Business Development Representative

Building a qualified ANZ pipeline

You will identify organisations worth pursuing, research their business context, make initial contact and qualify the opportunity before involving our Regional Sales Manager.

The number of qualified meetings generated will be one of the key measures of success in this role.

Developing the ANZ business development approach You will help shape: how we segment the Australia and New Zealand market, which industries and account profiles we prioritise, how we approach different types of prospective customers, which outreach methods and messages work best, how we use market insight to decide where to focus our commercial activity.

how we segment the Australia and New Zealand market,

which industries and account profiles we prioritise,

how we approach different types of prospective customers,

which outreach methods and messages work best,

how we use market insight to decide where to focus our commercial activity.

The objective is to build an approach that can be used consistently as the ANZ business continues to grow.

Developing active opportunities

You will begin with two active opportunities already in progress and ensure that each has a clear next step and continues to move forward.

You will also run an initial re-engagement campaign covering eight organisations that have previously considered ERP solutions. You will have the flexibility to decide how the campaign is structured, which contacts to prioritise and what approach is most appropriate for each account.

Working with IFS

You will participate in fortnightly meetings with the IFS alliance team , both regionally and globally.

The market insight exchanged during these conversations will help determine where InfoConsulting and IFS can develop opportunities together and where our commercial efforts should be focused independently.

Working with Marketing

Because you will have regular contact with prospective customers, your market insight will be important in shaping how we communicate with different industries.

You will work with Marketing on:

sector-specific messaging,

campaign ideas,

customer objections and market feedback,

account-based activities,

industry events and follow-up campaigns.

Maintaining reliable commercial data

Pipedrive is our global commercial system of record.

You will be responsible for maintaining high-quality information about your accounts and opportunities and for using the system consistently enough to support pipeline management and forecasting.

Supporting industry events

You will participate in selected industry events such as IMARC, Mainstream and the NZ Water Conference .

For selected events, you will take responsibility for the business development process from planning and account targeting through to post-event follow-up and opportunity development.

We want expectations to be clear from the beginning. Your key measures will be shared with you before you accept the role, and your monthly qualified-meetings target will be agreed with you in your first week and documented for the following six months.

Your regular business development activities are running consistently, including fortnightly cooperation with IFS and monthly contact with relevant partners and advisors.

Both opportunities you started with have clearly documented next steps and continue to move forward.

The re-engagement campaign is active, contact data has been refreshed and the first meetings have been generated.

You understand the differences between ERP, EAM and FSM, the types of organisations that use these solutions and how they relate to the industries and customers we work with. We will review this with you during your first month as part of your onboarding.

You are meeting the monthly qualified-meetings target agreed with you in your first week.

You are working with a structured prospecting and qualification approach, with Pipedrive providing a clear and current picture of your activity and pipeline.

You have achieved your monthly qualified-meetings target in at least nine of the twelve months .

You have built a sustainable pipeline of qualified opportunities across Australia and New Zealand.

You have planned and delivered at least one industry event from preparation through to commercial follow-up , using the experience and results to improve future activities.

Relevant accounts showing increased intent are moved into an active outreach sequence within 48 hours .

Your campaigns and account strategies are informed by market data, customer conversations and learning from previous activity.

Relationships with IFS, partners and advisors are contributing to ongoing business development.

Pipedrive data is sufficiently accurate and complete to support reliable forecasting by the Managing Director.

Your market insight is helping Sales and Marketing continuously refine our approach to priority industries and accounts.

You enjoy creating momentum rather than waiting for it.

That may mean suggesting a specific meeting time and sending an invitation, testing another approach when the first one does not generate a response, or adapting a campaign based on what you learn from the market.

