The Company:

An award-winning and highly established volume home building company, based in the South-Eastern suburbs of Melbourne, due to strong growth into 2024 and beyond are now looking to hire an experienced Sales and Business Development Manager to join their growing senior management team.

The Role:

The Sales and Business Development Manager is responsible for managing the sales team while focusing strongly on business development and working closely with land developers and their sales teams.

• Hours of Operation - Monday to Friday 8.30am to 5.00pm
• In Office Expectation - Approx 50% of the week, balance of mentoring, training team in display & or otherwise BDM requirements.
• Display Visitation Expectation - Visit each display centre at least 1 once per week (5 displays at the moment, increasing to 7 next year)
• Reporting to - Managing Director and Operations Manager

Key Responsibilities of the Sales Management component of the role (Core Role approx 80%-90% of weekly scope):

1. Sales Expertise
Strong New Home Residential Sales Background: Proven track record of closing deals, meeting sales targets & driving revenue.
Negotiation Skills: Ability to effectively negotiate with clients & handle objections.
Understanding of the Market: Knowledge of trends, pricing strategies & competitor's offerings.

2. Leadership and Team Management
Leadership Skills: Ability to lead, motivate, and coach a sales team, ensuring they reach their goals and KPI’s.
Team Development: Experience in hiring, training & mentoring sales associates/consultants.
Conflict Resolution: Skilled in resolving team issues, client disputes & handling customer concerns.

3. Customer Relationship Management
Customer-Centric Approach: Strong focus on delivering excellent customer service & ensuring client satisfaction.
Communication Skills: Clear & persuasive in communicating with the Head office Team, clients & the sales team.
Follow-Up and Relationship Building: Ability to nurture client relationships over time for repeat business and referrals.

4. Strategic Thinking and Planning
Sales Strategy Development: Able to create and execute sales strategies aligned with company goals.
Market Analysis: Capable of analyzing market trends & recommending strategies to the business accordingly.
Goal-Oriented: Focused on achieving sales targets, timelines & long-term growth.

5. Technical Skills
Familiarity with CRM Tools: Proficient in using Customer Relationship Management software to track leads and sales (HubSpot preferred).
Understanding of Sales Metrics: Ability to analyze data & sales KPI’s to optimize performance.
Marketing Knowledge: Familiarity with marketing strategies, especially digital marketing, can be a plus.

6. Adaptability and Resilience
Adaptability: Ability to pivot in response to market or company strategy changes.
Resilience: Capacity to thrive under pressure, deal with rejections & maintain a positive attitude.

7. Industry Knowledge
Understanding of New Home Construction: Knowledge of the home-building process, pricing models & construction timelines.
Legal & Regulatory Compliance: Familiarity with local real estate laws, zoning regulations & contracts related to home sales.

Key Responsibilities of the Business Development Management (BDM) component of the role (Approx 10%-20% of weekly scope):

The Business Development Manager portion of the role will play a crucial part in driving growth and expanding the company's market presence. The BDM’s responsibilities are primarily focused on identifying and developing new business opportunities, forging strategic partnerships, and ensuring long-term growth for the company.  Below is a breakdown of key tasks and responsibilities our Business Development Manager would typically take care of:

1. Market Research and Opportunity Identification
Identifying New Markets: Conduct research to identify emerging markets and growth areas where the company can expand its presence.
Competitive Analysis: Analyse competitors and market trends to position the company more effectively and identify gaps or opportunities in the market.
Customer Segmentation: Develop a deep understanding of target customers, including their needs, preferences, and buying behaviours, to identify potential new revenue streams.

2. Building Strategic Partnerships
Partnership Development: Establish and nurture partnerships with real estate agents, brokers, architects, developers, and financial institutions to increase lead flow and market reach.
Joint Ventures and Collaborations: Explore and develop joint ventures, strategic alliances, or collaborations with other companies to enhance the company’s offerings or enter new markets.

3. Lead Generation and Sales Growth
New Client Acquisition: Drive efforts to acquire new clients, including investors, landowners, and potential homeowners, through networking, events, and direct outreach.
Sales Strategy Development: Work closely with the sales team to create strategies for increasing home sales, identifying high-potential leads, and converting them into contracts.
Client Relationships: Maintain long-term relationships with key clients, ensuring their satisfaction and securing repeat business or referrals.

