Business Development Manager - Solutions

We are at the heart of every place that matters. As a leading global provider in the access solutions market for schools, banks, airports, hospitals, hotels, and many more, we enable seamless movement within secure, safe, and sustainable places. Our work is IMPORTANT. YOU are important. We provide our people with the tools to shape their careers for growth. With around 16,000 employees worldwide, EVERY team member contributes to our mission and can make a positive difference. By working as one global team, we continue growing the business, growing together, and growing ourselves. Build your career with us

Position Overview

As Business Development Manager, you will play a key role in driving growth and expanding dormakaba's presence within your designated market segment. You will be responsible for identifying and developing new business opportunities, understanding customer and market needs, and delivering tailored solutions that create long-term value.

Working collaboratively with internal teams and external stakeholders, you will build strong strategic relationships, identify opportunities to achieve sales targets and strengthen our market position. You will also work closely with regional and global interfaces to leverage expertise, share market insights and deliver a consistent customer experience.

As a trusted industry representative and subject matter expert, you will champion a customer-centric approach, promote dormakaba's solutions and capabilities, and contribute to the ongoing growth and success of the business.

What you will do





- Take accountability for the sales performance, growth and commercial success of the assigned market segment/vertical, delivering against agreed business objectives and targets.
- Develop and maintain strong relationships with key partners and stakeholders, including client consultants, through proactive relationship management, solution selling and regular engagement.
- Ensure all business development and sales activities are aligned with the overall sales strategy and broader business objectives.
- Build, strengthen and expand dormakaba's presence within the assigned market segment by developing a strong customer base and maximising market potential.
- Act as a key representative and ambassador for dormakaba, building trusted relationships and promoting our solutions and capabilities across the market.
- Conduct all business activities in accordance with applicable laws and regulations, global and local policies, procedures and dormakaba's Code of Conduct.
- Proactively identify, develop and pursue new business opportunities aligned with the business strategy, converting these into sustainable commercial outcomes.
- Maintain a strong understanding of the market segment, including industry trends, customer operations,



upcoming projects, key stakeholders and emerging business opportunities.

What we require

- Proven experience in architectural sales, specification sales or business development within the access solutions, building products or construction industry.
- A strong track record of securing product specifications and influencing design decisions across architectural, commercial and major construction projects to build a sustainable project pipeline.
- Experience using CRM systems and project tracking tools to manage opportunities, monitor pipeline activity and drive sales outcomes.
- Confidence and capability in presenting, influencing and negotiating with key stakeholders, including architects, consultants, developers, builders and senior decision-makers.
- Excellent communication, interpersonal and relationship-building skills, with the ability to engage effectively across a diverse range of stakeholders.
- A sound understanding of architectural design processes, specification requirements and construction project lifecycles.
- Robust organisational and time management skills, with the ability to manage multiple projects and prioritise competing demands.
- A proactive, commercially minded approach, with the drive and resilience to succeed in a target-driven environment and consistently deliver results.

What we prefer

- Ability to influence architects, consultants and designers to incorporate products and solutions into project specifications at the design stage.
- Proven ability to identify new

📌 Business Development Manager (Melbourne)
🏢 dormakaba
📍 Melbourne