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About the Role

The Business Development Manager is responsible for driving revenue growth and expanding Coates’ presence across existing and new markets. This role will deliver business across the full digital and hardware portfolio by identifying opportunities, developing strategic relationships, and executing the sales process to secure new business. Working closely with the Senior Director, Strategic Partnerships, the role ensures alignment with the organization’s overall business development strategy to achieve growth and revenue targets.

Responsibilities

Build and manage a strong pipeline of qualified opportunities to support revenue growth targets
Research and identify potential clients and market segments that align with strategic priorities
Generate leads through prospecting activities, including networking, outreach, and events
Maintain accurate pipeline data in the CRM to track progress and forecast opportunities
Develop trust-based relationships with prospective clients to position the organisation as a preferred solutions provider
Conduct discovery meetings to understand client needs, challenges, and buying drivers
Present tailored solutions that demonstrate value and differentiation
Nurture long-term relationships with prospects to increase likelihood of conversion
Advance qualified opportunities through the sales cycle to successful conversion and ensure smooth handover to account management
Collaborate with solution architects, product, and marketing teams to craft compelling proposals and RFPs
Lead contract negotiation and close deals in line with commercial guidelines
Ensure seamless transition of new clients to the Account Management team, including clear documentation of requirements
Work closely with marketing, product, finance, and legal to launch new initiatives or offerings
Collaborate with legal, finance, and product teams to structure and negotiate deals
Lead the preparation of proposals, presentations, and negotiations to secure new business deals
Provide market feedback to product and GTM teams to inform roadmap and messaging
Lead internal working groups or task forces when new initiatives require alignment across teams
Continuously research market trends, emerging opportunities, and competitor strategies
Prepare actionable insights and recommendations for the leadership team
Support executive decision-making with high-quality analysis and partner reports
Independently monitor, analyze, and report on personal business development performance, including pipeline progress, revenue achievement, and market opportunities, to drive informed decision-making and continuous improvement

Requirements

3–5 years’ experience in a business development, sales, or commercial role
Proven track record in building and converting pipelines in a B2B environment
Experience managing the full sales cycle: lead generation, qualification, proposal, negotiation, and close
Demonstrated ability to meet or exceed sales targets or growth KPIs
Experience using CRM platforms and sales automation tools
Proven experience in Estimating is a nice-to-have
Strong understanding of hardware and software product ecosystems

Experience Level

3-5 years

Benefits

Annual market competitive bonus program
Thrive Program includes a suite of flexible work options
Dedicated time to prioritize health and wellbeing (e.g., virtual Yoga or meditation sessions)
Global Wellness paid day off to recharge
Give Back Day to allow Crew an opportunity to make an impact in the community

About the Company

For over almost 60 years, our solutions have enabled impactful connections between some of the world’s leading brands and their customers.
We’re a global technology company focused on creating dynamic, smart, personalised and engaging customer experiences powered by our range of digital hardware, our proprietary content management system and our industry leading signage solutions.
We work in over 50 global markets and have 9 offices around the world, with a global headquarters proudly located in our founding home of Sydney, Australia.
Coates Group has the values of a family-owned business and the innovative spirit of a start-up, both which fuel our purpose – Creating Connections. Empowering Partnerships. Always Evolving.
Through hard work, dedication and creativity, we’ve become industry leaders who have won awards and set records while remaining focused on continual growth and evolution.
We are a 2x Australia Good Design Award winner and successfully completed the largest hardware deployment in Quick Service Restaurant history.
We are curious, charismatic, authentic and we value and leverage the diversity of our crew.
We are imaginers, kindness enthusiasts, experts, creators, thinkers, challengers, collaborators and over-achievers.
Together, as a Crew, we are revolutionizing the way the world’s leading brands leverage technology to drive the best customer experiences.
We are industry leaders who have won awards and set records.
We are led by a forward-thinking CEO who has demonstrated a true passion for people and making Coates a place where people genuinely enjoy working.
Our growth plans enable a focus on providing rapid career advancement opportunities for our talent.
Together, we are creators, allowing us to make our purpose a reality – to create immersive brand experiences for everyone.
Join a global team of talented, ambitious, creative people that value integrity, individuality and inclusivity.
We skip the red tape and aim to always stay nimble.
We’re proud of where we’ve been and are energized by where we’re going.
We encourage ideas and perspectives because we know the more we have, the better we are.
We work hard but have fun along the way.
We push the boundaries but keep it real and authentic.
We believe in the values that got us here are the ones that will continue to lead us forward.
We are excited by what we’ve accomplished, but know the best is yet to come.

Equal Opportunity

Coates Group is an Equal Opportunity Employer and does not discriminate on the basis of race, color, creed, national or ethnic origin, gender, religion, disability, age, political affiliation or belief, disabled veteran, veteran of the Vietnam Era, or citizenship status (except in those special circumstances permitted or mandated by law).