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 prospect 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 opportunity

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