Business Development Manager

2000 Sydney Weirdly

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Job Description

Company Description

Who we are: We're a B2B HR tech company transforming the way hiring is done for both candidates, HR and Talent teams.

At Weirdly we’re changing the way companies think about the recruitment process. We build software to enable hiring to be faster, fairer and more efficient for hirers, and way less boring for candidates. That’s where Weirdly comes in: Building a modern, candidate friendly talent platform, because we believe effective and fair recruiting is centred around soft-skills and potential, not degrees and traditional resumes.

In the interest of full disclosure, you’ll only enjoy life here if you’re comfortable with a bit of chaos. Like every startup, we ran before we could walk. That means in some cases our systems, frameworks and processes aren’t perfect, but we’re learning and evolving. This is what makes working at Weirdly exciting. It’s a journey that challenges you to hone your skills, get creative and get your hands dirty helping us design more efficient ways to grow.

Our journey so far has been a big one, born out of New Zealand with an office in Sydney, we service the globe working with customers in retail, telco, enterprise SaaS and more. Following this success, we’re growing at a rapid rate with 2021 looking to be bigger than ever. We attribute our success to not just hiring the best people but also to making sure our people enjoy doing what they do. We’re united by our weirdness and a common set of values: We like to Get Curious, Get People, Get Naked, Get Pretty and Get Shipping on the daily. These values drive and inform everything we do - from sales strategies to the product roadmap.

Job Description

We’re a lean team that’s growing fast. That means in some cases requirements will be really clearly defined, audience insights set, comms templated and you’ll sweep in to execute. In other cases, we’ll be working from scratch - putting our heads together to come up with solutions. That means you’ll be working closely with people from different parts of our business, helping build campaigns and processes that’ll help to hit our big goals.

Manage the end to end sales process and consistently exceed quarterly / annual revenue targets.

Close a quota of deals per month based on meetings you have secured yourself and via inbound.

Consultative and empathic approach to developing relationships with potential clients.

Ability (and desire) to understand customer problems and sell solutions that solve those problems.

Contribute to enhancing best practice and techniques in relation to industry trends.

Be ruthlessly efficient at drilling into deal blockers and disqualifying leads that are a bad fit.

Take feedback from customers and funnel it into the product development process.

Construct, forecast and manage sales pipeline via Salesforce CRM.

Excellent written communication skills. Particularly, reflecting different tones of voice, writing like a real person and communicating complicated ideas simply.

Your KPI’s will be linked to revenue growth, customer growth, customer retention and satisfaction.

Qualifications

3 to 4 years+ experience as a Business Development Manager or similar role. (bonus: with HRTech or recruitment industry knowledge).

Familiarity with some or all of our core tech stack: Customer.io, Segment, Twilio, Pipedrive and Webflow

Experience in developing audience insights to inform marketing strategies, approaches or campaigns.

Ability to multi-task and prioritize workload, in a frequently shifting environment

Represent Weirdly and our products with a high degree of professionalism

Minimum 3 years experience as a top performer at a SaaS or Startup company

Ability to explain concepts and problems well, educate and evangelize.

Experience managing complex sales cycles and processes, RFPs, RFIs and managing a breadth and depth of stakeholders at enterprise organisations.

A Hustler -who is resourceful, networked, creative and bold.

Strong use of data and insight to drive decision making throughout the sales cycle.

Ability to solve problems fast, adapt and grow.

Knowledge / experience of the employment landscape / HR tech and Recruitment.

Nature to stomach uncertainty and change

Understand and demonstrated experience with key concepts including but not limited to: domain / IP reputation, industry accepted performance measures for email & SMS, partial list testing, quality control process design

Additional Information

- All of the standard perks that other start-ups offer - 3-4 days remote, best tech, flexibility, social events, paid parental leave.
- Build your own work environment with the kit that works for you.
- We have a distributed workforce. No clocking in or clocking out. You will be empowered to work in a way that suits your lifestyle (within reason).

