Business Development Manager

Randstad NV; Sydney; Hybrid; AUD 120,000 - 130,000; Full time

Benefits offered by this job

Base salary 120k-130k AUD

Superannuation

Vehicle options

Hybrid working

Professional development

Job summary

Randstad is seeking a Business Development Manager (Specification Sales) to drive revenue by securing product specifications with leading architectural practices, interior design firms, developers, and Tier-1/2 contractors. You will manage long-term projects, leverage CRM tools, and relentlessly push for early-stage inclusion of premium building materials and finishes.

The role supports a flexible hybrid working model with generous benefits and opportunities for professional development, aligned

Qualifications

• 3–5+ years of proven success in Specification Sales or Business Development within building materials, commercial fit-outs, cladding, flooring, acoustics, or architectural finishes.
• Demonstrated ability to navigate long sales cycles (6–18+ months).
• Established network with A&D practices and specifiers in the local market.
• Skilled at diagnosing client needs and positioning solutions over price.

Responsibilities

• Identify, target, and build long-term strategic relationships with key decision-makers across leading architectural firms, interior design practices, and developer design teams.
• Influence early-stage design decisions to ensure company products are named in project specifications.
• Conduct CPD presentations, lunch-and-learns, design workshops, and product demonstrations.
• Assist specifiers with technical queries, compliance requirements, design aesthetics, and custom solutions.
• Map local and regional projects from concept to completion and manage a long-lead sales pipeline.

Skills

Relationship building

CPD presentations

CRM proficiency

Project tracking

Tools

Salesforce

HubSpot

BCI Central

Cordell

Job description

The Business Development Manager (Specification Sales) is responsible for driving revenue growth by positioning premium building materials and architectural finishes directly onto early-stage project specifications. Acting as a trusted technical and design advisor, this role engages leading architectural practices, interior design firms, developers, and Tier-1/2 main contractors. The primary objective is to secure product specifications, track them through the project lifecycle, and protect them against downstream value engineering and substitution.

The Business Development Manager (Specification Sales) is responsible for driving revenue growth by positioning premium building materials and architectural finishes directly onto early-stage project specifications. Acting as a trusted technical and design advisor, this role engages leading architectural practices, interior design firms, developers, and Tier-1/2 main contractors. The primary objective is to secure product specifications, track them through the project lifecycle, and protect them against downstream value engineering and substitution.

Key Responsibilities & Primary Duties

• Identify, target, and build long-term strategic relationships with key decision-makers across leading architectural firms, interior design practices, and developer design teams.
• Influence early-stage design decisions (Stages 1-3 / Schematic Design to Detailed Design) to ensure company products are named in project specifications.
• Conduct polished, technical Continuing Professional Development (CPD) presentations, lunch-and-learns, design workshops, and product demonstrations.
• Assist specifiers with technical queries, compliance requirements, design aesthetics, and custom solutions.
• Map out local and regional commercial, high-density residential, institutional, and infrastructure projects from early concept through to completion.
• Manage a long-lead sales pipeline, maintaining accuracy in project stage tracking, decision-makers, and win probabilities.
• Utilize project intelligence tools (e.g., BCI Central, Cordell) alongside corporate CRM systems to track project movements.
• Consistently meet and exceed individual revenue targets, margin expectations, and specification KPI metrics.

Professional Experience

• 3-5+ years of proven success in Specification Sales or Business Development within building materials, commercial fit-outs, cladding, flooring, acoustics, or architectural finishes.
• Demonstrated track record of selling through long sales cycles (6 to 18+ months).
• Existing network of established relationships with A&D practices and specifiers within the local market.
• Skilled at asking diagnostic questions and positioning solutions over price.
• Ability to maintain engagement across multi-year project lifecycles.
• Proficiency with CRM systems (Salesforce, HubSpot) and project reporting software (BCI, Cordell).

Salary & Benefits

• Base Salary: $120,000 - $130,000 + Superannuation (commensurate with experience)
• Performance Bonus: Uncapped, transparent commission structure rewarding specification wins and revenue growth
• Vehicle Options: Generous car allowance or Fully Maintained Company Vehicle (FMCV)
• Workplace Flexibility: Flexible hybrid working model balancing remote work from home, client/site visits, and office collaboration
• Tools of the Trade: High-spec laptop, iPad, smartphone, and full home-office setup support
• Professional Development: Ongoing product training, industry accreditation opportunities, and leadership pathways

At Randstad, we are passionate about providing equal employment opportunities and embracing diversity to the benefit of all. We actively encourage applications from any background.