Business Development & Origination Lead

Location: Leongatha, Victoria

Reports To: General Manager

Build Relationships. Create Opportunities. Drive Growth.

GEM Industrial is a leading provider of HDPE pipeline, civil and industrial infrastructure solutions across Victoria and throughout Australia. For decades, we have delivered critical infrastructure projects for water authorities, utilities, councils, major contractors and asset owners, building a reputation for technical expertise, reliable project delivery and long-term client partnerships.

As we continue to grow, we're focused on building a stronger, more scalable business. Our vision extends beyond winning larger projects. We are investing in leadership, systems, client relationships and strategic growth initiatives that will support GEM for the next decade and beyond.

To support this next phase, we are seeking an experienced Business Development & Origination Lead to help create future opportunities, strengthen key relationships and contribute to the long-term success of the business.

About the Role

This is not a traditional sales role focused on cold calling, activity targets or transactional selling.

We are looking for someone who understands that major infrastructure opportunities are often secured long before a formal tender is released. You will identify emerging opportunities, develop trusted client relationships and help position GEM as the preferred delivery partner for future projects.

Working closely with the General Manager, Managing Director and Project Teams, you will be responsible for developing and managing a pipeline of qualified opportunities aligned with GEM's capabilities and strategic objectives. You will actively engage with clients, consultants, contractors, utilities and industry stakeholders to identify projects early and strengthen GEM's market presence.

A key component of this role is supporting GEM's transition from a founder-led business development model to a scalable and sustainable growth engine. You will help strengthen strategic relationships, expand market reach and create opportunities that become long-term assets of the business.

Success will be measured by the quality of relationships established, opportunities identified, pipeline growth achieved and long-term value generated for the organisation.

Key Responsibilities

- Opportunity Development & Pipeline Growth
- Identify and pursue emerging project opportunities across targeted sectors.
- Monitor infrastructure investment programs, market activity and industry developments.
- Assess opportunities for strategic alignment, commercial viability and delivery suitability.




- Build and maintain a high-quality pipeline of qualified opportunities.
- Support forecasting, planning and future workload visibility.
- Contribute to sustainable revenue growth through proactive opportunity development.
- Strategic Account Development
- Develop and strengthen relationships with key clients and stakeholders.
- Create structured account plans for priority customers.
- Expand GEM's network of decision-makers, influencers and project sponsors.
- Increase opportunities for repeat work and long-term partnerships.
- Position GEM as a trusted and valued infrastructure partner.
- New Market Development
- Identify opportunities within emerging and growth sectors.
- Introduce GEM to new organisations, regions and markets.
- Develop relationships with clients where GEM currently has limited presence.
- Support diversification across infrastructure, utilities, water and renewable energy markets.
- Increase market awareness of GEM's capabilities and project experience.
- Relationship Transfer & Succession
- Participate in the transition of key strategic relationships.
- Build trust with customers while maintaining continuity and service excellence.
- Work closely with leadership to strengthen long-term client engagement.
- Help reduce reliance on individual relationship holders by embedding relationships within the business.
- Support the sustainable growth and future succession of GEM's client network.
- CRM, Reporting & Sales Discipline
- Maintain accurate CRM records and pipeline information.
- Ensure each opportunity has clear ownership, actions and next steps.
- Participate in pipeline review meetings and forecasting processes.
- Contribute to performance reporting and business planning activities.
- Support the ongoing development of a scalable and repeatable business development process.

About You

You are a relationship builder first and foremost. You understand how trust is developed, how opportunities emerge and how long-term partnerships create value for both clients and businesses.

You enjoy working strategically and are comfortable engaging with executives, asset owners, project managers, engineers, contractors and operational teams. You can identify commercial opportunities while maintaining a genuine focus on client outcomes and relationship development.

You are organised,



accountable and disciplined in your approach. You understand the importance of maintaining robust pipeline visibility, following through on commitments and managing opportunities professionally throughout their lifecycle.

Ideally, You Will Bring:

- Experience in business development, account management, client relationship management or opportunity development.
- Strong commercial awareness and business acumen.
- Excellent communication and stakeholder engagement skills.
- Experience within infrastructure, construction, utilities, engineering, industrial services or related sectors.
- The ability to build credibility and trust with diverse stakeholders.
- Strong organisation, planning and CRM management capabilities.
- A proactive and self-motivated approach to business growth.
- Strategic thinking combined with practical execution skills.

Most importantly, you are motivated by creating meaningful opportunities, building valuable relationships and contributing to the growth of a respected Australian infrastructure business.

Why Join GEM Industrial?

This is a unique opportunity to influence the future growth of an established and highly regarded infrastructure company.

You will work directly with experienced leaders who have successfully delivered major projects and built strong client relationships across the industry. You'll gain access to valuable networks, industry insight and commercial experience while helping shape GEM's future direction.

Unlike many business development roles, you won't be starting from scratch. You'll be supported by a respected brand, proven project delivery capability and long-standing client relationships, allowing you to focus on building genuine opportunities and sustainable growth.

GEM is committed to investing in people, systems and long-term business sustainability. You'll have the opportunity to make a measurable impact while enjoying significant autonomy, responsibility and professional growth.

If you're looking for a role where you can help build something meaningful, create lasting client relationships and contribute to the next chapter of a successful Australian infrastructure company, we'd love to hear from you.

How to Apply

Please submit your CV together with a written response (maximum 300 words) addressing the following questions:

- Tell us about a relationship you developed that ultimately led to a significant business opportunity.
- How do you identify and qualify opportunities worth pursuing?
- What do you believe separates effective business development from simply "selling"?

Applications that do not include responses to these questions will not be considered.

📌 Business Development & Origination Lead (Leongatha)
🏢 GEM Industrial
📍 Leongatha