You will probably enjoy this role if you:

prefer building and improving campaigns rather than simply following predefined sequences,

are comfortable taking responsibility for results while discussing challenges openly with the team,

are persistent and thoughtful when developing accounts over time,

understand that valuable business relationships are built before there is an immediate opportunity to sell,

can maintain relationships with partners and advisors over longer sales cycles,

can prepare a client-ready presentation independently,

are confident using Excel to analyse and interpret commercial information,

are comfortable working with PowerPoint, Excel and SharePoint,

like understanding why something is happening before deciding what action to take,

can prioritise your own work and make sound decisions without needing detailed day-to-day direction.

This is the first dedicated BDR position of its kind in our ANZ business, so you will not be joining an existing BDR team .

Instead, you will work directly with the Regional Sales Manager and Marketing Manager and have the opportunity to establish the working practices, campaign rhythm and approaches that support the role.

You will have:

direct access to key commercial stakeholders,

freedom to manage your campaign calendar,

flexibility to design outreach sequences appropriate to the market,

access to budget for agreed business development activity,

a full business development technology stack from day one.

This role is therefore particularly well suited to someone who values autonomy and enjoys building a way of working rather than stepping into a fully predefined BDR structure.

Business development also requires reliable commercial administration.

You should expect to spend approximately two hours per week on activities such as:

maintaining CRM data,

reviewing relevant tender portals,

keeping account and opportunity information current.

These activities form part of the role because the quality of the underlying commercial information directly supports pipeline management and decision-making.

Your tools will be provisioned and tested before your first day: Pipedrive, Apollo, ZoomInfo, Outreach, Demandbase, LinkedIn Sales Navigator.

You can therefore focus from the beginning on using the tools rather than organising access to them.

From your first week, you will have a structured review with Kevin Richards, our Regional Sales Manager, every fortnight .

The review is based on five defined measures that you will see before accepting the role.

These meetings are designed to review progress, discuss priorities and identify where support or a joint decision can help move an opportunity forward.

This role can lead towards Account Management or Regional Sales .

We start the conversation about possible next steps after your first 90 days rather than waiting until the end of the first year.

The aim is to give you clear visibility of the experience and results needed to develop in that direction.

As an IFS Elite Partner, we work with the IFS organisation both regionally and globally.

You will join fortnightly alliance conversations and use the relationships and market insight generated through them as part of your account development activity.

The market intelligence you gather in Australia and New Zealand contributes to commercial discussions across InfoConsulting Group, including decisions made at our headquarters in Poland.

Because of the international nature of this cooperation, some meetings may occasionally take place outside standard Australian working hours.

You will have the opportunity to travel to selected events including IMARC, Mainstream and the NZ Water Conference , with responsibility for turning event activity into structured business development follow-up.

You can work from anywhere in Australia.

Our Australian office is located on Edward Street in Brisbane, but you do not need to live nearby.

Every candidate completing the assessment works from the same brief and is evaluated against the same written criteria.

We will discuss your experience and confirm two practical areas:

your ability to work independently with PowerPoint, Excel and SharePoint,

whether your experience with relevant industries comes from direct exposure.

We will discuss examples of:

moving a business opportunity forward when you did not have complete instructions,

working with Marketing or a business partner where responsibility for the outcome was shared,

how you approach prospecting, qualification and account development.

You will complete the assessment in your own time.

It includes:

a short client-ready presentation,

a simple pipeline spreadsheet,

several questions covering ERP, EAM and FSM,

a short behavioural questionnaire.

You will receive the brief in advance and written feedback on the assessment.

You will meet Brooke Brown from our HR team and Jon O'Brien, our Managing Director.

The conversation is an opportunity to discuss expectations on both sides, the ANZ business, current priorities and any questions you would like answered before making a decision.

The full recruitment process takes approximately three weeks.

InfoConsulting is an equal opportunity employer. We welcome applications from Aboriginal and Torres Strait Islander people, people with disability, people of all ages and backgrounds, and carers. Every applicant is assessed against the same written criteria.

If you’re looking for a role where you can combine local experience with the opportunity to work in an international environment, join InfoConsulting!

Learn more about InfoConsulting and career growth at our company at: https://infoconsulting.com/.