DESCRIPTION

ROLE TITLE: Business Development Manager, QSR and Hospitality
FUNCTION: Sales
REPORTING: Sales Director, Australia & New Zealand
LOCATION: Sydney, Australia

REQUIRED EDUCATION AND EXPERIENCE

Education Level:

• Tertiary qualifications in Business or related fintech areas
• Completion of sales training programs and conversant in Strategic Sales Methodologies such as Miller Heiman, Target Account Selling, SPIN, etc. preferred.

Experience:

• 3-5 years’ in enterprise hardware sales in the Retail, Gaming or Hospitality space (preferably in selling cash automation and or self-service technologies)
• Knowledge and experience of selling SaaS and or other fintech subscription services in a B2B environment. This could also include channel management experience.
• Demonstrable track record of achieving sales quotas and developing funnel coverage to meet business plan objectives.
• Strong experience at delivering retail messaging at customer meetings and Industry events
• Extensive key contacts across the industry including customers, partners, associations, software vendors and other key suppliers.
• Proven track history of achieving 100% sales targets and goals in a $1m - $3m plus territory
• Experience of developing and driving interest in similar technologies
• Experience in hospitality and QSR environment would be highly advantageous.
• Experience using CRM software &/or similar KPI reporting tools is essential

REQUIRED SKILLS AND COMPETENCIES

• High energy, natural hunter with proven business development skills – willingness and ability to make calls, generate and qualify leads.
• Strong and proven commercial and entrepreneurial acumen
• Solution selling abilities and skills evidenced by documented success
• Customer focused behaviour, consultancy, and presentation skills
• The ability to work with cross-divisional and cross-functional teams
• Strong written and verbal communication skills including advanced proficiency in Microsoft Word, Project, Excel, and PowerPoint
• Well-developed planning and organisational skills with a keen attention to detail
• Good analytical skills and problem-solving ability
• Self-confident with a can-do attitude
• Comfortable presenting to customers and large groups
• The ability to work independently, flexibly, and with a high degree of initiative
• Proven ability to meet deadlines
• Resilient and hard working
• A team player with the ability to engage and gain support from internal stakeholders

ROLE PURPOSE

The Business Development Manager, QSR and Hospitality is charged with utilising their knowledge and experience to develop new business opportunities for cash automation and self-service solutions across all customers and partner in the vertical segments of QSR and Hospitality. In this role, the BDM will work under the guidance of the Sales Director, work as part of the ANZ sales team and manage the end-to-end process of solution selling.

MAIN RESPONSIBILITIES

Strategic Planning

• Under guidance of the Sales director, define and execute the QSR and hospitality strategy
• Develop a healthy qualified pipeline of opportunities and achieve annual and quarterly budgeted targets
• Develop and regularly review account plans for key customers and channel partners covering the market opportunity, actual and forecast spend, decision makers etc.
• Develop and manage any contracts or MSAs related to the customer orders, trials, hardware, service and software deployment

Business Development

• Proactively generate and qualify prospects in QSR and hospitality for cash and self-service technologies,
• Maintain and grow activity in the market with key verticals – face to face and or team appointments
• Identify, enter, and progress opportunities through the sales funnel
• Develop relationships with existing and new key decision makers, coaches and channel partners e.g., POS providers, resellers to drive additional sales and SOW opportunities. This could also include educating these partners and resellers and undertaking joint marketing activities for business development
• Identify relevant trade expos, networking events and leverage these opportunities for business development
• Serve as the primary point of contact with customers, providing customers with presentations, quotations, installation, and delivery information that meets and exceeds customer satisfaction
• Monitor and report on competitors in cash automation and self-service related to the target vertical
• Manage and respond to miscellaneous enquiries received through website and other sources

Account Management

• Maintain up to date customer and account information in the CRM
• Manage the sales process from quotation to installation and go live.
• Advise customers on integration requirements, and reporting tools available
• Act as the voice of the customer and feedback market and customer requirements around QSR and hospitality trends and technology needs
• Compete and maintain any contracts with customers and resellers and or amend according.

Value Creation

• Identify additional and recurring sales opportunities for hardware, service, and related software services in cash automation and self-service solutions.
• Identify opportunities for any existing hardware and software services that could be enhanced with further product development to win market share in existing and new markets.

Collaboration & Stakeholder Engagement

• Work in partnership with Product Management, Service & Operations Team to set up & deliver outstanding customer experience & commercial value.
• Effectively utilise internal resources (both local & global) to provide appropriate and timely support to our customers.

Health & Safety

• Adherence to Health & Safety policies and procedures at all times
• Ensure the prompt and accurate reporting of any workplace incidents and injuries.
• Ensure any hazards are promptly reported according to the hazard management process.