Reporting to the State Sales Manager, the Business Development Manager will be responsible for maximizing and growing revenue and profit through the execution of sales strategy, maintaining and acquiring new relationships with major builders, plumbers, merchants, and varied customers.
New Business Development
* Develop sales plan and strategy to increase business opportunities and focus on new business acquisition across all market segments.
* Continuously focus on sales growth execution and sales target achievement through new account research and acquisition planning, leveraging channel expertise and market intelligence.
* Present existing and new products to builders, plumbers and merchants and other business clients.
* Contributing to overall sales for existing and new merchants and business clients across a full range of solutions.
* Delivering value through developing and managing projects by providing technical solutions to our clients.
* Develop partnerships with nominated contractors to ensure product specification and ongoing use.
* Negotiate bulk pricing, supply agreements, and project-based deals.
* Work closely with project managers and procurement teams to ensure timely product availability.
* Provide relevant feedback to Product Managers to ensure continued delivery of innovative quality products to our clients.
Account Management
* Develop and implement Account Plans for existing accounts, which are in line with the overall Enware market strategy.
* Ensure sales growth in line with budget and AOP forecast requirements by focusing on growth opportunities over all Enware product ranges.
* Prepare and deliver presentations to solicit potential business opportunities from prospective clients and prepare proposals and tender contracts as required.
* Take the lead initiative in developing a first‐class rapport with identified key customers/customer groups.
* Through regular key customer contact, evaluate the current and emerging customer needs and assess the effectiveness of the current business to develop and deliver a profitable return and meet financial targets.
* Provide monthly business reporting and forecasting to Sales Management.
* Provide regular customer spend reports and analysis to influence buying behavior of existing accounts.
* Maintain a database of internal contacts, prospect plans and business operations.
* Forecasting – provides accurate forecasting on a weekly and monthly basis for existing accounts.
* Pricing – support the development of sell prices in coordination with sales, management and Marketing team to ensure consistency nationally whilst maximizing volume and gross margin opportunities.
* Industry knowledge – keep abreast of information on industry trends, regulatory changes, competitor activity and best practice that may directly impact on the business. Investigate market for new products that can be added to the portfolio.
* Capitalise on the broad market presence of Enware across multiple customer touchpoints to extract a larger share of wallet and deepen customer engagement & share of wallet through multi‐brand solutions.
Cross Functional/Stakeholder Management
* Be able to provide a level of technical support to end users, operators and service personnel with support from internal expertise.
* Maintain a high level of employee engagement through regular communication and consultation with the sales and marketing team.
* Act as a brand ambassador willing to support our partners with end user contact.
* Attend trade shows and events – interstate and internationally.
* Leverage our leadership across key segments within our wider Education, Safety, and Health to deliver specialised solutions that resonate with industry‐specific needs and drive deeper market penetration.
Experience
* 2–3 years + sales management / field sales experience, preferably B2B.
* Experience working within building and construction industry (desirable but not essential).
* Extensive experience using CRM systems, product databases and maintaining accuracy within them.
* Understanding of value and ability to solution sell across a range of stakeholders.
* Strong capability of initiating relationships within the plumbing contractor, hydraulic consultant, engineers, Fire specialists & Water Authorities.
* Experience in the specification process.
Minimum Required Skills
* Must be highly organized and process‐oriented.
* Excellent written and verbal communication skills required.
* Excellent customer service skills required.
Management/Supervision
* Not Applicable
Work Environment
* Office Environment
* Domestic travel requirements
Business Development Manager – VIC & TAS – South Melbourne, Australia
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