Business Development Manager

Dematic Pty. Ltd. (Ild-Aus); Melbourne; On-site; AUD 100,000 - 180,000; Full time

Benefits offered by this job

Career development

Salary packaging

Car rental/IT discounts

Parental Leave + super

Purchase Leave

Employee referral program

Fitness Passport

Medibank health cover

Job summary

Dematic Pty Ltd in Melbourne seeks a Business Development Manager to nurture strategic customer relationships and drive opportunities in service, lifecycle and automation sales. You will develop value-driven solutions by understanding customer goals and collaborating with cross-functional teams.

The role emphasizes commercial acumen, relationship building and long-term partnership growth, with career development and global opportunities in a high-growth environment.

Qualifications

• Experience in solution sales, business development or strategic accounts.
• Ability to build trusted relationships with senior stakeholders.
• Strong commercial acumen balancing outcomes with business goals.
• Able to translate customers' needs into commercial solutions.

Responsibilities

• Act as a trusted representative of the Dematic brand with high professionalism.
• Develop strategic relationships across customer stakeholders at all levels.
• Understand customer operations and future challenges to identify opportunities.
• Uncover service, lifecycle, automation sales requirements and craft value-driven solutions.
• Grow the pipeline of opportunities for service, technical and automation sales.
• Collaborate with service, engineering and design teams to propose solutions.

Skills

Solution sales

Business development

Strategic accounts

Industrial environments

Relationship building

Negotiation skills

Education

Degree in engineering or related field

Job description

• Work for a progressive and innovative Global Market Leader
• Challenging and dynamic role
• Supportive and friendly environment

Dematic Pty Ltd is a world leading supplier in the integrated logistics and material handling industry. We provide intelligent logistics solutions for manufacturing and distribution, as well as comprehensive automation and advanced warehouse software solutions, tailored to our clients’ needs. Our innovative portfolio meets the demands of an ever changing supply chain landscape and is designed to deliver a clear competitive edge.

About the Role

This is not a traditional cold-calling business development position. As Business Development Manager, you will be responsible for nurturing strategic customer relationships, strengthening Dematic's position as a trusted long-term partner, and identifying opportunities to support our customers' future operational and automation goals. Success in this role comes from understanding customer businesses, anticipating future needs, and working collaboratively to develop solutions that deliver sustainable value for both our customers and Dematic. The ideal candidate is commercially minded, relationship driven and passionate about representing the Dematic brand to the highest standard.

We offer:

• Progressive and innovative global company experiencing high growth
• Career Development and Global Opportunities
• Competitive salary, salary packaging and novated leasing available
• Corporate discounts on car rentals and IT products/accessories
• Paid Parental Leave + super: 12 weeks for primary carer/2 weeks secondary
• Purchase Leave
• Employee Referral Programme
• Fitness Passport – discounted access to a wide network of gyms and pools to help you & your family stay active and healthy
• Exclusive health cover via Medibank – 9% discount on corporate health plans designed to fit every lifestyle, life stage, and budget.

Tasks and Qualifications:

Key Responsibilities include

• Act as a trusted representative of the Dematic brand, maintaining the highest standards of professionalism, integrity and customer engagement.
• Develop and strengthen strategic relationships with key customer stakeholders across all organisational levels, ensuring relationships are embedded with Dematic rather than individual employees.
• Build a deep understanding of customer operations, business objectives and future challenges to proactively identify opportunities for improvement and long-term partnership growth.
• Work closely with customers as a trusted Key Account Manager to uncover current and emerging Service Sales, Lifecycle Services, Automation Sales and operational requirements, developing value-driven solutions that benefit both the customer and Dematic.
• Drive Service Sales, Technical Sales and Automation Sales growth by identifying, developing and maintaining a robust pipeline of opportunities that support sustainable business growth and customer success.
• Partner with the Service Manager, Senior Solution Development & Design Manager and Solutions team to evaluate, develop and propose competitive technical service, AGV and automation solutions aligned to customer needs and Dematic's service strategy.
• Serve as the voice of the customer internally, ensuring customer requirements, market trends and operational insights are shared across the business.
• Foster long-term customer retention through proactive engagement, strategic account planning and the delivery of value-added Lifecycle Services that maximise customer outcomes.
• Maintain oversight of customer opportunities from initial engagement through solution delivery and ongoing support, ensuring a positive customer experience throughout the entire customer lifecycle, while identifying additional Service Sales, Technical Sales and Automation Sales opportunities.

What We Are Looking For

Key skills, qualifications and attributes include:

• Proven experience in solution sales, business development or strategic account management within industrial, automation, logistics or technical environments.
• Demonstrated ability to build trusted, long-term customer relationships and establish credibility with senior operational and executive stakeholders.
• Strong commercial acumen with the ability to balance customer outcomes with business objectives.
• Proven ability to identify emerging customer needs, understand operational challenges and translate these into practical commercial solutions.
• Outstanding communication, influencing and negotiation skills, with the ability to guide customers through complex decision-making processes.
• Ability to collaborate effectively across service, engineering, operations and solution design teams.
• Strong understanding of financial outcomes and ability to manage priorities and deadlines effectively.
• Highly professional, proactive and customer-focused, with a genuine interest in helping customers achieve long-term success.
• Flexible, resourceful and resilient in navigating evolving customer and business requirements.
• Degree qualified in an engineering, technical, scientific or related discipline.
• Understanding of OH&S requirements.

Dematic is committed to providing equal employment opportunity in all areas of employment including recruitment, selection, promotion, training etc. and in accordance with federal and state legislation, Dematic Pty Ltd (Dematic or the Company) promotes a workplace free from discrimination and harassment.