Find the Opportunity | Build theRelationship | Win the business.

Trippas White Group is one ofAustralia’s leading catering, hospitality and venues organisations, deliveringpremium food, beverage and hospitality experiences across workplaces,education, airline lounges, major venues, restaurants, retail locations andsome of the country’s most recognised destinations.

We are continuing to grow andare looking for an accomplished Business Development Manager to develop andconvert new business opportunities across the Corporate and Education sectors,while also building strategic pipelines across Venues and Events.

This is not a role where yousimply manage incoming enquiries or wait for tenders to appear.

You will create opportunity. Youwill research markets, identify prospective clients, open doors, buildrelationships with senior decision‑makers and lead opportunities throughcomplex and often long‑term sales cycles.

You will manage a multi‑stateportfolio and travel as required to meet clients, inspect sites, developpartnerships and represent Trippas White Group in priority markets.

THE OPPORTUNITY

Working closely with a highly experiencedExecutive Director, you will help shape and execute the growth strategy of oneof Australia’s leading catering and venues groups.

You will pursue opportunitiesacross corporate workplaces, commercial properties, schools, universities,residential colleges, venues, precincts, attractions and event environments. Someopportunities will involve contracted catering and workplace dining. Others mayinvolve retail cafés, education food services, venue catering rights, eventhospitality, licences, leases or management agreements.

You will need to understand theclient, recognise the commercial opportunity and bring the right internalpeople together to develop a compelling solution. You will work with seniorleaders across operations, culinary, finance, commercial, marketing, procurement and proposals to take opportunities from first conversation throughto negotiation and contract award.

WHAT YOU’LL DO

- Developand execute a structured BD plan across an assigned multi‑state portfolio.
- Buildqualified pipelines across the Corporate, Education, Venues and Events sectors.
- Proactivelyidentify, research and approach prospective clients and strategic partners.
- Generateopportunities through targeted outreach, cold calling, referrals,



networking,industry engagement and market intelligence.
- Securemeetings and build relationships with senior executives, procurement leadersand key commercial decision‑makers.
- Developopportunities across corporate workplaces, premium commercial buildings,schools, universities, residential colleges, venues, precincts and eventdestinations.
- Identifyopportunities involving workplace dining, education catering, retail cafés,functions, venue hospitality and event services.
- Leaddiscovery meetings and understand each client’s strategic, operational andcommercial requirements.
- Workwith clients and internal specialists to develop bespoke, commerciallysustainable hospitality solutions.
- Leadopportunities through qualification, solution development, proposal,presentation, negotiation and contract award.
- Contributedirectly to EOIs, tenders, proposals, presentations and client submissions.
- Developstrong relationships with property owners, landlords, asset managers, workplaceleaders, education executives, venue owners and event stakeholders.
- Navigatecomplex commercial arrangements, including service contracts, licences, leasesand management agreements.
- Maintainan accurate and disciplined pipeline within the company’s CRM.
- Preparereliable opportunity forecasts and communicate progress, barriers and requiredactions.
- RepresentTWG at meetings, site inspections, industry events and networking events.
- Workcollaboratively with operational teams to ensure successful handover andmobilisation of current business.
- Travelinterstate as required to develop opportunities and maintain a strong presenceacross assigned markets.

WHAT YOU’LL BRING

You will be an experiencedbusiness development professional who can demonstrate that you have personallycreated, developed and converted complex B2B opportunities.

You will also bring:

- astrong record of new‑business development and revenue generation;
- experiencemanaging complex and potentially long sales cycles;




- theconfidence and persistence to initiate conversations with seniordecision‑makers;
- agenuine hunter mentality, supported by a consultative and relationship‑ledapproach;
- strongcommercial acumen including revenue, margin, investment and risk;
- theability to identify opportunities before they reach the open market;
- experiencedeveloping tailored solutions rather than selling a standard product;
- strongproposal, presentation and written communication capability;
- confidencecontributing to tenders, pitches and commercial negotiations;
- theability to work effectively across functional departments and teams;
- excellentstakeholder management and influencing skills;
- disciplinedpipeline management and CRM capability;
- resilience,initiative and accountability;
- theability to manage several opportunities without losing momentum or focus;
- andthe willingness and ability to travel interstate.

Experience in contract catering,hospitality, facilities services, commercial property, workplace experience,education, venues, events or another complex outsourced-services environmentwill be highly regarded. Established relationships within one or more of thepriority sectors would also be advantageous.

THE PERSON WE ARE LOOKING FOR

- Youcreate opportunities rather than waiting for them to arrive.
- Youare comfortable making the first call, asking for the meeting and maintainingmomentum.
- Youcan operate strategically while still doing the research, outreach andfollow‑up required to build a pipeline.
- Youare credible with senior executives but equally comfortable working alongsideoperational teams.
- Youlisten carefully, ask intelligent questions and understand the client beforeproposing a solution.
- Youknow that relationships open doors, but commercial discipline and operationalcredibility win contracts.
- Youcan manage long sales cycles without becoming passive or losing focus.
- Youtake ownership of your pipeline, your commitments and your results.
- Youbring ambition without ego and confidence without arrogance.
- You respond positively tochallenge, coaching and direct feedback.
- You want to learn fromexperienced leaders and use that exposure to accelerate your own development.

Trippas White Group is an Equal Opportunity Employer and encourages First Nations Australians to apply.

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📌 Business Development Manager (Melbourne)
🏢 Trippas White Group
📍 Melbourne