BUSINESS DEVELOPMENT MANAGER (ENGINEERING / CONSTRUCTON SERVICES)

1. Lead Generation and Prospect Research

• Research and identify potential clients across Australia and New Zealand.

• Build targeted prospect lists based on the ideal customer profile.

• Identify decision-makers, including project directors, engineering managers, design managers, procurement leads, and business owners.

• Research upcoming projects, tenders, infrastructure announcements, and subcontracting opportunities.

• Verify contact details and maintain an organised prospect database.

2. B2B Outreach and Lead Nurturing

• Execute outbound prospecting campaigns through cold calling, email, and LinkedIn.

• Develop personalised outreach messages relevant to each prospect's business needs and projects.

• Communicate engineering and consulting services at a high level.

• Follow up consistently with prospects and nurture relationships over longer sales cycles.

• Monitor responses, handle initial objections, and identify potential business opportunities.

3. Appointment Setting and Qualification

• Qualify prospects based on business needs, project requirements, timelines, and potential engagement opportunities.

• Book qualified discovery meetings with prospective clients for the business owner.

• Prepare meeting briefs covering the prospect's company, relevant projects, key contact, and potential service requirements.

• Build relationships with contractors, developers, councils, engineering consultancies, infrastructure owners, and potential referral partners.

4. Sales Support and Opportunity Management

• Shadow the business owner's sales calls and gradually take ownership of discovery calls after training and approval.

• Present services confidently and understand the prospect's project requirements.

• Coordinate with the engineering team when technical input, project scoping, or fee proposals are required.

• Follow up on proposals and maintain communication with prospects to support conversion.

• Keep the business owner informed about promising opportunities and pipeline developments.

5. CRM Management and Reporting

• Maintain accurate records of prospects, contacts, outreach activities, conversations, and follow-up dates.

• Track leads through each stage of the business development pipeline.

• Monitor campaign performance, response rates, qualified leads, and meetings booked.

• Prepare weekly reports highlighting progress, opportunities, challenges, and recommended improvements.

• Identify the most effective industries, service lines, and outreach channels for generating new business.

• Minimum 3 years of experience in business development, B2B sales, lead generation, or client acquisition.

• Previous experience in construction, engineering consulting, infrastructure, civil works, or a closely related industry.

• Excellent spoken and written English, with the confidence to engage professionally with senior Australian and New Zealand decision-makers.

• Proven experience generating qualified leads and booking meetings through outbound and relationship-based prospecting.

• Strong cold-calling, objection-handling, negotiation, and relationship-building skills.

• Hands-on experience with CRM systems and LinkedIn Sales Navigator.

• Strong research skills, including identifying relevant companies, decision-makers, projects, and potential commercial opportunities.

• Ability to understand professional services and communicate their value without extensive technical supervision.

• Excellent organisation, follow-up, reporting, and pipeline management skills.

• Ability to work independently, manage priorities, and deliver measurable outcomes during the agreed working hours.

• Willingness to progress from lead generation and appointment setting into conducting discovery and sales calls after training.

Ideal Candidate Profile

The ideal candidate is a confident B2B business development professional who understands the construction or engineering sector and knows how to turn market research into meaningful business conversations.

They should be comfortable approaching senior decision-makers, identifying project opportunities, communicating the value of specialist services, and maintaining a disciplined sales pipeline.

This is not a generic cold-calling role. We are looking for someone who can build relationships, generate qualified opportunities, and contribute directly to long-term business growth.

• Experience selling engineering, construction, infrastructure, or technical consulting services.

• Familiarity with Australian and New Zealand B2B sales processes and business culture.

• Experience prospecting contractors, developers, project managers, councils, utilities, and engineering consultancies.

• Familiarity with tender portals, construction project databases, and infrastructure project announcements.

• Experience with Apollo, HubSpot, Pipedrive, email sequencing platforms, or similar tools.

• Experience preparing outreach sequences, sales scripts, prospecting strategies, and pipeline reports.

• A degree in engineering, construction management, business, or a related discipline is advantageous but not mandatory.

Tools and Systems

The role may involve using:

• LinkedIn Sales Navigator

• CRM platforms such as HubSpot or Pipedrive

• Apollo or similar contact databases

• Email and outreach sequencing tools

• Google Workspace or Microsoft 365

• Zoom or Microsoft Teams

• Calling and activity-reporting platforms

Performance Expectations

Performance will be assessed against agreed targets, including:

• Number of relevant prospects researched and verified.

• Quality and personalisation of outreach activities.

• Prospect response and engagement rates.

• Number of qualified meetings booked.

• Quality of lead qualification and meeting handovers.

• CRM accuracy and consistency of follow-ups.

• Progression of qualified opportunities through the sales pipeline.

Initial targets will be agreed with the business owner and adjusted as the candidate becomes familiar with the services, target market, and sales process.

• Opportunity to transition to full-time, approximately 38 hours per week, based on performance, business requirements, and pipeline growth.

• Opportunity to develop into a broader sales role, including discovery calls, proposal follow-ups, and opportunity management.

• Remote position