Business Development - New Accounts

Focus Industrial has kept Australian industry running on compressed air since 1976. Third generation, family owned, with customers and service coverage across the country.

This is a research-led role, not a high-volume calling one.

The role

You pick the accounts. You research them properly — what they make, what their air system is likely costing them, who actually signs. Then you make contact, and you earn a site visit.

You won't be closing. Our Service BDM quotes and wins the work. On the larger accounts the two of you walk in together, so you're never sent in cold and the customer never gets a junior turning up alone with a proposal.

What we measure is the quality of the accounts you open, not the number of calls it took to open them.

What you'll do

• Choose and map target industries and accounts across Greater Sydney

• Research each account before you pick up the phone — ten well-prepared calls beat a hundred cold ones

• Reach decision makers and earn qualified site visits

• Attend those visits alongside our Service BDM where the account warrants it

• Keep the CRM honest

How the role works

• No daily call quota — you're measured on accounts opened, not activity

• Monday to Friday, office hours. No on-call, no weekends, no after-hours

• No scripts. You'll build your own approach to each account

What you get

• $85,000–$95,000 base, plus 5% of the annual contract value on every account you open, uncapped. On-target commission is around $50,000 once your pipeline is established — expect meaningfully less in your first year while you're building the book

• Monday to Friday from our Penrith office. No CBD commute

• Full training on compressed air — the technical side is learnable, the initiative isn't

• You work alongside an experienced BDM, not under a call target

• A path to running accounts end to end, for the person who earns it

• A family business that's been here fifty years and plans to be here fifty more

Who you are

You might be in agency recruitment and ready for something more settled. You might be an estimator or internal sales person at an industrial or mechanical services business who wants to move to the front end. You might already be doing B2B business development and want to be measured on outcomes rather than activity.

What actually matters:

• You research before you call, and you can explain why that works

• You're comfortable ringing someone senior you've never met

• You can hold a conversation with a maintenance or operations manager without pretending to know more than you do

• You're within a reasonable commute of Penrith

• Industry knowledge not required — we'll teach you compressed air

To apply

Send a CV, and tell us about one account you researched and got a meeting with. Who were they, and how did you get in?