Business Development Manager

Vocus; Melbourne; Hybrid; AUD 90,000 - 130,000; Full time

Job summary

Vocus is seeking a Business Development Manager (SMB) to drive national new business growth across SMB accounts. You will engage, qualify and close opportunities, leveraging Telco product knowledge to demonstrate value and differentiation.

This is a hybrid role reporting to the National Sales Manager with travel to customer or partner sites as required. The position emphasizes end-to-end sales, cross-functional coordination, and achieving pipeline targets in a dynamic SMB market.

Qualifications

• 2+ years B2B sales experience
• Experience in SMB market preferred
• Telco experience valued
• Proven track record of meeting revenue targets
• Strong prospecting and networking abilities
• Excellent presentation and negotiation skills
• Commercial acumen with growth mindset

Responsibilities

• Execute end-to-end sales cycle for SMB opportunities from prospecting to close
• Identify high-potential SMB prospects via research, networking, and outreach
• Lead consultative engagements to uncover SMB needs and position solutions
• Coordinate with pre-sales, product, finance and delivery teams for proposals
• Own negotiation and deal closure with win-win outcomes
• Meet new business targets and pipeline KPIs monthly
• Maintain accurate CRM data and forecast opportunities
• Ensure smooth handover to onboarding and account management teams

Skills

B2B sales

SMB market experience

Telco knowledge

New business growth

Negotiation

Account management

Communication

Job description

As a Business Development Manager (SMB), you will be responsible for driving new business growth nationally across SMB accounts. With strong knowledge on Telco products and services, you will represent the Vocus brand to grow the national footprint.

Reporting to the National Sales Manager, this role has a direct emphasis on identifying, engaging and winning new customers within and the SMB market. This is an individual contributor role with no direct reports, working in line with Vocus's hybrid working policy and travelling to customer or partner sites as required.

Key Responsibilities

• Execute the end-to-end sales cycle for new business opportunities across SMB accounts, from prospecting and qualification through proposal, negotiation and close
• Identify high-potential prospects across SMB, using research, networking and targeted outreach to continuously build the new business pipeline
• Run consultative sales engagements with prospects, uncovering SMB business needs and positioning tailored solutions that clearly demonstrate Vocus's value proposition and differentiation
• Coordinate internal resources, including pre-sales, product, finance and delivery teams, during proposal development and solution design to support a cohesive, customer-centred sales approach
• Own the negotiation and deal closure process, addressing customer objectives and objections to craft win-win agreements that drive new business growth
• Meet new business acquisition targets and key performance metrics, consistently achieving or surpassing monthly goals for pipeline generation and closed business across SMB
• Maintain accurate and up-to-date opportunity information and sales forecasts in the CRM, providing management with clear visibility into pipeline status and expected new deals
• Ensure a seamless handover of newly won customers to the onboarding and account management teams, conveying all relevant information and commitments to support a smooth implementation.

Skills & Experience

• Minimum 2+ years B2B business development experience
• Experience within the SMB market highly regarded
• Telco experience highly regarded
• A proven track record of winning new business and achieving revenue targets
• Strong prospecting, networking and relationship-building skills
• Excellent communication, presentation and negotiation abilities
• Commercial acumen and the ability to identify and develop growth opportunities.