Senior Business Development Manager

We have this role open in Adelaide and MelbourneWhy HazardCo exists:Our primary purpose is to keep the person at the point of danger or harm, safe. We want to shake-up and transform the health & safety industry by developing clever and innovative digital solutions that make doing health & safety easy and simple. We want HazardCo to be the must-have health & safety system for builders and trades to use each and every day.The focus of this role:As a Senior Business Development Manager, you utilize your significant experience and knowledge of best practice to lead from the front as a senior sales role model and an example of high performance within the sales team. You will focus on directly identifying potential customers and working with Merchant TAMs/Sales Reps to generate leads and managing the sales pipeline from lead through to customer sign up and initial project creation. You will specifically target small to medium sized franchised or independent builders and their contractors, with the aim of increasing membership numbers and realizing additional revenue. By delivering insights, products and services to customers, you unlock a pipeline of opportunities, drive high levels of customer value, and grow our technology user base.What you’ll do:● Consistently achieve your assigned sales targets and KPI’s.
● Use your high degree of commercial acumen and ability to influence key decision makers to establish HazardCo in the residential construction market in your region and to grow our brand presence and reputation with customer targets, associations, partnerships and other channels to market.
● Work with Merchant TAMs/Sales Reps in order to build strong relationships and generate leads to follow up on and close into HazardCo members.
● Travel to Merchant stores to deliver presentations to groups of TAMs/Sales Reps and/or groups of prospects.
● Attend Merchant and Partner events to drive brand awareness, acquire leads and generate sales.
● Tailor your approach and messages to enhance customer experience and engagement through the use of varied communication and relationship building approaches such as digital business collateral, correspondence, Zoom presentations, promotional material, small group presentations, webinars, etc.
● Drive the delivery of our products and services into new franchised builders, independent builders and their contractors through a focus on ‘one-to-many’ interactions.
● Deliver demonstrations with qualified prospects, with the express goal of closing the sale at a conversion rate above 70%.
● Develop and win new business opportunities with identified strategic targets.
● Actively seek to set an example to more junior colleagues and act as role models and mentors for best practice and high performance.
● Be a ‘sales challenger’ - use your understanding of the residential construction industry, as well as how cloud and mobile technology can be used to improve OH&S outcomes, to reinforce the value of HazardCo’s approach.
● Deliver OH&S insights and new perspectives to potential customers in a compelling and assertive enough manner to ensure that the message not only resonates, but actually drives action.
● Promote our technology platform to residential construction customers and as appropriate, encourage integration with their own workflow tech applications.
● Be an ‘active contributor’ to the agile development of HazardCo products and services to be delivered to our Australian customers, by providing customer and commercial insights and feedback to other teams, particularly product, development and marketing.
● Work with the National Sales Lead and General Manager, Australia to develop plans, strategies and actions to meet revenue and user goals for the Australian business.
● Work alongside your colleagues in NZ to achieve unity and alignment with the wider goals and strategies of the business and increase the impact of our digital strategy.
● Become and remain familiar with HazardCo’s company policies & procedures and guidelines, as detailed on the Staff Intranet :What success looks like:● You will hit and exceed monthly KPIs and sales targets
● You will create an outstanding relationship with Merchants that is strong, dependable and repeatable.
● Through driving adoption, you grow our customer and user base in the residential building
sector.
● You have strong, strategic relationships with key group home building businesses and key residential builders.
● Your customers leverage our technology platform to drive best practice OH&S across their businesses.
● You understand and can articulate the OHSA (2004) as it relates to residential construction - to owner operators, sub-contractors and workers, in practice and in law.
● HazardCo is positioned as the digital solution for the delivery of OH&S in the residential construction industry (contractor management).
● We collect and have access to an increasing amount of strategically valuable data from your building partners.What you’ll bring:● Clear and demonstrated solution and/or platform sales experience.
● Strong leadership capabilities that are aligned with senior management and to the
HazardCo values.
● Equal parts of personality and gravitas to influence and engage with a diverse range of
customers and partners (from directors, franchise operators, business owners, tradies
working onsite, through to health and safety specialists).
● Rigorous in research and understanding of key strategic targets and an ability to tailor your approach to get results.
● Persistent, resilient, and resourceful attitude to outbound lead generation.
● A driven belief whereby hitting expected KPIs and targets consistently is the norm and not an exception.
● A long term, commercial mindset.
● An understanding of the importance and functioning of workflow technology and how it supports SMEs to run their businesses.
● A confident and engaging approach to presenting to small and medium groups of potential customers and other interested parties
● Experience of working in Agile environments, encouraging a focus on continuous improvement, and working collaboratively with all levels of the business.
● Demonstrated ability to self-manage, schedule effectively and deliver results, as well as maintain and manage customers via a CRM.
● A focus on success and a willingness to help drive the business forwardWe believe that a great salesperson must be part artists, part scientist.