Business Development Manager

Description:

Job Summary:

The Business Development Manager (BDM) is responsible for driving growth across Australia and New Zealand by securing new business and expanding existing accounts within the community and public transport sectors. This includes positioning Novus and Routematch solutions to not-for-profits, aged care providers, councils, and other community-focused service providers, as well as commercial and government-funded public transport operators.
The role requires developing a strong understanding of the unique needs of community transport providers, fostering relationships with key stakeholders in the industry, and achieving sales targets by delivering tailored, value-driven solutions.

Job Description:

Why Trapeze?

Trapeze Group is a global public transport technology leader. We partner with transport authorities and operator organisations to solve challenges, save money, and improve the experience of the millions of people that travel with our customers every day.

The ANZ arm of our global business is headquartered in Brisbane, where the team have cultivated an exciting and supportive work environment, with a huge emphasis on employee engagement. Our parent company Constellation Software has more than 125,000 customers in over 100 countries, is listed on the Canadian Stock Exchange (TSX: CSU).

About the Role

You will be responsible for driving growth across Australia and New Zealand by securing new business and expanding existing accounts within the community and public transport sectors. This includes positioning Novus and Routematch solutions to not-for-profits, aged care providers, councils, and other community-focused service providers, as well as commercial and government-funded public transport operators.

The role will require developing a strong understanding of the unique needs of community transport providers, fostering relationships with key stakeholders in the industry, and achieving sales targets by delivering tailored, value-driven solutions.

You’ll have the opportunity to:

• Develop and execute strategic sales plans tailored to the needs of community transport providers, aligning with their funding structures and operational challenges.

• Build and maintain strong relationships with NFPs, aged care providers, local councils, and other stakeholders in the community transport sector.

• Act as the primary point of contact for existing customers, ensuring high levels of engagement, satisfaction, and retention.

• Forecast and achieve quarterly and annual sales targets, leveraging Salesforce for opportunity management.

• Develop and manage strategic customer account plans and deal plans based on best practices.

• Lead the execution of a consultative, value-based sales methodology to address the specific challenges of community transport providers.

• Identify opportunities for upselling and cross-selling to existing accounts, driving additional value and revenue growth.

• Prepare pricing and sales contracts, ensuring compliance with funding requirements, company policies, and relevant regulations.

• Collaborate with internal teams to align support requirements for specific sales opportunities.

• Represent Trapeze ANZ at community transport industry events to generate and follow up on sales leads.

• Identify and pursue new business opportunities in alignment with market trends and the evolving needs of community transport providers.

• Provide insights into customer needs, regulatory changes, and funding landscapes to refine sales strategies.

• Ensure accurate and timely reporting of sales activities, forecasts, and pipeline development.

• Work closely with marketing to optimise lead generation and conversion strategies.

• Maintain a high level of product and industry knowledge to effectively position the Routematch and Novus solutions for community transport providers.

• Engage in contract negotiations for new engagements and renewals, supporting deal closure with commercial and legal teams.

• Support the onboarding of new customers to ensure smooth transitions and strong initial engagements.

About You

• Proven experience as a Business Development Manager, Account Manager, Sales Executive, or in a similar role within the software or technology industry.

• Strong background in strategic pricing and commercial engagement for software sales, with an understanding of government and NFP funding models.

• Understanding of best practices and operating principles within the community transport sector.

• Excellent written and verbal communication skills, with the ability to articulate a compelling value proposition tailored to community transport providers.

• Demonstrated ability to achieve and exceed quarterly and annual sales targets.

• Proficiency in using CRM systems for opportunity management (e.g., Salesforce or similar platforms).

• Strong analytical and problem-solving skills to identify and capitalise on opportunities.

• Ability to work independently while collaborating effectively with internal stakeholders.

• High level of commercial acumen and negotiation skills.

• Willingness to travel as required to meet clients, attend conferences, and support business growth initiatives.

• Experience working with not-for-profit organisations, aged care, local councils, or community-based service providers is highly regarded but not essential.

Questions?

If you feel excited by the opportunity to join a rapidly scaling global business, please apply now or get in touch at jobs@trapezegroup.com.au. We'd love to hear from you.

Trapeze Group is committed to creating a culture that values inclusion and diversity. We strongly encourage Aboriginal and Torres Strait Islander peoples, people with disability, mature aged workers, and people from culturally and linguistically diverse backgrounds to submit their application. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, national origin, age, disability, family or career responsibilities, or veteran status.

Please note: Only applicants with Australian working rights will be considered for this role. You will need to successfully pass an Australian National Police Check if you are successful.

Worker Type:

Regular

Number of Openings Available:

1