Business Development Manager

O'Brien Glass Industries; Sydney; On-site; AUD 150,000 - 190,000; Full time

Job summary

O’Brien is seeking an experienced National Business Development Manager - Commercial Vehicles to drive growth of the national portfolio across Australia on a 12-month fixed-term contract. You will own key strategic relationships, lead tenders, and manage end-to-end commercial activities with major fleet customers.

You will report to the Head of Commercial Partnerships and collaborate with senior leaders to deliver measurable revenue growth and robust commercial outcomes.

Qualifications

• 10+ years in Business Development, Sales, or Account Management.
• Experience with large B2B customers and commercial contracts.
• Strong negotiation and stakeholder management skills.
• Proven track record of delivering sales growth and commercial outcomes.
• Excellent communication and relationship-building abilities.
• Ability to influence stakeholders across all levels of the business.

Responsibilities

• Develop and execute the national sales strategy for the Commercial Vehicles portfolio.
• Identify, pursue, and convert new business opportunities.
• Lead tenders, proposals, and commercial negotiations.
• Manage pipeline, forecasting, revenue, and margin performance.
• Build and maintain relationships with key customers and industry stakeholders.
• Act as the primary commercial contact for national accounts.
• Conduct regular customer reviews and business performance discussions.
• Resolve customer issues and escalations effectively.
• Negotiate and manage commercial agreements.
• Develop pricing, service levels, KPIs, and contract frameworks.
• Protect commercial performance and manage risk.
• Work closely with operational teams to ensure delivery.
• Analyse account performance and identify growth opportunities.
• Provide commercial insights and recommendations.
• Monitor customer trends and market activity.

Skills

Business Development

Account Management

Negotiation

Stakeholder Management

Strategic Planning

Education

Bachelor's degree

Tools

CRM software

Job description

Are you wanting to work for an organisation that values their people, invests in communities and has a commitment to our environment? Do you share a passion for maintaining a continual focus on Making a Difference with Real Care to customers and employees? If this sounds like you, then we have your next opportunity.

Drive national growth with one of Australia’s most trusted brands

O’Brien is Australia’s leading provider of automotive glass repair and replacement services, supporting over 400,000 customers annually. We’re looking for an experienced National Business Development Manager - Commercial Vehicles to join our team on a 12-month fixed-term contract and lead the growth of a key national portfolio.

This is an opportunity to take ownership of strategic customer relationships, drive commercial outcomes, and make a lasting impact across a national business.

What’s in it for you?

• Join a trusted and iconic Australian brand
• Lead a national commercial portfolio with significant growth potential
• Work with major fleet and commercial vehicle customers
• Influence strategy and deliver meaningful business outcomes
• Collaborate with senior leaders and cross-functional teams
• Competitive salary package and tools of trade

About the Role

Reporting to the Head of Commercial Partnerships, you’ll be responsible for managing and growing O’Brien’s Commercial Vehicles portfolio across Australia.

You’ll oversee the full commercial lifecycle, from identifying and securing new opportunities through to contract negotiations, account management, and ongoing customer growth.

This role combines strategic thinking with hands-on execution and will suit someone who enjoys building relationships, solving customer challenges, and driving commercial performance.

Key Responsibilities

Business Development & Growth

• Develop and execute the national sales strategy for the Commercial Vehicles portfolio
• Identify, pursue, and convert new business opportunities
• Lead tenders, proposals, and commercial negotiations
• Manage pipeline, forecasting, revenue, and margin performance

Key Account Management

• Build and maintain strong relationships with key customers and industry stakeholders
• Act as the primary commercial contact for national accounts
• Conduct regular customer reviews and business performance discussions
• Resolve customer issues and escalations effectively

Commercial Management

• Negotiate and manage commercial agreements
• Develop pricing, service levels, KPIs, and contract frameworks
• Protect commercial performance and manage risk
• Work closely with operational teams to ensure successful delivery

Performance & Reporting

• Analyse account performance and identify growth opportunities
• Provide commercial insights and recommendations
• Monitor customer trends, market activity, and business performance

About You

You’ll be a commercially astute business development professional with strong experience managing large customer relationships and driving revenue growth.

You’ll bring:

• 10+ years’ experience in Business Development, Sales, or Account Management
• Experience working with large B2B customers and commercial contracts
• Strong negotiation and stakeholder management skills
• A proven track record of delivering sales growth and commercial outcomes
• Excellent communication and relationship-building abilities
• The ability to influence stakeholders across all levels of the business

Nice to Have

• Experience within the automotive, fleet, transport, trade, or service industries
• Relevant tertiary qualifications
• Experience managing national customer portfolios

Why O’Brien?

At O’Brien, our people are at the heart of everything we do. We combine the strength of an iconic Australian brand with a culture focused on innovation, collaboration, and customer excellence.

If you’re looking for a high-impact opportunity where you can contribute immediately and drive meaningful commercial outcomes, we’d love to hear from you.

At O’Brien, we put our customer at the heart of everything we do, serving more than 360,000 customers each year, 24 hours a day, 7 days a week, 365 days a year. O’Brien is also part of Belron, worldwide leader in vehicle glass repair, replacement and recalibration services, operating in 40 countries across 6 continents

Privacy: To review and consider your application, O’Brien collects personal information. To understand what is collected and why, carefully review the Applicant Privacy Notice presented during your online application and/or review our Privacy Policy and Terms of Use.

Agencies: O’Brien does not accept unsolicited resumes or outreach from recruiting agencies. Absent a signed agreement and approval from O’Brien to submit candidates to a specific requisition, we will not approve payment to any third party.