Business Development Manager — Industrial & Hospitality

About the role

You will own new business across Victoria, South Australia and Tasmania for two segments:

1. Industrial — manufacturing, food processing, pharmaceutical, logistics and any operation that needs crates, bins, trays, components or tooling washed at scale.

2. Hospitality & Catering — hotels, clubs, venues, contract caterers, institutional kitchens. You'll sell both direct to end users and through dealers and resellers — building and managing a channel that carries our range as part of theirs.

This is a hunting role focused on new logos and new channel partners.

Key responsibilities

• Build and work a qualified pipeline across all three states through cold calling, cold outreach, site visits, industry events and network activation

• Run structured discovery and qualification on every opportunity, tracking Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identified Pain, Champion and Competition in the CRM

• Recruit, onboard and grow dealer and reseller partners who will carry Rhima product in the territory

• Work the specification path early with consultants, kitchen designers, builders, engineering firms and procurement

• Manage capital sales cycles end to end: site assessment, technical scoping with engineering team, commercial proposal, negotiation, close, and handover to installation

• Sell the whole value picture including service agreements, detergents, validation and parts as part of every deal

• Forecast accurately and contribute to weekly deal reviews and quarterly business reviews

About you

• Demonstrable track record in capital equipment sales — solutions in the tens to hundreds of thousands, with sales cycles measured in months and multiple stakeholders on the buying side

• Working command of a formal sales methodology such as MEDDPICC, Challenger, or Sandler

• Experience selling into industrial and/or hospitality environments, with comfort walking a production floor or commercial kitchen

• Genuine hunting ability with proven track record building a territory from a low base

• Strong prospecting skills and ability to self-prospect, build your own list, make your own calls and open your own doors

• Technical aptitude sufficient to hold a conversation with a plant manager or executive chef

• Willingness to travel across VIC, SA and TAS

• International travel capability — occasional trips to European manufacturing partners and potentially to New Zealand or Singapore operations; current passport required

• Full driver's licence

About us

Rhima is a family-owned business operating across Australia, New Zealand and Singapore. We import, customise and support European-built equipment washing and disinfection systems — from industrial washing plant through to commercial warewashing for hospitality. We sell capital equipment, but we don't sell and disappear. Every machine we place carries a long tail: service agreements, parts, detergents, validation. Our customers stay with us for a decade or more. This is a new territory role created to take Industrial and Hospitality across VIC, SA and TAS from where it is today to where it should be.

Benefits

• Competitive base salary reflecting the seniority of the role

• Uncapped commission on equipment sales, with accelerators above target

• Additional incentive on service agreements, detergent contracts and channel revenue generated in territory

• Car allowance

• Laptop, phone and all tools of trade

• Travel and expenses covered