National Business Development Manager

2 days ago

Sydney, New South Wales, Australia Kardex Full time $100,000 - $150,000 per year

The
Kardex Group
is one of the world's leading manufacturers of dynamic storage, retrieval and distribution systems. With over 3,000 employees worldwide, we develop and manufacture logistics solutions that are used in many different sectors such as industrial manufacturing, retail and administration.

Kardex VCA Pty Ltd is seeking a highly driven
National Business Development Manager (BDM)
with a strong hunter mindset to drive new customer acquisition across targeted market verticals such as mining, machinery and automotive parts, 3PL, and mid-level warehousing. This role requires both direct account acquisition and channel development, with a focus on driving measurable bookings and building a high-quality pipeline.

The successful candidate will act as a vertical champion, leading targeted campaigns and positioning our solutions to address the unique needs of each industry, requiring not only a strong sales track record but also deep insight into customer buying cycles, procurement processes, and decision-making structures within these industries. The successful candidate will also play a key role in channel management to expand market access and strengthen customer reach.

Key Responsibilities

New Business Development

  • Identify, engage, and win new clients in mining, machinery and automotive parts, 3PL, racking, materials handling and warehousing sectors.
  • Drive new revenue through outbound prospecting, proactive account acquisition, and strategic pursuit of target customers.
  • Build, manage, and convert a robust pipeline to deliver bookings in both longer-cycle automation solutions and shorter-cycle storage-type product sales (fast-turn revenue).
  • Map customer buying cycles and decision-making units to align sales strategies.
  • Build and maintain a strong pipeline of qualified opportunities, focusing on short new business opportunities, long-cycle enterprise deals and repeat mid-market engagements.
  • Deliver consultative proposals tailored to industry-specific challenges (cost optimisation, uptime, safety, productivity).

Market Vertical Expertise

  • Develop deep expertise in key verticals, understanding procurement cycles, budget planning, and investment drivers.
  • Act as a trusted advisor by providing insights into industry-specific supply chain challenges and automation opportunities.
  • Guide marketing and product teams to shape value propositions aligned with vertical needs.
  • Track competitor activity and evolving market dynamics within each vertical.

Channel & Partner Management

  • Build, manage, and enable channel partners and integrators who specialise in these verticals.
  • Collaborate with partners on account penetration, joint planning, and solution delivery.
  • Monitor partner pipelines and performance, ensuring alignment with sales targets.

Strategic Contribution

  • Support the national go-to-market strategy, with an emphasis on vertical-specific campaigns and accounts.
  • Represent the company at industry forums, trade shows, and networking events relevant to mining, parts, 3PL, and warehousing.
  • Provide feedback to leadership on market trends, customer expectations, and partner needs.

Requirements

  • Proven track record as a business development manager / hunter in industrial solutions, automation, supply chain, or related fields.
  • Strong knowledge of vertical markets: mining, general and automotive parts, 3PL, and mid-level warehousing.
  • Demonstrated success navigating complex buying cycles and influencing multiple stakeholders (procurement, operations, engineering, finance).
  • Experience in channel management and indirect sales models.
  • Track record of meeting or exceeding multi-million dollar booking targets.
  • Excellent communication, negotiation, and stakeholder management skills.
  • Highly motivated, self-starter with national mobility and willingness to travel.

What We Offer

  • Competitive base salary with performance-based incentives.
  • A high-impact role with the opportunity to shape national growth in key vertical markets.
  • Access to a strong portfolio of automation and supply chain solutions.
  • A dynamic, growth-focused team culture that rewards initiative and results.

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