4. Land Acquisition and Development
Land Acquisition Strategy: Identify and evaluate potential land acquisition opportunities for new residential developments, working closely with landowners, real estate agents, and zoning officials.
Feasibility Studies: Conduct or oversee feasibility studies to ensure that proposed land acquisitions align with the company's financial, zoning, and development requirements.
Negotiating Land Deals: Negotiate contracts for land acquisitions or development partnerships to specifically expand the company’s display home portfolio.

5. Business Strategy and Growth Planning
Long-Term Growth Planning: Collaborate with senior leadership to define long-term business development strategies, setting both short-term and long-term growth objectives.
Diversification of Revenue Streams: Explore opportunities for diversifying the company’s business, such as entering new segments & maintaining our offering complementary services specifically finance services.

6. Brand Building and Marketing Support
Brand Awareness Initiatives: Work closely with the marketing team to enhance the company’s brand visibility, ensuring a strong presence in target markets.
Event Sponsorships and Trade Shows: Represent the company at industry events, trade shows, and local community events to build relationships, promote the brand, and identify new leads.
Content and Collateral Development: Provide input for the development of marketing materials, sales presentations, and digital content that will resonate with potential clients and partners.

7. Proposal and Contract Development
RFP (Request for Proposal) Management: Respond to RFPs from potential clients or partners, crafting compelling proposals that demonstrate the value of the company’s services.
Custom Solutions: Work with internal teams to tailor solutions for prospective clients, providing customized home-building options that align with client needs.

8. Stakeholder Management
Land Partner Relations: Build & maintain positive relationships with land developer partners.

9. Financial Oversight and Budgeting
Budgeting for Business Development: Work with the finance team to develop budgets for business development activities, including marketing campaigns, land acquisition, and partnerships.
Financial Projections: Create and present financial projections for new business opportunities, helping leadership assess the potential ROI of various initiatives.
Monitoring Sales and Revenue Growth: Regularly track and report on the company’s business development performance, adjusting strategies as needed to meet revenue targets.

10. Risk Management and Compliance
Identifying Risks: Proactively identify and assess risks related to new business opportunities, partnerships, or land acquisitions.
Legal and Regulatory Compliance: Ensure that all new business activities comply with local, state, and federal regulations, particularly in areas like zoning, permits, and environmental standards.

11. Innovation and Continuous Improvement
Process Improvement: Work with internal teams to streamline the business development process, improving lead generation, client acquisition, and closing efficiency.
Sustainability Initiatives: Identify and promote environmentally friendly and sustainable building practices to appeal to eco-conscious buyers and meet regulatory standards.

Key Role Requirements & Candidate Attributes:

MUST HAVE Sales & Leadership Experience: A minimum level of 5 years of experience in a similar sales/management role within a home building company.
Educational Requirements: No formal certifications are required, however formal business or marketing degrees would be an advantage.
Industry Knowledge: Extremely important to have direct experience in the residential new home construction industry.

Other key attributes required:

• Experience in collaborating with other internal departments to achieve timely results
• A professional and innovative approach to creating new sales opportunities
• A proven track record in people management, coaching, leading, motivating and mentoring a successful team.
• Ability to implement continuous improvement within the identified markets
• Excellent interpersonal skills
• Excellent communication skills – written and verbal

The key benefits for you:

• A market-leading and highly attractive salary package
• An exciting and progressive role for a long-term career opportunity with an award-winning business
• An excellent company culture that promotes teamwork and collaboration
• Genuine career progression opportunities and growth

How to Apply?

Via the Seek Website: Submit your updated resume using the 'Apply for this job' button at the top of this page and continue to follow the on-screen instructions. 

Via Smartphone/Seek App: Submit your updated resume using the "Quick Apply" button at the bottom of your telephone screen and follow the on-screen instructions. 

For any direct and confidential inquiries please feel free to call: 0451 223 086

All applications will be kept in the strictest confidence and will not be forwarded as an application to our client without your prior approval first. 

In order to be considered for this full-time position, you MUST be eligible to work in Australia with no restrictions.

Please be advised that only shortlisted candidates will be contacted.