BUSINESS DEVELOPMENT MANAGER

Business Development & New Client Acquisition

• Identify and develop new business opportunities across commercial, residential, aged care, NDIS, property management, real estate, and other relevant sectors.

• Build targeted prospect lists and identify key decision-makers.

• Conduct consistent outbound cold calling, email, SMS, and other sales outreach.

• Prospect aged care providers, retirement villages, property managers, real estate agencies, strata managers, offices, medical centres, schools, childcare centres, construction companies, and other commercial businesses.

• Qualify prospects based on service requirements, location, frequency, budget, and start date.

• Build and maintain a strong sales pipeline.

• Generate meetings, site inspections, quote opportunities, and new client accounts.

• Re-engage inactive prospects, previous enquiries, and former clients.

• Identify opportunities for recurring contracts and long-term partnerships.

• Develop referral and strategic partnership opportunities.

Sales & Lead Conversion

• Manage prospects through the full sales cycle from initial contact to conversion.

• Conduct discovery conversations to understand client requirements and pain points.

• Present suitable cleaning services and service packages.

• Prepare proposals and quotations based on client requirements.

• Follow up consistently on outstanding quotes and opportunities.

• Negotiate pricing within approved company margins.

• Overcome objections and convert qualified opportunities into customers.

• Maintain accurate records of sales activity, opportunities, negotiations, and outcomes.

Quotes & Pricing

• Prepare and send cleaning quotes based on property size, scope, frequency, location, labour requirements, and special requirements.

• Estimate labour hours and consider cleaner availability, travel, supplies, and equipment when preparing quotes.

• Respond promptly to quote requests received through phone, email, website, social media, and other channels.

• Coordinate site inspections when required.

• Review existing client pricing when service requirements change.

• Maintain accurate pricing and quote records.

Client Relationship Management

• Build strong relationships with decision-makers and key client contacts.

• Maintain regular communication with new and recurring clients.

• Ensure clients receive timely and professional responses.

• Follow up after initial services to confirm satisfaction.

• Handle client concerns and coordinate appropriate resolutions.

• Identify opportunities to upsell or expand services.

• Re-engage paused or cancelled clients.

• Request reviews and referrals from satisfied customers.

• Develop long-term relationships that support retention and recurring revenue.

B2B Business Development

Aged Care & Community Care

• Build targeted databases of aged care and community care organisations.

• Identify facility managers, operations managers, procurement contacts, and other decision-makers.

• Conduct outbound sales campaigns.

• Introduce cleaning services and identify recurring service opportunities.

• Arrange meetings and site inspections.

• Develop long-term commercial partnerships.

Property Management & Real Estate

• Build relationships with property management companies and real estate agencies.

• Identify property managers and relevant business decision-makers.

• Promote end-of-lease, bond cleaning, regular property cleaning, and maintenance cleaning services.

• Develop recurring referral opportunities.

• Identify high-volume property management accounts.

• Work towards preferred-supplier relationships.

Commercial Clients

• Prospect offices, medical centres, gyms, retail businesses, schools, childcare centres, warehouses, construction companies, and other commercial properties.

• Identify purchasing and operational decision-makers.

• Conduct targeted outbound campaigns.

• Arrange consultations and site inspections.

• Prepare customised commercial cleaning proposals.

• Negotiate and close recurring cleaning contracts.

Sales Pipeline & CRM Management

• Maintain an accurate and up-to-date CRM and sales pipeline.

• Record calls, emails, follow-ups, quotes, negotiations, and outcomes.

• Track pending quotes and follow-up dates.

• Maintain prospect and customer databases.

• Monitor opportunities through each stage of the sales process.

• Track new leads, qualified leads, quotes issued, jobs won, and conversion rates.

• Identify where prospects are dropping out of the sales process.

• Maintain a consistent pipeline of future opportunities.

Operational Coordination & Client Support

• Coordinate with the operations team to ensure new clients can be serviced effectively.

• Confirm cleaner availability before committing to new bookings.

• Support cleaner scheduling when required.

• Communicate client requirements, access instructions, and special requirements to the relevant team.

• Assist with resolving scheduling conflicts and service issues.

• Coordinate replacement cleaners when required.

• Monitor job completion and escalate missed or incomplete services.

• Ensure commitments made during the sales process are communicated clearly to operations.

Sales Documentation & Process Development

• Prepare client service agreements and scopes of work.

• Maintain sales templates, proposals, capability statements, and follow-up sequences.

• Assist with developing sales SOPs and processes.

• Maintain structured sales scripts and outreach campaigns.

• Support development of client onboarding documentation.

• Keep sales and operational documentation organised and up to date.

Marketing & Lead Generation

• Assist with targeted sales and lead-generation campaigns.

• Research new industries and potential customer segments.

• Develop targeted prospect databases.

• Prepare cold-call scripts and email campaigns.

• Develop lead follow-up sequences.

• Identify networking and partnership opportunities.

• Research competitors and monitor market pricing.

• Assist with promotional campaigns and service packages.

KPIs & Performance Measures

The BDM will be measured primarily on:

• New leads generated

• Outbound calls and sales activities

• Qualified opportunities

• Meetings and site inspections generated

• Quotes issued

• Quote conversion rate

• New clients acquired

• Recurring contracts secured

• Monthly recurring revenue

• Revenue growth

• Sales pipeline value

• Follow-up completion

• Client retention

• Upselling and cross-selling

• Referral and partnership opportunities

• Customer satisfaction

The ideal candidate is a results-driven BDM with strong outbound sales and relationship-building skills who is comfortable generating business rather than relying solely on inbound enquiries.

You should be confident speaking with business owners, property managers, facility managers, operations managers, and other decision-makers, and be able to take ownership of the sales process from prospecting through to conversion.

Must-Have Skills

• Proven experience in Business Development, B2B Sales, Sales Development, or a similar role.

• Strong cold calling and outbound sales experience.

• Demonstrated ability to generate and convert leads.

• Strong negotiation and objection-handling skills.

• Excellent verbal and written English.

• Strong client relationship management skills.

• Experience managing a sales pipeline or CRM.

• Strong follow-up and organisation skills.

• Ability to work towards sales targets and KPIs.

• Commercially minded with a focus on revenue generation.

• Ability to work independently and take ownership of results.

• Strong communication and problem-solving skills.

• Experience in the cleaning, facilities management, property services, maintenance, NDIS, aged care, or home-care sectors.

• Experience selling recurring service contracts.

• Experience working with property managers, real estate agencies, aged care providers, or commercial businesses.

• Experience preparing service quotes.

• Experience coordinating with field-based service teams.

• Experience in the Australian market.