Role Title: Business Development Manager, QSR and HospitalityFunction: Sales – EnterpriseReporting To: Sales Director, Australia & New ZealandRegion: Asia PacificSalary: Circa $165K Base + Uncapped Commission + SuperCompany OverviewA global leader in self-service automation and cash transaction technology, our client is transforming industries such as financial services, retail, hospitality, and gaming through world-class automation technologies and process engineering. With operations in over 100 countries, the company delivers efficiency, cost reduction, and enhanced customer experiences, maintaining a strong global brand while expanding its market reach into new verticals.Role PurposeThe Business Development Manager will drive new business development and enterprise sales across the QSR and hospitality sectors in Australia. Reporting to the Sales Director, ANZ, this role focuses on multi-site opportunities, long sales cycles, and consultative, solution-based selling to solve complex business challenges. The role is purely a hunting position and demands a strategic, business-problem-resolution approach rather than traditional sales tactics.Key ResponsibilitiesStrategic Sales and Pipeline DevelopmentDevelop and execute the strategic sales plan for the QSR and hospitality verticals.Build and manage a pipeline of opportunities, balancing short-term wins and long-term strategic targets.Focus on multi-site deals (20 to 30 locations) with average deal values of $35K to $75K per site.Deliver an annual sales target of approximately $1M, driving enterprise-level opportunities and partnerships.Business Development and Consultative SellingProactively identify, generate, and qualify new business leads through strategic prospecting and client engagement.Employ a consultative, solution-centric sales approach by deeply understanding client challenges and aligning solutions to meet business outcomes.Collaborate with global subject matter experts and technical stakeholders, including manufacturers and leadership across Singapore, Sydney, and Melbourne.Educate stakeholders on integration opportunities, reporting tools, and advanced automation workflows.Relationship Building and Account ManagementCultivate meaningful relationships with key decision-makers, including C-level executives and cross-functional stakeholders.Oversee the end-to-end sales cycle from qualification, solution alignment, proposal, and closing to handover to delivery teams.Ensure smooth customer handovers, aligning expectations between sales, delivery, and support teams to guarantee long-term success.Market Insights and CollaborationProvide market feedback and insights into customer needs, QSR trends, and competitive positioning.Collaborate with internal teams, including Product Management, Technical Pre-Sales, and Service & Operations, to deliver seamless solutions.Monitor competitor activity and adjust strategies to maintain a competitive edge.Ideal CandidateProven experience in Mid-Market to Enterprise Sales with long sales cycles, particularly in hardware and software solutions.Track record of managing deal sizes from $50K to $100K and ideally doing larger more complex deals getting into the hundreds of thousands as well.Experience selling technical solutions to solve business problems, ideally in QSR, retail, or hospitality sectors.Consultative sales approach with high EQ and active listening skills. Must demonstrate the ability to engage clients, uncover challenges, and tailor solutions accordingly.Familiarity with complex stakeholder management, including finance, marketing, and technology teams.Strong understanding of solution-based selling methodologies.Key Selling PointsStrategic Role: Newly created position with a focus on driving significant growth across the QSR and hospitality markets.Global Brand: Work with a leading global brand and access subject matter experts across the globe, including leadership in Singapore and Australia.Support Structure: Backed by strong technical pre-sales, product management, and operational delivery teams.Commission: Simple, risk-weighted structure paid quarterly with opportunities for significant earnings.Hybrid Model: Flexible working arrangements with 3 days in the office and 2 days WFH.Modern Workplace: Sydney office located near public transport with a newly fitted, collaborative environment.Interview ProcessInitial Screening - Behavioural and experience-based discussion.Second Round - Interview with the Sales Director (ANZ).Final Stage - Presentation of a 90-day market plan and solution-focused case study.Meet-and-Greet - Cultural alignment session with peers and leadership.Salary and BenefitsCompetitive base salary with uncapped commission structure.Opportunity to travel across the ANZ region.Benefits include salary continuance insurance, extended parental leave, and birthday leave.Join a high-growth global company with opportunities for professional development and progression.About YouYou are a results-driven Business Development Manager with a proven ability to engage Mid-Market and Enterprise clients through consultative selling. You thrive in environments that demand strategic thinking, patience, Active Listening and the ability to balance short-term and long-term opportunities. You are a natural problem-solver who puts customer success first and aligns solutions to solve complex business challenges. This role is ideal for someone who can think big, act collaboratively, and drive growth in a high-value, solution-centric sales environment.Location: Sydney, Australia (Melbourne considered with monthly travel to Sydney).Start Date: Immediate but flexible to find the right candidate.
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