Weirdly celebrates diverse perspectives and experiences, we invite people of all backgrounds and identities to apply. Please let us know if you need any assistance applying for this position

Our client is a leading outsourced HR consultancy and is powered to support the small business community through providing peace of mind.
Over the past 12 years, they have continued to go from strength to strength with over 30,000 clients across Australia and New Zealand and more importantly,



ensuring they continue to deliver exceptional service levels each day.
They are driven to be better, in every way, than the day before and have some fun along the way. The growth of the business and the success of their people is evident of their continued success.
As a Business Development Manager, you will be speaking with business owners to understand the issues they are facing and identify how we can provide them with peace of mind with our service.
Let's talk about you:

- You are a highly motivated individuals who thrive in a fast-paced environment. Working for our client, you will be assisting SME businesses with their HR and WHS obligations to their employees. This is a role where you will have a clearly defined purpose – one where ethical selling is at the heart of your process.
- As a Business Development Manager, you will be working proactively to identify new clients. This activity is done through self-generation and a robust tele sales and marketing team.
- You thrive in a highly autonomous role with a strong business mentality you manage your diary and sales pipelines to ensure you are achieving your minimum key performance benchmarks.
- You strive to continuously be better every day.
- As a goal oriented individual, that is you know what you want and will learn how to achieve it.
- This is a highly autonomous role that requires a strong individual to manage their diaries and sales pipelines to ensure you are achieving your minimum key performance benchmarks.
- Our ideal individual will possess an impeccable standard of presentation including verbal, written and dress. They will have strong influencing language skills where negotiation is all about Win / Win. With a background in sales, ideally face to face or phone, you will be driven to excel and exceed.

What Benefits are on offer? We have one of the most highly lucrative commission structures, that is transparent and rewards both the right behaviors and outputs. With clearly defined career progression for those that seek it, this is an opportunity that provides both growth AND financial rewards.

- Annual Sales Conference where outstanding performance is celebrated (This year was held in Bali)
- Access to discounted Health Insurance with Bupa & Medibank Private
- Discounts on 1000's products from Woolworths & Coles, JB Hifi, Webjet through to fitness & gym memberships
- Ambassador's club, allowing you to grow your craft in education and other valuable benefits.
- Lucrative Commission structure
- Clearly defined career progression for those that seek it, this is an chance that provides both growth AND financial rewards.

ROLE TITLE: Business Development Manager

REGION: Asia Pacific

LOCATION: Sydney or Melbourne

Introducing Glory

Global Leaders in Customer Experience Automation

With a culture rooted in innovation, Glory’s people are transforming our customer’s businesses every day. Our automation solutions empower retailers, restaurants and financial institutions to save time, money, and deliver unrivalled customer experiences. Publicly listed and proudly international, Glory has been a trusted name for over 100 years. This reputation is built on our pioneering software and hardware combined with our dynamic people. Alongside our technology, it’s our people who drive our success.

ROLE PURPOSE

The Business Development Manager is responsible for developing strategic growth opportunities within enterprise-sized retailers and Fuel & Convenience operators across Australia. The role will identify, develop and close opportunities across the broader Glory portfolio, including our unified commerce platform, self-service and digital engagement solutions, cash and payment automation technologies and adjacent retail technology offerings. Working closely with customers, partners and internal specialists, the Business Development Manager will build relationships, understand customers’ strategic priorities and develop technology roadmaps that deliver measurable business value, operational efficiency and enhanced customer experiences.

Key Responsibilities

Main Responsibilities

Strategic Planning

- Define and execute the sales strategy to develop a healthy, qualified pipeline and achieve budgeted targets under the guidance of the Sales Director ANZ.
- Identify and develop strategic opportunities across Enterprise Retail and Fuel & Convenience accounts through a structured territory and account planning process, focused on enterprise transformation initiatives, customer experience improvements, operational efficiency and technology modernisation.

Business Development

- Proactively generate and qualify new opportunities and progress them through the sales funnel.
- Build and maintain relationships with key stakeholders across Operations, IT, Digital, Store Development, Finance and Customer Experience functions.
- Develop partner-led opportunities through engagement with POS providers, systems integrators, consulting organisations and complementary technology partners.
- Position and promote the broader Glory portfolio,



including unified commerce, self-checkout, digital ordering, customer engagement, cash automation and retail operations solutions.
- Identify opportunities to cross-sell and expand relationships across Glory, Flooid and Acrelec offerings.
- Represent Glory at industry events, conferences and customer thought leadership forums.
- Manage and respond to miscellaneous enquiries received through website and other channels.

