Business Development Manager

Utilizer; Melbourne; Hybrid; AUD 80,000 - 110,000; Full time

Job summary

Utilizer is an Australian-owned energy consultancy helping businesses navigate the energy transition.

The Business Development Manager is a growth-focused sales hunter responsible for originating and converting new business across Utilizer's commercial service offerings. Reporting to the Head of Growth, you will build your pipeline, drive opportunities from first contact to contract close, and ensure a smooth handover to delivery.

Qualifications

• 3+ years in B2B sales or business development, closing mid-market or enterprise.
• Proven track record originating and closing new business.
• CRM proficiency and disciplined pipeline management.
• Executive communication and stakeholder management with C-levels.
• Permanent working rights in Australia.
• Self-motivated, proactive sales hunter mindset.
• Familiarity with tender processes and multi-stakeholder procurement.

Responsibilities

• Own the new-business sales cycle from prospecting to contract close.
• Build and manage a high-quality pipeline and forecast revenue.
• Translate GTM and sector strategies into weekly activity.
• Engage mid-market, enterprise, and multi-site buyers.
• Collaborate with marketing, delivery, and client management.
• Represent Utilizer at events and market activities.

Skills

B2B sales

New business development

Sales hunter

CRM & forecasting

Executive communication

Negotiation

Prospecting

Tools

Zoho CRM

Job description

The Business Development Manager is a growth-focused sales hunter accountable for originating and converting new business across Utilizer's commercial service offerings.

• Melbourne, VIC (Remote Options Available)
• Full-time
• $80-110k + performance-based new-business incentive

Utilizer is an Australian-owned Energy Consultancy with the mission of helping businesses, large and small, navigate through the complex energy transition to cleaner and more sustainable renewable energy.

We aim to be a trusted energy partner for our clients, by driving value, building long-term relationships and making a valuable difference. We use our unrivalled energy experience to enable businesses to make informed energy decisions and unlock truly innovative solutions.

Trusted by some of the largest businesses in Australia, Utilizer provides a comprehensive suite of high-quality energy management services to over 10,000 business locations across Australia and New Zealand and quickly growing. Our current engagement includes many exciting energy projects, including several national large-scale renewable projects.

We are committed to putting our clients at the centre of all our findings, actions and recommendations.

About the role

The Business Development Manager is a growth-focused sales hunter accountable for originating and converting new business across Utilizer's commercial service offerings.

Reporting to the Head of Growth, you will execute agreed sales strategies, build and manage your own pipeline, and take opportunities from first contact through to contract close and a high-quality internal handover. This is a hands-on role for a self-motivated seller who is energised by new business and rewarded for results.

Additionally, you will:

• Execute go-to-market and sector strategies with the Head of Growth, translating them into disciplined weekly activity and quarterly pipeline and revenue goals.
• Build and convert a high-quality pipeline through a combination of newly generated business opportunities, existing warm customer leads, inbound enquiries, targeted outbound prospecting, referrals, partnerships and industry events.
• Own the new-business sales cycle from prospecting, discovery and qualification through solution framing, proposal, negotiation and signed agreement.
• Identify priority accounts and under-served segments, tailoring your approach to mid-market, enterprise and multi-site buyers and their commercial needs.
• Maintain a disciplined sales cadence with the Head of Growth, including pipeline reviews, accurate forecasting, deal strategy, activity reporting and win-loss analysis.
• Maintain excellent CRM hygiene in Zoho, with accurate stage gating, next steps, conversion tracking and complete client context.
• Collaborate with Tenders, Delivery and Client Management to shape feasible, commercially sound proposals and ensure smooth handover from sale to onboarding.
• Represent Utilizer at relevant events and in the market, building referral relationships and sharing client and competitor insights that improve sales strategy.

Primary KPIs

New annual/total revenue won, qualified pipeline generated and win rate, supported by agreed activity, conversion, forecast accuracy and CRM hygiene measures. Performance incentives will be weighted to new-business results.

About you

Commercially sharp, resilient and highly accountable, you combine a consultative approach with the drive to create and close opportunities. You are comfortable working independently, deploying sales strategies in the market and reporting clearly to the Head of Growth. You build credibility with senior decision-makers and stay focused through both short and complex sales cycles.

Essential skills and experience

• Permanent working rights in Australia.
• Proven track record (3+ years) in B2B sales or business development, with success originating and closing new business in mid-market or enterprise environments.
• A genuine sales-hunter mindset: proactive, self-motivated, resilient and energised by prospecting, progressing opportunities and winning new clients.
• Demonstrated ability to execute sales strategies across outbound prospecting, inbound lead management, referrals, partnerships and industry engagement.
• CRM proficiency (Zoho preferred) and a disciplined approach to pipeline management, forecasting, activity reporting and follow-through.
• Strong executive communication and stakeholder-management skills, with confidence navigating procurement, finance, operational and C-suite decision-makers.
• Strong commercial acumen, including deal qualification, pricing and margin awareness, proposal development, negotiation and risk framing.

Desirable skills and experience

• Experience in energy, utilities or energy-intensive sectors is preferred, but not mandatory; high-performing consultative B2B sellers from adjacent industries are encouraged to apply.
• Familiarity with tender processes, evaluation frameworks and multi-stakeholder procurement cycles.
• Exposure to analytics and reporting tools that support segmentation, targeting and sales storytelling.
• Experience collaborating with marketing or content teams on campaigns, events and lead-generation activity.