Business Development Manager

Aberdeen Paper; Melbourne; On-site; AUD 60,000 - 90,000; Full time

Job summary

Aberdeen Paper is seeking a Business Development Manager in Victoria to find, win and onboard new customers across the region. This is a hunter role focused on growing market share, not account management.

You will spend most of your week prospecting, meeting prospects, presenting proposals and closing new business, building a qualified NetSuite pipeline worth at least three times the monthly target, and setting up new accounts with correct terms.

Qualifications

• At least 3 years of proven new-business (hunter) sales in B2B.
• Genuinely comfortable cold calling and walking in unannounced.
• Strong closer and negotiator who protects margin and sells on value.
• Disciplined pipeline management using a CRM or ERP.
• High energy, competitive and self-managed, able to work independently in the field.
• Good commercial understanding of gross profit, freight and cost to serve.

Responsibilities

• Prospect relentlessly and consistently: cold calls, walk-ins, door knocking, LinkedIn, referrals and industry events.
• Target growth sectors: cafés and restaurant groups, multi-site and franchise groups, healthcare and aged care, education, caterers and contract food service, cleaning and hygiene users, and resellers.
• Win competitor accounts: identify the incumbent supplier, understand the customer’s spend and pain points, and present a clear case for switching to Aberdeen.
• Build and own a qualified pipeline in NetSuite worth at least three times the monthly new-business target.
• Prepare and present proposals and tenders, with the General Manager for larger opportunities.
• Negotiate and close new business within Aberdeen's pricing and margin framework.
• Set up every new account correctly: approved credit application or payment terms, correct contacts, delivery and accounts email details, price level, and an approved, locked price for every item the customer will buy.
• Manage the first 90 days so that first orders, deliveries and invoicing run smoothly, and expand the range the customer buys from Aberdeen.
• Sell on value – range, service, reliability, supplier consolidation, cost to serve and custom print
• Record all prospecting activity, opportunities and quotes in NetSuite on the same day.

Skills

Cold calling

Closing deals

Negotiation

Pipeline management

Prospecting

Presentations

Tools

NetSuite

Job description

The Business Development Manager is a new-business role. Its job is to find, win and onboard new customers for Aberdeen Paper across Victoria, and to grow the business by taking market share from competitors. This is a hunter role, not an account-management role. The BDM is expected to spend most of their week prospecting, meeting new customers and closing business.

Key responsibilities

Prospect relentlessly and consistently: cold calls, walk-ins, door knocking, LinkedIn, referrals and industry events.

Target growth sectors: cafés and restaurant groups, multi-site and franchise groups, healthcare and aged care, education, caterers and contract food service, cleaning and hygiene users, and resellers.

Win competitor accounts: identify the incumbent supplier, understand the customer's spend and pain points, and present a clear case for switching to Aberdeen.

Build and own a qualified pipeline in NetSuite worth at least three times the monthly new-business target.

Prepare and present proposals and tenders, with the General Manager for larger opportunities.

Negotiate and close new business within Aberdeen's pricing and margin framework.

Set up every new account correctly: approved credit application or payment terms, correct contacts, delivery and accounts email details, price level, and an approved, locked price for every item the customer will buy.

Manage the first 90 days so that first orders, deliveries and invoicing run smoothly, and expand the range the customer buys from Aberdeen.

Sell on value – range, service, reliability, supplier consolidation, cost to serve and custom print

Record all prospecting activity, opportunities and quotes in NetSuite on the same day.

About you

At least 3 years of proven new-business (hunter) sales in B2B, with clear evidence of customers and revenue won.

Genuinely comfortable cold calling and walking in unannounced, and motivated by a high level of activity.

A strong closer and negotiator who protects margin and sells on value.

Disciplined pipeline management using a CRM or ERP.

High energy, competitive and self-managed, able to work independently in the field.

Good commercial understanding of gross profit, freight and cost to serve.

Excellent communication and presentation skills.

Full Australian driver's licence.

Experience in packaging, food service, hygiene, FMCG or consumables distribution (desirable).

An existing network in hospitality, multi-site groups, healthcare, aged care or education (desirable).

About us

Aberdeen Paper is a growing business with opportunities for career progression within the organisation.