Business Development Manager - Building Automation Controls

Prospex Recruiting; Hobart; On-site; AUD 90,000 - 130,000; Full time

Job summary

Prospex Recruiting partners with a market-leading energy management and building automation company seeking a Business Development Manager in Hobart, Australia. You will spend half your time engaging externally with clients, buyers, and influencers, building trust-based relationships and identifying emerging needs.

You will also craft proposals, manage the sales pipeline, target 10% margins, and collaborate with marketing and delivery teams.

Responsibilities

• Spend approximately 50% of your time externally engaging with clients, buyers, and market influencers.
• Build long-term, trust-based relationships to understand buyer motivations and emerging needs.
• Cultivate connections through coffee catchups, business lunches, lunch & learn sessions, industry networking events, and customer site visits.
• Actively engage with builders and mechanical companies for new construction opportunities, including tender responses.
• Attend industry events, briefings, EOI information sessions, and participate in trade booths.
• Dedicate approximately 50% of your time to crafting and curating proposals and commercial deals to ensure work is actively closed.
• Deliver a minimum of your assigned budget in annual sales to meet performance scoring.
• Collaborate with commercial teams to ensure sound pricing strategies and profitable proposals.
• Target a minimum yield of at least a 10% profit margin on all secured deals.
• Promote, facilitate, and secure cross-selling initiatives, aiming for a minimum of one cross-sell engagement per year.
• Develop and maintain a rolling business pipeline equivalent to multiple times the annual sales budget, looking ahead with a 3-year horizon.
• Manage opportunity conversion to achieve a win rate target of 30% on active opportunities.
• Conscientiously maintain the company CRM daily, ensuring it is never more than 24 hours behind in reflecting your activity.
• Track industry trends, investment patterns, and shifts in client behaviour to strategically generate leads.
• Act as a bridge between clients and the project delivery team, proactively introducing project teams to key clients through social or strategic engagements.
• Seek and analyse post-project feedback on customer satisfaction and financial outcomes to refine future go-to-market strategies.
• Contribute to the company's marketing efforts by engaging with the marketing team for design inputs and content creation.
• You are a proactive, strategic thinker with a relationship-first mindset.
• You possess the ability to work autonomously while integrating closely with service and delivery teams.
• You are a strong communicator who values collaboration and continuous learning.
• You are deeply embedded in the industry landscape and are always scanning the market for new opportunities.

Job description

About The Company & The Role

We are partnering with an industry leader specializing in Energy Management, Building Automation, Access Control, Lighting Control, and CCTV to find their next Business Development Manager (BDM).

Key Responsibilities

Client & Market Engagement:

• Spend approximately 50% of your time externally engaging with clients, buyers, and market influencers.
• Build long-term, trust-based relationships to understand buyer motivations and emerging needs.
• Cultivate connections through coffee catchups, business lunches, lunch & learn sessions, industry networking events, and customer site visits.
• Actively engage with builders and mechanical companies for new construction opportunities, including tender responses.
• Attend industry events, briefings, EOI information sessions, and participate in trade booths.

Sales & Commercial Execution

• Dedicate approximately 50% of your time to crafting and curating proposals and commercial deals to ensure work is actively closed.
• Deliver a minimum of your assigned budget in annual sales to meet performance scoring.
• Collaborate with commercial teams to ensure sound pricing strategies and profitable proposals.
• Target a minimum yield of at least a 10% profit margin on all secured deals.
• Promote, facilitate, and secure cross-selling initiatives, aiming for a minimum of one cross-sell engagement per year.

Pipeline & Data Management

• Develop and maintain a rolling business pipeline equivalent to multiple times the annual sales budget, looking ahead with a 3-year horizon.
• Manage opportunity conversion to achieve a win rate target of 30% on active opportunities.
• Conscientiously maintain the company CRM daily, ensuring it is never more than 24 hours behind in reflecting your activity.
• Track industry trends, investment patterns, and shifts in client behaviour to strategically generate leads.

Internal Collaboration

• Act as a bridge between clients and the project delivery team, proactively introducing project teams to key clients through social or strategic engagements.
• Seek and analyse post-project feedback on customer satisfaction and financial outcomes to refine future go-to-market strategies.
• Contribute to the company's marketing efforts by engaging with the marketing team for design inputs and content creation.

About You

• You are a proactive, strategic thinker with a relationship-first mindset.
• You possess the ability to work autonomously while integrating closely with service and delivery teams.
• You are a strong communicator who values collaboration and continuous learning.
• You are deeply embedded in the industry landscape and are always scanning the market for new opportunities.