Business Development Manager - Enterprise Drones/ UAV

We are a leading distribution company with offices located in Melbourne and Sydney specialising in the importing and distribution of enterprise grade drones and other technology products to the enterprise markets within Australia. An opportunity exists for an experienced Enterprise Business Development Manager to develop new dealers from the public safety, energy/utilities, security and mining vertical and leverage our existing relationships with world leading Drone brands, which we have exclusive distribution rights for the entire Australia market.

The highly skilled and motivated enterprise business development manager will be responsible for new business development from primarily dealers within the public safety & security vertical but not limited to other verticals. The person will conduct regular phone meetings and on-site meetings tailoring solutions to meet clients’ needs, quoting and presenting to potential dealers.

You will also be recording and reporting activity using our CRM software and working closely with our other sales colleagues and our engineering teams. The ideal candidate will have some technical experience, preferably with some knowledge of drones/unmanned aircraft systems applications (but at minimum hardware sales experience) coupled with excellent communication, sales and account management skills，and knowledge of surveying, mapping or GIS is preferred.

Accountabilities & Responsibilities:

1.     Strategic Account Management & Growth

o   Own revenue targets for assigned enterprise accounts; develop tailored growth strategies.

o   Conduct deep-dive analysis of client business models, pain points, and use cases to identify expansion opportunities.

o   Coordinate technical support, deliver sales training, and ensure client success through proactive relationship management.

2.     New Business Acquisition

o   Identify, qualify, and onboard new enterprise clients in target verticals (e.g., utilities, construction, logistics).

o   Replicate account management best practices to rapidly scale new partnerships.

3.     Ecosystem Development & Project Leadership

o   Collaborate with end-users, resellers, and integrators to uncover project opportunities.

o   Translate operational challenges into technical/commercial solutions; drive project delivery from proposal to closure.

4.     Market Intelligence & Solution Innovation

o   Monitor market trends: regulatory shifts, emerging technologies, and competitive landscapes.

o   Identify new applications for drone technology in existing and untapped verticals.

o   Partner with technical teams to design vertical-specific solutions and go-to-market strategies.

5.     Data-Driven Sales Optimization

o   Analyze sales performance (revenue, product mix, sell-through rates) against client profiles.

o   Forecast accurately, refine sales tactics, and implement corrective actions to exceed targets.

Travel requirements:

• Extensive levels of business travels is required for this role which may include but not limited existing and new dealer visits, attendance at certain trade shows or events for business development, perform training offsite with our engineering team members and other events and/or roadshows our organisation will host from time to time. 

• Intrastate travels (this is the state of which you reside in) 

• Interstate travel expenses will be reimbursed (these include other states or territories within Australia).

• Sometimes these travels may require you during or outside business hours onsite or offsite.

Mandatory Sales Experience Required:

• Minimum 3-year sales experience from a hardware sales role with track record of achieving sales targets.

• Must have experienced in technical hardware sales from the public safety & security or energy vertical.

• Some exposure to enterprise drones or other technological hardware and software is desirable.

• Must be able to work towards achieving sales targets & other KPI's

• Ability to work independently and as part of a team, with the flexibility and adaptability to manage multiple priorities, clients and projects simultaneously.

Other Essential Requirements:

• Fluency in English with excellent written and verbal communication skills

• Punctual but flexible as required by the organisation.

• Customer centric and ability to build relationships internally & externally. 

• Exceptional communication and interpersonal skills, with the ability to collaborate with cross-functional teams and provide technical expertise to customers.

• CRM experience desirable (not essential).

• Must have own car & a valid Australia Driver’s license is required.

• Whilst the specific type of product sales is not essential, however you MUST have hardware sales experience and a passion for drones technology is desirable.