FROST SECURITY LOCKSMITHS & ARCHITECTURAL HARDWARE

Position Description – Business Development Manager

Division: Architectural Hardware

Location: Newcastle / Hunter / Sydney, NSW

Employment: Full-time

Reports to: Managing Director

- Position Overview

Frost Security Locksmiths is seeking a motivated, commercially driven Business Development Manager to lead the growth of our Architectural Hardware Division.

The primary objective of this position is to establish Frost as a preferred architectural hardware supply partner for commercial builders, fire door manufacturers, door and frame companies, joinery businesses, fitout contractors and property developers.

The successful candidate will be responsible for identifying opportunities, securing new accounts, developing long-term customer relationships and generating profitable sales.

Frost offers a competitive alternative to established architectural hardware distributors, combining volume-based pricing, technical knowledge, specification support, door hardware scheduling, doorset hardware packing and project delivery.

- Key Responsibilities

Business Development & Sales

- Identify and secure new architectural hardware customers across Newcastle, the Hunter, Central Coast and Sydney.
- Develop relationships with Tier 1, Tier 2 and Tier 3 commercial builders.
- Target fire door manufacturers, door and frame suppliers, commercial fitout companies and joinery manufacturers.
- Generate opportunities for bulk hardware supply agreements and project-based contracts.
- Conduct regular face-to-face meetings with prospective and existing customers.
- Develop a strong pipeline of upcoming construction projects.
- Negotiate supply agreements, pricing structures and commercial terms within approved guidelines.
- Convert new opportunities into long-term, repeat customers.

Architectural Hardware Supply

Promote Frost's complete architectural hardware offering, including:

- Commercial door locks and latching hardware
- Door closers and floor springs
- Hinges, pivots and associated door furniture
- Panic exit devices and emergency exit hardware
- Pull handles, lever sets and plates
- Door seals and fire-rated hardware
- Master key systems and restricted keying
- Electronic locking and access control
- Complete doorset hardware packages
- Bulk supply of hardware for manufacturers and builders

Project Specification & Technical Support

- Promote Frost's architectural hardware specification and door scheduling services.
- Work with builders, architects, estimators and project managers during design and tender stages.
- Identify suitable hardware alternatives and value-engineering opportunities.
- Coordinate technical enquiries with Frost's estimating and operational teams.
- Support project quotations and tender submissions.
- Ensure hardware selections align with applicable project specifications, standards and fire door requirements.

Account Management





- Establish key accounts with regular purchasing requirements.
- Maintain relationships with purchasing managers, estimators, project managers and business owners.
- Identify additional product opportunities within existing accounts.
- Conduct regular account reviews to maintain customer satisfaction and increase sales.
- Develop customer-specific volume pricing and supply arrangements.
- Maintain communication with customers throughout tendering, ordering and delivery.

Internal Coordination

- Work closely with Frost's estimating, purchasing, warehouse and delivery teams.
- Assist in developing pricing strategies for competitive tenders.
- Coordinate with management on major supply opportunities.
- Provide feedback on competitor activity and market pricing.
- Support productive ordering, hardware packing and project delivery.
- Maintain accurate CRM records, sales forecasts and customer activity reports.

- Target Customer Markets

Priority 1 – Repeat Volume Customers

- Fire door manufacturers and installers
- Door and frame manufacturers
- Commercial door manufacturers
- Joinery and commercial fitout businesses
- Businesses purchasing architectural hardware regularly

Priority 2 – Construction Projects

- Tier 1, Tier 2 and Tier 3 builders
- Commercial construction contractors
- Education and healthcare builders
- Apartment and mixed-use developers
- Government and infrastructure contractors

Priority 3 – Specification Opportunities

- Architectural firms
- Building consultants
- Door hardware specifiers
- Facility management companies
- Major property maintenance contractors

- Key Performance Indicators (KPIs)

The BDM will be accountable for measurable sales and business development outcomes.

Monthly Activity Targets

- 20–30 new prospect contacts per week
- 8–12 qualified customer meetings per month
- 5–10 new qualified opportunities per month
- 100% of opportunities recorded and maintained in CRM
- Regular follow-up on all outstanding quotations

Sales Performance Targets

- New customer accounts opened
- Monthly sales revenue generated
- Gross profit dollars and margin achieved
- Value of active tender and quotation pipeline
- Quotation-to-order conversion rate
- Repeat purchasing revenue from new customers
- Number of ongoing supply agreements secured

Final revenue and gross profit targets will be agreed with management based on market opportunity, available resources and the division's growth objectives.
- First 90 Days – Expectations

Days 1–30: Market Development





- Understand Frost's products, supplier agreements and pricing advantages.
- Review existing customers and current architectural hardware sales.
- Develop a target list of at least 100 prospective customers.
- Establish a structured CRM and sales follow-up process.
- Commence meetings with high-priority door, frame and fire door companies.

Days 31–60: Pipeline Development

- Establish relationships with key purchasing decision-makers.
- Generate the first round of new customer quotations.
- Develop potential bulk supply and project supply agreements.
- Identify major upcoming commercial construction opportunities.
- Build a measurable sales pipeline.

Days 61–90: Sales Conversion

- Convert initial opportunities into purchase orders.
- Secure new active trade accounts.
- Establish recurring supply opportunities.
- Present a six-month sales forecast to management.
- Recommend improvements to pricing, service and market positioning.

- Candidate Requirements

Essential

- Proven experience in business development or B2B sales.
- Strong relationship-building and negotiation skills.
- Experience working with commercial builders, manufacturers or construction-related businesses.
- Ability to develop new business from initial prospecting through to purchase order.
- Commercial understanding of pricing, gross profit and account profitability.
- Excellent communication, presentation and organisational skills.
- Current driver's licence and willingness to travel.

Highly Desirable

- Experience in architectural door hardware distribution.
- Existing relationships with commercial builders, fire door companies or door manufacturers.
- Knowledge of architectural hardware brands, products and applications.
- Understanding of door hardware scheduling and specification.
- Experience in project tendering and construction procurement.

7. Remuneration Structure The recommended remuneration package comprises:
- Competitive base salary based on experience
- Superannuation
- Vehicle allowance or company vehicle
- Mobile phone and laptop
- Performance-based commission or bonus
- Additional incentives for new customer acquisition and profitable revenue growth

The incentive structure should reward gross profit performance, new account development and sustainable repeat business rather than sales turnover alone.
- Position Objective The ultimate goal of this position is to turn Frost Security Locksmiths' Architectural Hardware Division into a recognised, competitive and profitable supply partner for the NSW commercial construction and door manufacturing industries.

The BDM will be expected to proactively win business, create long-term customer partnerships and help Frost compete directly with established architectural hardware distributors through competitive pricing, reliable supply, technical expertise and exceptional service.

📌 Position Description – Business Development Manager (Newcastle)
🏢 Frost Security Locksmiths u0026amp; Architectural Hardware
📍 Newcastle