Business Development Manager

ROLE PURPOSEThe Business Development Manager drives profitable B2B revenue growth for Patron Transport by identifying, winning, and cleanly handing over high-fit accounts to the Operations team. This is a senior, disciplined role — you will sell capability, reliability, and governance, not discounts. You will be responsible for building a qualified pipeline, running structured discovery, and protecting the business from operationally incompatible accounts.WHAT PATRON TRANSPORT DELIVERSBulky-goods last-mile delivery across Sydney Metro and ACT with full proof-of-delivery visibilityOperational control tower: allocation, customer communication, exception handling, and escalation governanceDelivery, assembly, and waste removal services for furniture and large-format retail clientsAsset-light capacity model with subcontractor driver teams, scaled through structure and process discipline
KEY RESPONSIBILITIES
Business Development & ProspectingBuild and execute a structured outbound prospecting plan targeting B2B accounts onlyIdentify and qualify retail, furniture, appliance, and large-format goods companies as high-fit accountsGenerate and manage a qualified pipeline at 2-3x monthly revenue target at all timesRun discovery conversations, assess operational fit and margin viability, and convert to signed service terms
CRM & Pipeline ManagementMaintain full pipeline activity and opportunity records in Nexus CRM (single source of truth — no exceptions)Ensure stage accuracy and forecast reliability; deliver weekly pipeline reviews with Managing DirectorsDocument all discovery outcomes, proposals issued, and deal economics for each opportunity
Sales-to-Operations HandoverComplete the Sales-to-Ops handover checklist for every new account before go-live — no handover, no go-liveCoordinate with the Operations and Allocation team to confirm capacity, SOP fit, and onboarding readinessProtect service quality: no over-promising, no commitments outside established SOP or capacity parameters
Account Quality & Margin DisciplineEnsure all accounts meet the 35-40% Gross Margin target; no discounting outside agreed rate floors without Managing Director approvalAll opportunities must pass a pre-acceptance fit check: margin, geography, volume profile, and operational complexityWin accounts that deliver long-term, low-churn revenue — not short-term discounted volume
Reporting & CollaborationDeliver weekly pipeline review and sales forecast to Managing DirectorsParticipate in monthly wins/losses review including margin integrity and account quality analysisWork in close collaboration with Operations, Allocation, and Customer Service teamsEscalate issues early; maintain a strong working rhythm across all internal stakeholders
NON-NEGOTIABLES
No discounting authority outside agreed rate floors without Managing Director approvalCommission is calculated on collected Gross Profit only — not invoiced revenue; clawbacks apply for early account churnAll new business opportunities must pass the operational fit check before proceeding to proposalCRM hygiene is mandatory — all pipeline activity must be recorded in Nexus in real timeOffice-based, Chipping Norton — must be present in the office Monday to FridayEXPERIENCE & QUALIFICATIONS REQUIRED
Essential ExperienceMinimum 3-5 years proven B2B field sales experience — logistics, transport, freight, or supply chain sector strongly preferredDemonstrated track record of winning new business accounts through structured outbound prospecting, not inbound leadsExperience selling services (not products) in a B2B environment with longer sales cycles and multiple stakeholdersProven ability to build and manage a qualified pipeline at 2-3x monthly revenue targetHands-on experience running discovery calls, developing proposals, and closing contracts on value and capabilityHistory of meeting or exceeding revenue targets consistently over 2+ years
Industry & Sector KnowledgeUnderstanding of last-mile logistics, transport operations, or delivery services — particularly bulky goods, furniture, or retail supply chainsFamiliarity with how retailers or e-commerce businesses procure and manage third-party delivery partnersAbility to identify and qualify accounts based on volume profile, geography, margin viability, and operational complexityKnowledge of freight pricing, rate structures, and gross margin fundamentals in logistics environments
Sales Skills & MethodologyStructured sales process discipline: prospecting, discovery, qualification, proposal, negotiation, close, and handoverSkilled at consultative selling — asking the right questions, understanding client pain points, and positioning solutions accordinglyComfortable engaging with Operations Managers, Supply Chain Directors, and C-suite stakeholdersAble to sell on discipline and reliability — not on price; no history of winning business purely through discountingExperience working within clearly defined commission and margin guard-rail structures
CRM & Process DisciplineProficient CRM user — all pipeline activity recorded, stages accurate, and forecasts reliable (Nexus, Salesforce, HubSpot, or similar)Able to produce weekly pipeline reports and forecasts independently without management promptingOrganised and self-directed: capable of running an outbound prospecting engine without a support team
Personal AttributesHunter mentality — proactive, persistent, and driven by finding and closing new businessHigh commercial integrity: no over-promising, no commitments outside operational capacity or SOPDisciplined communicator: clear written and verbal communication with internal teams and clientsCollaborative mindset: works closely with Operations, Allocation, and CS to ensure accounts are set up for successResilient and coachable: open to feedback, structured performance reviews, and pipeline scrutiny
Mandatory RequirementsMust be based in Sydney and available to work from the Chipping Norton office Monday to FridayFull Australian working rights — onshore hire only (Australian citizen or permanent resident preferred)Current Australian driver's license