Account Management

- Maintain accurate prospect, account and pipeline management information within CRM systems.
- Proactively manage customer accounts, ensuring timely acknowledgement of customer orders, management of order quotations in consultation with the Sales Director ANZ and modifications to existing orders.
- Coordinate internal subject matter experts from Glory, Flooid and Acrelec to support complex sales opportunities to set up and deliver outstanding customer experience and commercial value.
- Act as the voice of the customer and the market, understanding their strategic priorities and providing feedback on industry trends and technology needs.

Health & Safety

- Adherence to Health & Safety policies and procedures at all times.
- Ensure the prompt and accurate reporting of any workplace incidents and injuries.
- Ensure any hazards are promptly reported according to the hazard management process.

Skills, Knowledge & Expertise

REQUIRED EDUCATION AND EXPERIENCE

Education Level:

- Tertiary qualifications in Business.
- Completion of sales training programs and familiarity with in strategic sales methodologies (e.g. Miller Heiman, Target Account Selling, SPIN) is desirable but not essential.

Experience:

- 5+ years’ enterprise sales experience within Retail, Fuel & Convenience or adjacent technology markets.
- Proven success in selling complex technology solutions including one or more of: retail technology, unified commerce platforms, point-of-sale solutions, self-checkout systems, digital ordering platforms, customer engagement technologies, store operations solutions, payments and transaction technologies, sash automation solutions, SaaS or enterprise software solutions.
- Demonstrated track record of achieving sales quotas and developing funnel coverage to meet business plan objectives.
- Strong experience in delivering retail focused messaging and presentations to senior stakeholders at customer meetings and industry events.
- Experience using CRM software and/or similar KPI reporting tools.

REQUIRED SKILLS AND COMPETENCIES

- A natural hunter with proven ability to build constructive trusted relationships with senior customer stakeholders.
- Strong solution selling and consultative selling abilities.
- Customer focused behaviour, with strong consulting and presentation skills.
- Ability to work effectively with cross-divisional and cross-functional teams.
- Strong written and verbal communication skills including proficiency in Microsoft Word, Project, Excel and PowerPoint.
- Well-developed planning and organisational skills with strong attention to detail.
- Strong analytical skills and problem-solving ability.
- Self-confident with a proactive and can-do attitude.
- Comfortable presenting to customers and large audiences.
- The ability to work independently, flexibly and with a high degree of initiative.
- Proven ability to meet deadlines.
- Resilient and hard working.
- Strong entrepreneurial spirit.
- Team player with the ability to engage and gain support from internal stakeholders.

Job Benefits

Glory Values

The Glory Values represent our commitment to collaboration, diversity and innovation. They serve as a practical blueprint of how we work together both with colleagues and customers. By living these values, we can tackle new challenges, exceed expectations, enhance our skills, and foster trust and respect in our work relationships.

- Customer Delight. We put our customers first
- Integrity. We do the right thing, always.
- Innovation. We embrace new challenges and shape the future.
- Speed. We move fast, that’s how we stay ahead.
- Diversity & Respect. We value the strength in our differences.
- Teamwork. We succeed together.

Equal Opportunities. Glory believes in equal opportunity for all qualified persons and will not discriminate against any applicant for employment because of race, colour, religion, marital status, national origin, gender, age, disability, veteran status, or any other status protected by law.

Third Party Agencies. Unsolicited resumes will not be accepted by Glory. Should an agency choose to send unsolicited resumes, Glory reserves the right to review such resumes but will not be held liable for any fees/charges associated with a candidate hire except where a formal written agreement is in place between Glory and the Agency to source candidates for a specific role.

Why Join Us. Here at Glory, our ambitions are as big as yours. And that’s why we are actively looking to recruit the best of the best. Join Glory and you will be part of the force driving our transformative technology and leading-edge innovations. That’s because every Glory solution is powered by exceptional people like you. People with experience, skills and dedication. Here, we prioritise the development and well-being of our people. Across vibrant and collaborative workplaces, you’ll team up with colleagues across the world to deliver remarkable solutions in more than one-hundred countries. Looking to make a global impact? Join Glory in

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