Business Development Manager

Job title Business Development Manager
Reports to Graphic Arts Manager
Job purpose To maximise revenue, margin and business opportunities to new and existing customers within the allocated vertical markets leveraging the full Océ-Australia solutions

How to apply

Send your cover letter and resume to:

Nicki Arnold
Human Resources Manager

Duties and responsibilities

  • Achieve and exceed revenue and margin targets in allocated territories
  • Achieve and exceed revenue and margin targets in allocated territories
  • Identify new business opportunities from an allocated and specific territory
  • Position Océ Australia Limited and its products within the Graphic Arts (or relevant) industry •
  • Provide ongoing profitable business to Océ Australia Limited
  • Selling Océ toner and inkjet wide format solutions
  • Focused predominantly on the following market segments:
    – Architects, Engineers and Construction (AEC)
    – Graphic Arts
    – Education
    – Government
  • Design and execute business development plans with customers to drive sales
  • Use to manage your allocated and specific territory. This includes
    – Marketing Campaigns
    – Sales Pipeline Management
    – Opportunitiy and Lead Management
    – Competitive equipment placement knowledge
    – Océ MIF
    – Up to date customer and contact details
  • Develop and maintain strategic relationships with stakeholders to drive results
  • Develop and maintain strategic relationships with stakeholders to drive results
  • Build and manage a sales pipeline
  • Provide timely, accurate, qualified preparation and submission of activity reports, account plans, forecasts and account management reports
  • Develop and maintain a comprehensive understanding of Océ products, with a particular focus on the Océ TDS wide format range, to enable effective customer interactions and sales opportunity development
  • Manage your time accordingly between Account Management (customer retention) and New Business Development
  • Work with consumer data to develop relevant insights

Key Performance Indicators

Business development

  • Support the realisation of the annual allocated product category unit targets.
  • Focus on new new customers.
  • Focus on profitability of solution implemented.
  • Identification of new business opportunities and subsequent alignment.
  • Develop, document, and delivery of an account-plan.
  • Forecast potential sales and manage sales cycle pipeline.
  • Create long-term relationships with all customers.
  • Create unique and value add proposals that align with the needs of the customer.
  • Organise internal and external key account-meetings when required.
  • Manage customer’s expectations.
  • Focus on profitable markets/ customers.
  • Focus on customer support and business development activities for graphic arts sales cycles including presentations, demonstrations, assisting with customer application samples and development.
  • Create awareness and requirements of Graphic Arts market business development within Océ.
  • Identification of new business opportunities and subsequent go to market strategies
  • Assist in the promotion and/or development of Value Propositions for Graphic Arts Industry.

Market and Marketing Awareness

  • Develop production & graphic arts awareness and strategies within your allocated market.
  • Identify Graphic Arts companies and the categories in which they operate.
  • Actively provide feedback on market development.
  • Assist in the promotion and/or development of Value Propositions for Graphic Arts Industry
  • Participate, network and exchange industry information by creating relationship with best-in-class Industry associations and suppliers.
  • Develop a close association with product marketing.
  • Develop relationships with Graphic Arts vendors & associations
  • Provide qualified input into the development of GA focused marketing plans.
  • Assist in the delivery and impact of GA focused marketing plans.


  • Ensure effective and timely communication with stakeholders
  • Continuously seek opportunities to identify potential problems and provide solutions
  • Proactively achieve and learn
  • Support and encourage team members with their new ideas
  • Participate in departmental activities and special projects to ensure quality and team development within group and across the division
  • Proactively and effectively, ensure the health and safety of employees


  • Develop and maintain strong relations with key stakeholders and customers
  • Focus on and ensure customer satisfaction and a positive customer experience
  • Ensure customer retention through a partnership approach
  • Engage regularly with the customer to build profitable relationships
  • Contribute to the development /implementation of department and divisional strategies
  • Identify weaknesses in offerings to customers and recommend course of actions to fill gaps
  • Recommend and actively participate in marketing activity that will improve penetration of nominated accounts such as events, industry briefings etc.
  • Be accountable for providing succinct and timely input into the forecasting, competitor intelligence, supporting the budgeting process and business opportunity and risks analysis
  • Actively engage in opportunities for the business growth
  • Achieve revenue and profit targets
  • Manage expenses to budget and within guidelines
  • Continuously monitor and adjust processes and procedures to ensure maximum efficiencies


  • Develop and maintain a strong knowledge of Océ products
  • Continuously improve and maintain knowledge of Océ offerings across the business
  • Ensure adherence to business and corporate processes / policies
  • Actively engage and work with internal stakeholders to improve revenue from customer(s)
  • Use CRM system to keep all activity and sales pipeline up to date
  • Report weekly on the state of business and the state of competition
  • Complete weekly sales forecasting
  • Complete monthly sales reporting

Personal Attributes & Qualifications

  • 5 years + proven success in direct B2B solution selling
  • 5 years + proven success in direct B2B solution selling
  • Highly self-motivated with drive to exceed targets
  • Excellent communication, influence and negotiating skills
  • Ability to develop and sustain strong professional relationships internal and external
  • High sense of urgency
  • Customer first approach
  • Strong financial / analytical skills
  • Impeccable presentation
  • Australian driver’s license
  • Knowledge for AEC (Architects, Engineers & Construction) is preferred but not essential
  • Experience selling wide format printing solutions preferred but not essential
  • Experience in the printing or associated technology field an advantage

Working conditions

Full time

Direct reports