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
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 recent 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 *****% 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
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
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
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)
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📌 Business Development Manager (New South Wales)
🏢 PATRON TRANSPORT
📍 New South Wales