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

• 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

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.