Business Development Manager

About the role

This is a B2B field sales role focused on building and executing structured outbound prospecting plans targeting retail, furniture, appliance, and large-format goods companies. You will identify and qualify high-fit accounts, generate and manage a qualified pipeline at 2-3x monthly revenue target, run discovery conversations, assess operational fit and margin viability, and convert to signed service terms.

Key responsibilities

• Build and execute a structured outbound prospecting plan targeting B2B accounts only

• Identify and qualify retail, furniture, appliance, and large-format goods companies as high-fit accounts

• Generate and manage a qualified pipeline at 2-3x monthly revenue target at all times

• Run discovery conversations, assess operational fit and margin viability, and convert to signed service terms

• Maintain full pipeline activity and opportunity records in Nexus CRM

• Ensure stage accuracy and forecast reliability; deliver weekly pipeline reviews with Managing Directors

• Complete the Sales-to-Ops handover checklist for every new account before go-live

• Coordinate with the Operations and Allocation team to confirm capacity, SOP fit, and onboarding readiness

• Ensure all accounts meet the 35-40% Gross Margin target; no discounting outside agreed rate floors without Managing Director approval

• Deliver weekly pipeline review and sales forecast to Managing Directors

About you

• Minimum 3-5 years proven B2B field sales experience — logistics, transport, freight, or supply chain sector strongly preferred

• Demonstrated track record of winning new business accounts through structured outbound prospecting, not inbound leads

• Experience selling services (not products) in a B2B environment with longer sales cycles and multiple stakeholders

• Proven ability to build and manage a qualified pipeline at 2-3x monthly revenue target

• Hands-on experience running discovery calls, developing proposals, and closing contracts on value and capability

• History of meeting or exceeding revenue targets consistently over 2+ years

• Understanding of last-mile logistics, transport operations, or delivery services — particularly bulky goods, furniture, or retail supply chains

• Skilled at consultative selling — asking the right questions, understanding client pain points, and positioning solutions accordingly

• Proficient CRM user — all pipeline activity recorded, stages accurate, and forecasts reliable (Nexus, Salesforce, HubSpot, or similar)

• Must be based in Sydney and available to work from the Chipping Norton office Monday to Friday; full Australian working rights — onshore hire only (Australian citizen or permanent resident preferred); current Australian driver's licence