Business Development Manager at Coates Group in Sydney, Australia

Be Part of Our Next Chapter

For over almost 60 years, our solutions have enabled impactful connections between some of the world’s leading brands and their customers. And while we’ve already done a lot of work we’re proud of, we’re just getting started!

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. And together, as a Crew, we are revolutionizing the way the world’s leading brands leverage technology to drive the best customer experiences.

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.

Key responsibilities for the role

1.Opportunity identification and pipeline growth

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

2. Client Engagement & Relationship Building

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.

3.Sales conversion and handover

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

4. Cross-Functional Collaboration

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.

5. Market & Competitive Intelligence

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.

6. Performance Monitoring, Analysis & Reporting

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.

Qualifications and experience

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.

About Coates

We are industry leaders who have won awards and set records. We are a 2x Australia Good Design Award winner and we successfully completed the largest hardware deployment in Quick Service Restaurant history.

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 Crew that Cares

Be part of a global team of talented, ambitious, creative people that value integrity, individuality and inclusivity. (Ask us about our Equality + Empowerment Initiatives).

The benefits include an annual market competitive bonus program and our “Thrive Program” which includes a suite of flexible work options because we’re strong believers that you should never miss an important life or work moment. Thrive also provides dedicated time to prioritize our health and wellbeing (think virtual Yoga or meditation sessions), a Global Wellness paid day off to recharge as well as a “Give Back Day” to allow our Crew an opportunity to make an impact in the community.

Be inspired To Be More

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.

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).

Fraud Alert: Employment Scam Advisory

It has come to our attention that unauthorised individuals are impersonating our company and reaching out to job seekers through fraudulent emails, falsely claiming to represent Coates. These emails often request personal information and appear to come from domains that are not affiliated with our organisation, such as coatesgroupcareer.com.

We take this matter very seriously. Coates has reported these incidents to law enforcement and is cooperating with the ongoing investigation. We are committed to protecting the integrity of our recruitment process and the privacy of our applicants.

Please be advised of the following:

- Coates does not operate or communicate through any domain resembling "@coatesgroupcareer.com"

- We do not contact employment candidates via email to solicit personal or financial information

- All applications for employment must be submitted through our official website https://coatesgroup.com/careers or directly through our LinkedIn profile: Coates Group

- All emails from us will come from our official domain, which is [at]coatesgroup[dot]com or via our Applicant - Tracking System (ATS) email address, which is no-reply[at]hire.lever[dot]co

If you receive any suspicious communications purporting to be from Coates, we urge you not to respond, do not click any links, and do not provide any personal information. Your safety and trust are of the utmost importance to us. Thank you for your vigilance.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

Business Development Manager

Job Description - Business Development Manager

Key responsibilities for the role

Qualifications and experience

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