability to translate needs into solutions.
• Experience using Salesforce or similar CRM for pipeline and forecasting.
• Resilience, persistence and results-oriented mindset.
• Ability to build relationships with customers, partners and internal stakeholders.
• Data-driven with ability to prioritise activity.
• Experience selling B2B products, partnerships or customised solutions.
• Tertiary qualification in business/marketing/sales or equivalent.

Responsibilities

• Generate new business opportunities via outbound prospecting.
• Identify target organisations for Business Plates delivering brand recognition and commercial value.
• Build and maintain a healthy pipeline to achieve targets.
• Own end-to-end sales process from prospecting to implementation.
• Develop tailored Business Plates solutions that deliver value.
• Grow adoption across corporate, fleet, sporting, membership, affinity and commercial channels.
• Establish strategic partnerships and scalable growth initiatives.
• Maintain accurate pipeline and forecasting records in Salesforce.
• Collaborate with Marketing, Product, Operations and Sales teams.
• Achieve targets across outbound activity and revenue.

Skills

B2B sales

Outbound prospecting

Pipeline management

Communication

CRM & forecasting

Commercial acumen

Stakeholder management

Data-driven

B2B solutions

Persistence

Education

Bachelor's degree in business/marketing/sales or related discipline

Tools

Salesforce

Job description

VicRoads Registration and Licensing Services (RLS) – Melbourne VIC

At VicRoads the work you do has real impact. Our work connects people and communities. We keep Victorians moving safely and smoothly today and help them be ready for tomorrow.

VicRoads empowers our people to learn and grow- focusing on impact and innovation. We reflect the diversity of Victoria and foster clever thinking to keep you and the community moving.

VicRoads is progressing too. In August 2022, we started on a new chapter when the Victorian State Government partnered with Aware Super, Australian Retirement Trust, and Macquarie Asset Management to operate registration and licensing services on its behalf.

We work collaboratively with the Victorian State Government to ensure we fulfill regulatory requirements, deliver State projects and safeguard customer data. The Victorian State Government retains sole responsibility for road access, infrastructure and safety.

• Annual Salary Range: Commensurate with Experience
• Employment Type: Ongoing - Full-Time
• Usual Work Location: QV 180 Lonsdale Street CBD/ Work from home

About the Opportunity

VicRoads is seeking a commercially driven Business Development Manager to grow Business Plates as our flagship B2B product and sales channel. In this role, you will drive new customer acquisition, develop strategic partnerships and identify opportunities to expand the reach and revenue of Business Plates across a range of industries and market segments.

You will take ownership of the full sales lifecycle, from outbound prospecting and opportunity creation through to negotiation, close and implementation. Success will come from your ability to build strong customer relationships, maintain a healthy pipeline and convert opportunities into sustainable commercial outcomes.

Key Responsibilities Include:

• Generate new business opportunities through proactive outbound prospecting across phone, email, LinkedIn, referrals, networking and industry events.
• Identify and engage target organisations where Business Plates can deliver brand recognition, customer engagement and commercial value.
• Build, maintain and convert a healthy pipeline of qualified opportunities to achieve customer acquisition and revenue targets.
• Own the end-to-end sales process, including prospecting, discovery, proposal development, negotiation, close and implementation.
• Develop tailored Business Plates solutions that align with customer objectives and deliver sustainable value.
• Grow Business Plates adoption across corporate, fleet, sporting, membership, affinity and commercial partner channels.
• Identify and establish strategic partnerships and scalable initiatives that support ongoing customer acquisition and revenue growth.
• Maintain accurate pipeline, forecasting and customer activity records within Salesforce.
• Collaborate with Marketing, Product, Operations and Sales teams to deliver customer solutions and ensure successful implementation.
• Achieve agreed targets across outbound activity, pipeline growth, conversion rates, new customer acquisition and Business Plates revenue.

About you

You are a results-driven business development professional who enjoys creating opportunities, building meaningful commercial relationships and delivering measurable sales outcomes. With a proactive, customer-focused approach, you're comfortable working in a target-driven environment, using strategic outreach and strong commercial acumen to convert prospects into long-term customers and partners.

You'll thrive in this role if you:

• Have proven success in B2B business development, generating new opportunities through proactive outbound prospecting and target account engagement.
• Can build and manage a qualified sales pipeline, consistently progressing opportunities from initial contact through to conversion.
• Are a confident communicator who can develop compelling value propositions, present solutions, manage objections and influence decision-makers.
• Have strong commercial acumen and can quickly understand customer needs, translating them into tailored solutions that deliver value.
• Are highly organised and disciplined, with experience managing pipeline activity, forecasting and customer information through Salesforce or a similar CRM platform.
• Demonstrate resilience, persistence and a results-oriented mindset, maintaining momentum and focus in a target-driven sales environment.
• Build trusted relationships with customers, partners and internal stakeholders, creating positive and lasting business outcomes.
• Use data and insights to prioritise activity, identify opportunities and continuously improve sales performance.
• Bring experience selling B2B products, partnerships or customised solutions, particularly within corporate, fleet, automotive, sporting, membership or affinity-based sectors.
• Hold tertiary qualifications in business, marketing, sales or a related discipline, or bring equivalent industry experience.

Our culture

Innovation powers progress, but it doesn't come without support. To attract, retain, and develop talented people, we reward initiative and ingenuity, foster collaboration, and offer dynamic career development. At VicRoads, we embrace diversity and inclusion and we're proud our workforce reflects the community we work for.

What we offer

• Salary packaging, Fitness Passport & discounts to hundreds of retailers
• Opportunities for professional and personal development
• Flexible working arrangements and family-friendly practices, including 16 weeks paid parental leave

VicRoads is required to evidence your right to work in Australia and may ask for your consent to check records maintained by the Department of Immigration and Border Protection as well as records maintained by Victoria Police and VicRoads as part of the selection process. Information provided to VicRoads will be treated in the strictest confidence. Please note that due to legal requirements you must be predominantly located in Australia and for certain roles, predominantly located in Melbourne or Victoria.