Senior Manager – Business Development

About Toll Group

At Toll, we do more than just logistics - we move the businesses that move the world. Our 16,000 team members can help solve any logistics, transport, or supply chain challenge – big or small. We have been supporting our customers for more than 130 years. Today, we support more than 20,000 customers worldwide with 500 sites in 27 markets, and a forwarding network spanning 150 countries. We are proudly part of Japan Post — www.tollgroup.com

Toll Government & Defence is seeking a Senior Manager, Business Development to lead growth initiatives across Defence and Government within the Theatre Supply Chain. This senior role is accountable for identifying, shaping and winning complex opportunities, leading capture and tender activities, and building trusted relationships with Defence, Government and industry stakeholders.

Reporting to the Senior Vice President, Theatre Supply Chain, you will play a critical role in delivering sustainable, long‑term growth aligned to the Theatre Supply Chain strategic plan, while strengthening business development capability across the team.

Key responsibilities

• Develop, maintain and execute the Theatre Supply Chain business development strategy in line with Toll Group and Government & Defence objectives
• Identify, qualify and prioritise new Defence and Government opportunities, undertaking early market shaping and managing the opportunity pipeline through to contract award
• Build and sustain senior‑level relationships with Defence, Government and industry stakeholders to understand customer needs, influence outcomes and position Toll for future work
• Lead end‑to‑end capture and tender activities, including RFI, RFP, RFT and task‑based responses, ensuring disciplined capture planning and execution
• Develop capture strategies, win themes and tailored solution concepts that clearly articulate value and align to customer objectives
• Coordinate internal stakeholders across solution design, pricing, legal and delivery teams to produce high‑quality, compliant and competitive submissions
• Provide commercial oversight during bid and negotiation phases, including pricing considerations, margin targets and management of commercial and contractual risk
• Support an effective transition from bid phase to contract award, mobilisation and delivery
• Coach and mentor business development and customer‑facing team members, promoting consistent methodologies, standards and capability uplift

A day in the life

• Approximately 60% of your time acquiring new clients and 40% expanding existing accounts
• Design and shape tailored logistics and supply chain solutions for Requests for Tender (RFTs) while managing key contract relationships
• Lead customer engagements and account management activities, ensuring senior‑level interaction, strong governance and customer satisfaction
• Proactively uncover new opportunities by identifying and engaging target customers across Defence and Government
• Capture, qualify and progress leads through the government procurement lifecycle
• Partner with the Growth Solutions team to develop compelling customer presentations and supporting marketing strategies
• Collaborate with offshore business development teams to design and deliver international and global solutions

What you’ll need to succeed

• Bachelor’s degree in Business, Commerce or a related discipline
• NV1 security clearance preferred, or the ability to obtain it as an Australian Citizen
• An established network within the Defence sector
• Proven track record in business development and sales, particularly with Government clients
• Ideally, experience selling logistics, supply chain or related services
• Strong leadership capability with the ability to influence and negotiate at senior levels

What moves you?
 

At Toll, you can help play a vital role in delivering what matters. From food, fuel, medicine and rescue services, we keep businesses and communities thriving. Every day brings change. We see that as an opportunity. To be curious. To ask the right questions. And build meaningful connections. Because finding new ways to solve problems is what we do. With a bold vision to expand our global reach, our 16,000+ people bring a passion for progress. We collaborate in friendly, caring teams, supported by approachable leaders who give us the autonomy to quickly make decisions with impact. Learn and grow with industry-leading training, alongside talented experts. Feel empowered to take on diverse challenges and new responsibilities to move you, our customers, and our world further.

Are you excited about this role but are concerned you don’t meet all the requirements? If you have similar skills and are willing to learn then we encourage you to apply anyway. We know that some people hesitate to apply for jobs unless they meet every single qualification. At Toll, we value a diverse, inclusive and authentic workplace, so if you’re interested in this role but your past experience doesn’t align perfectly then please talk to us – you may be just the right candidate for this or other roles we have coming up.

At Toll everyone is welcome including those of all ages, ethnicities, genders and abilities. 

To find out more about us visit www.careers.tollgroup.com

You must be entitled to work in Australia and be prepared to undertake pre-employment checks including a criminal history check and medical.