Business Development Manager

Morgan Consulting Idibu; Melbourne; On-site; AUD 130,000 - 190,000; Full time

Benefits offered by this job

Industry exposure across ANZ & MAL

Collaborative regional teams

Product development opportunities

Job summary

Pope is seeking a commercially minded Business Development Manager to drive growth across Australia, New Zealand and Malaysia. You will identify opportunities, manage tenders and develop strategic customer partnerships for advanced FIBC solutions.

With a strong technical background and excellent negotiation skills, you will work closely with regional teams to expand market share and optimise total cost of ownership for customers.

Qualifications

• 10+ years in business development, technical sales or related commercial role.
• Proven track record building customer relationships and delivering commercial outcomes.
• Experience selling technical products with a focus on total cost of ownership and long-term value.

Responsibilities

• Identify and develop new FIBC opportunities across multiple industries and Tier accounts.
• Build strong relationships with new and existing customers across ANZ and Malaysia.
• Coordinate tender submissions and commercial proposals with regional teams.
• Support commercial activities and maintain a robust sales pipeline in CRM.
• Conduct at-site visits to understand operations and optimise packaging performance.

Skills

10+ years exp

Customer relationship management

Technical sales

Tender management

Negotiation

CRM software

Excel proficiency

Cross-functional collaboration

Education

Engineering/Science/Commerce degree

Tools

CRM software

Job description

About the Company

Our client is an established Australian business with a strong presence across multiple industries, providing innovative packaging solutions to customers throughout Australia, New Zealand and Malaysia. With a focus on quality, technical expertise and customer service, Pope works closely with its customers to deliver solutions that improve operational efficiency, reduce costs and support business growth.

About the Role

They now seek a commercially driven and technically minded Business Development Manager to drive sales growth and develop strategic customer relationships across key industries, including mining, construction materials, food manufacturing and animal nutrition.

This is an exciting opportunity for an experienced business development professional who combines strong commercial acumen with a technical understanding of customer operations. You will be responsible for identifying new business opportunities, strengthening existing customer partnerships, managing tenders and delivering tailored Flexible Intermediate Bulk Container (FIBC) solutions that create measurable value for customers.

Working collaboratively with their FIBC teams across Australia, New Zealand and Malaysia, you will play a key role in expanding market share, improving product performance and identifying opportunities for innovation and continuous improvement.

The role will involve significant time spent at customer sites and manufacturing facilities, understanding their operational requirements and identifying opportunities to optimise packaging performance and reduce total cost of ownership. Travel across Australia, New Zealand and Malaysia will be required as business needs arise.

Key Responsibilities

• Identify, target and develop new FIBC business opportunities, including strategic Tier 1 customers and growth opportunities across Tier 2 and Tier 3 accounts.
• Build and maintain strong, mutually beneficial relationships with new and existing customers across multiple industries.
• Develop and execute customer account plans for high-priority Tier 2 accounts, identifying opportunities to increase revenue, reduce costs and grow market share.
• Manage and coordinate tender submissions and commercial proposals in collaboration with the FIBC Business Manager and relevant regional teams.
• Support commercial activities across their Australian, New Zealand and Malaysian FIBC businesses.
• Maintain an accurate sales opportunity pipeline and ensure all opportunities are recorded in the company's CRM system.
• Apply best-practice pricing strategies and commercial models to maximise value for customers and deliver sustainable business growth.
• Conduct customer site visits to understand operational processes, storage and transport requirements, and opportunities to improve FIBC performance.
• Collaborate with technical specialists and regional teams to conduct product trials, support new product introductions and ensure technical suitability.
• Identify and implement continuous improvement initiatives that enhance customer outcomes, improve efficiency and reduce operating costs.
• Identify opportunities for new FIBC product development and support their commercialisation and rollout.
• Demonstrate visible safety leadership and promote a consistent, process-driven approach to customer service and value creation.

Skills and Experience

To succeed in this role, you will be an experienced business development professional with a strong customer focus, a commercial mindset and the ability to translate technical product capabilities into tangible business benefits.

You will ideally bring:

• 10+ years of relevant experience in business development, technical sales, account management or a related commercial role.
• A proven track record of building strong customer relationships and delivering commercial outcomes.
• Experience selling technical products and demonstrating value beyond price, with a focus on total cost of ownership and long-term customer benefits.
• A strong commitment to customer service and helping customers achieve their operational and commercial objectives.
• Experience working extensively at customer sites and manufacturing facilities, with the ability to understand complex operational requirements.
• Strong commercial negotiation, tender management and proposal development capabilities.
• The ability to communicate effectively with stakeholders at all levels, from factory-floor personnel to senior executives.
• Excellent collaboration skills and the ability to work across multiple teams, functions and geographical locations.
• High computer literacy, particularly in Microsoft Excel, with experience using CRM systems to manage sales pipelines and customer opportunities.
• A curious, analytical and solutions-focused approach, with the ability to connect technical product performance with customer value.

Highly regarded:

• Tertiary qualifications in engineering, science, commerce or a related discipline.
• Knowledge of FIBC products, applications and customer requirements.
• Experience in industrial packaging, manufacturing, mining, food production, construction materials or animal nutrition.

Benefits

• The opportunity to join an established business with operations spanning Australia, New Zealand and Malaysia.
• A commercially focused role offering a balance of business development, technical problem-solving and strategic account management.
• The opportunity to work with a diverse customer base across multiple industries.
• The ability to influence customer outcomes through innovative solutions, continuous improvement and value-added product offerings.
• Collaboration with experienced commercial and technical teams across the region.
• Opportunities to contribute to new product development, market expansion and long-term business growth.