ROLE PURPOSE The Business Development Manager drives profitable B2B revenue growth for Patron Transport by identifying, winning, and cleanly handing over high-fit accounts to the Operations team. This is a senior, disciplined role — you will sell capability, reliability, and governance, not discounts. You will be responsible for building a qualified pipeline, running structured discovery, and protecting the business from operationally incompatible accounts.

WHAT PATRON TRANSPORT DELIVERS

Bulky-goods last-mile delivery across Sydney Metro and ACT with full proof-of-delivery visibility

Operational control tower: allocation, customer communication, exception handling, and escalation governance

Delivery, assembly, and waste removal services for furniture and large-format retail clients

Asset-light capacity model with subcontractor driver teams, scaled through structure and process discipline KEY RESPONSIBILITIES Business Development & Prospecting

Build and execute a structured outbound prospecting plan targeting B2B accounts only

Identify and qualify retail, furniture, appliance, and large-format goods companies as high-fit accounts

Generate and manage a qualified pipeline at 2-3x monthly revenue target at all times

Run discovery conversations, assess operational fit and margin viability, and convert to signed service terms CRM & Pipeline Management

Maintain full pipeline activity and opportunity records in Nexus CRM (single source of truth — no exceptions)

Ensure stage accuracy and forecast reliability; deliver weekly pipeline reviews with Managing Directors

Document all discovery outcomes, proposals issued, and deal economics for each chance Sales-to-Operations Handover

Complete the Sales-to-Ops handover checklist for every new account before go-live — no handover, no go-live

Coordinate with the Operations and Allocation team to confirm capacity, SOP fit, and onboarding readiness

Protect service quality: no over-promising, no commitments outside established SOP or capacity parameters Account Quality & Margin Discipline

Ensure all accounts meet the 35-40% Gross Margin target; no discounting outside agreed rate floors without Managing Director approval





All opportunities must pass a pre-acceptance fit check: margin, geography, volume profile, and operational complexity

Win accounts that deliver long-term, low-churn revenue — not short-term discounted volume Reporting & Collaboration

Deliver weekly pipeline review and sales forecast to Managing Directors

Participate in monthly wins/losses review including margin integrity and account quality analysis

Work in close collaboration with Operations, Allocation, and Customer Service teams

Escalate issues early; maintain a strong working rhythm across all internal stakeholders NON-NEGOTIABLES No discounting authority outside agreed rate floors without Managing Director approval

Commission is calculated on collected Gross Profit only — not invoiced revenue; clawbacks apply for early account churn

All new business opportunities must pass the operational fit check before proceeding to proposal

CRM hygiene is mandatory — all pipeline activity must be recorded in Nexus in real time

Office-based, Chipping Norton — must be present in the office Monday to Friday

EXPERIENCE & QUALIFICATIONS REQUIRED Essential Experience

Minimum 3-5 years proven B2B field sales experience — logistics, transport, freight, or supply chain sector strongly preferred

Demonstrated track record of winning new business accounts through structured outbound prospecting, not inbound leads

Experience selling services (not products) in a B2B environment with longer sales cycles and multiple stakeholders

Proven ability to build and manage a qualified pipeline at 2-3x monthly revenue target

Hands-on experience running discovery calls, developing proposals, and closing contracts on value and capability

History of meeting or exceeding revenue targets consistently over 2+ years Industry & Sector Knowledge

Understanding of last-mile logistics, transport operations,



or delivery services — particularly bulky goods, furniture, or retail supply chains

Familiarity with how retailers or e-commerce businesses procure and manage third-party delivery partners

Ability to identify and qualify accounts based on volume profile, geography, margin viability, and operational complexity

Knowledge of freight pricing, rate structures, and gross margin fundamentals in logistics environments Sales Skills & Methodology

Structured sales process discipline: prospecting, discovery, qualification, proposal, negotiation, close, and handover

Skilled at consultative selling — asking the right questions, understanding client pain points, and positioning solutions accordingly

Comfortable engaging with Operations Managers, Supply Chain Directors, and C-suite stakeholders

Able to sell on discipline and reliability — not on price; no history of winning business purely through discounting

Experience working within clearly defined commission and margin guard-rail structures CRM & Process Discipline

Proficient CRM user — all pipeline activity recorded, stages accurate, and forecasts reliable (Nexus, Salesforce, HubSpot, or similar)

Able to produce weekly pipeline reports and forecasts independently without management prompting

Organised and self-directed: capable of running an outbound prospecting engine without a support team Personal Attributes

Hunter mentality — proactive, persistent, and driven by finding and closing new business

High commercial integrity: no over-promising, no commitments outside operational capacity or SOP

Disciplined communicator: clear written and verbal communication with internal teams and clients

Collaborative mindset: works closely with Operations, Allocation, and CS to ensure accounts are set up for success

Resilient and coachable: open to feedback, structured performance reviews, and pipeline scrutiny Mandatory Requirements

Must be based in Sydney and available to work from the Chipping Norton office Monday to Friday

Full Australian working rights — onshore hire only (Australian citizen or permanent resident preferred)

Current Australian driver's license

📌 Business Development Manager (Sydney)
🏢 PATRON TRANSPORT
📍 Sydney