Business Development Manager

4 days ago


Canberra, ACT, Australia Fairview Full time $80,000 - $120,000 per year

At Fairview, we are passionate about the culture we have built and feel strongly that skills can be learnt but what is critical to the ongoing success and growth of the business is finding the 'right' mix of people who work cohesively together and lift each other up. Our people are passionate about finding solutions, they look out for one another, believe strongly in building relationships and work collaboratively toward common goals. We believe in staff development, creating pathways for progression and are committed to empowerment and autonomy for our people. If you have the drive and determination to blaze new trails through innovation, understand the need for collaboration, are action-oriented and are not afraid to make courageous decisions, with customer satisfaction being at the core of everything you do, then Fairview can take you places.

The Role

Reporting to the National Sales Manager, this position is responsible for developing new and existing business by taking a customer-focused approach. Their focus will be split between the opportunity pipeline and customer account management. This role can be based in either our Sydney Metro or Canberra ACT, depending on your location.

Key Responsibilities

  1. Forecast & Opportunity Management. – This role will act as both the inside sales lead and external representative for the sales team in the region. The successful candidate will own the full sales cycle — from identifying an opportunity through to close — and will be responsible for coordinating with key stakeholders including builders, tendering installers, appointed installers, and architects to drive sales conversion. This includes scheduling and conducting BDM meetings and actively managing the tendering process. The role requires regular review of 30, 60, and 90+ day pipeline opportunities to assess close dates, probability, and ensure accurate revenue forecasting. Note: Successful candidate would need to spend on average 4 days per month in Canberra, ACT.
  2. Customer Account Management – Acting as the field representative throughout the key account management process for all customers within their designated territory. This includes proactive visits to establish, maintain and develop relationships
  3. Internal Teamwork – This role will work closely with the linked Account Support Officer for their territory to provide optimal customer satisfaction. They will respond to customer visit requests from the ASO and utilise the ASO to provide office-based support and information to our customers. They will also work alongside the Opportunity Conversion Team throughout the sales process to ensure optimum sales are achieved
  4. Information - This role is responsible for gathering information on both our customers, competitors and the market and reporting it back through the relevant systems for analysis and action
  5. Education - This role is required to have sounds technical knowledge of our products and will be required to use this knowledge to educate both our customers and the wider marketplace. This may be via meetings or presentations

Key Performance Indicators:

1 – 24 - face to face visits per week
2 – 100% Coverage of all relevant architects, builders and installers in the market
3 – Achieve sales target for your region each quarter.
4 – 50 Connected Outbound Calls Per Week

Essential

  1. Knowledge of or experience in the construction industry
  2. Ability to multi task, prioritise and manage time effectively
  3. People focused – happy making a large volume of phone calls and face to face visits per week
  4. Excellent communication skills (both verbal and written) with high attention to detail
  5. Well presented and of good standing

Desirable

  1. Knowledge of or experience in the Fairview range of products
  2. Proven business development experience
  3. Track record of exceeding targets
  4. Experience with business software such as Salesforce, Netsuite, Smartsheet, Cordell and Microsoft Office Suite

Desire Values:

  • FAST: Bias for action. Keen to get stuff done, not procrastinate or accept unnecessary delays. Has a positive energy. Simplify for quick decision making. Does not overthink things, values production over perfection, avoids analysis paralysis. Clarity on priorities. Never accepts rejection (finds another way). Completes tasks and projects on time. Agile. Proactively work to prevent likely delays
  • HUMBLE: Willing to learn, take on feedback, and own mistakes. Lacks excessive ego and is not concerned with their status. Slow to point up yourself, quick to point up other's contribution and share credit with the team. Fail fast. Acts with full accountability. Values and gives considered feedback, celebrates other's performance
  • HUNGRY: Driven to go to the next level, doesn't accept status quo. Always wanting to improve the company, the role and yourself. Passion for learning and development. Takes the initiative to self-learn. Trains others. Self motivated and hard working. Has passion for the team mission and feels personally committed to the overall success of the team. Willing to try new things to get a different result but fail fast. Doesn't accept rejection.
  • SMART: Strong emotional intelligence, Self-aware and always conscious of impact on others. Seeks first to understand before being understood. Communicates well and manages expectations. Values the team performance over personal performance. Make good decisions with enough information and learn from mistakes. Makes commercial decisions aligning purpose/vision/values.
  • TRUSTED: Complete tasks and projects as and when promised, does the right thing when no-one is looking, works with integrity, reliability. Hold themselves accountable first, others second. If you say you will do it, you do it. Defaults to transparency, openness and inviting scrutiny. Extending trust to others. Owns a problem and brings the solution. Loyal to Fairview and represents Fairview well. Attention to detail and process.

Essential

  1. Knowledge of or experience in the construction industry
  2. Ability to multi task, prioritise and manage time effectively
  3. People focused – happy making a large volume of phone calls and face to face visits per week
  4. Excellent communication skills (both verbal and written) with high attention to detail
  5. Well presented and of good standing

Desirable

  1. Knowledge of or experience in the Fairview range of products
  2. Proven business development experience
  3. Track record of exceeding targets
  4. Experience with business software such as Salesforce, Netsuite, Smartsheet, Cordell and Microsoft Office Suite

Desire Values:

  • FAST: Bias for action. Keen to get stuff done, not procrastinate or accept unnecessary delays. Has a positive energy. Simplify for quick decision making. Does not overthink things, values production over perfection, avoids analysis paralysis. Clarity on priorities. Never accepts rejection (finds another way). Completes tasks and projects on time. Agile. Proactively work to prevent likely delays
  • HUMBLE: Willing to learn, take on feedback, and own mistakes. Lacks excessive ego and is not concerned with their status. Slow to point up yourself, quick to point up other's contribution and share credit with the team. Fail fast. Acts with full accountability. Values and gives considered feedback, celebrates other's performance
  • HUNGRY: Driven to go to the next level, doesn't accept status quo. Always wanting to improve the company, the role and yourself. Passion for learning and development. Takes the initiative to self-learn. Trains others. Self motivated and hard working. Has passion for the team mission and feels personally committed to the overall success of the team. Willing to try new things to get a different result but fail fast. Doesn't accept rejection.
  • SMART: Strong emotional intelligence, Self-aware and always conscious of impact on others. Seeks first to understand before being understood. Communicates well and manages expectations. Values the team performance over personal performance. Make good decisions with enough information and learn from mistakes. Makes commercial decisions aligning purpose/vision/values.
  • TRUSTED: Complete tasks and projects as and when promised, does the right thing when no-one is looking, works with integrity, reliability. Hold themselves accountable first, others second. If you say you will do it, you do it. Defaults to transparency, openness and inviting scrutiny. Extending trust to others. Owns a problem and brings the solution. Loyal to Fairview and represents Fairview well. Attention to detail and process.


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