About the Role
ROLE TITLE: Business Development Manager
FUNCTION: Sales
REGION: Asia Pacific
REPORTING: Sales Director, ANZ
LOCATION: Sydney or Melbourne
Introducing Glory
Global Leaders in Customer Experience Automation
With a culture rooted in innovation, Glory’s people are transforming our customer’s businesses every day. Our automation solutions empower retailers, restaurants and financial institutions to save time, money, and deliver unrivalled customer experiences. Publicly listed and proudly international, Glory has been a trusted name for over 100 years. This reputation is built on our pioneering software and hardware combined with our dynamic people. Alongside our technology, it’s our people who drive our success.
ROLE PURPOSE
The Business Development Manager is responsible for developing strategic growth opportunities within enterprise-sized retailers and Fuel & Convenience operators across Australia. The role will identify, develop and close opportunities across the broader Glory portfolio, including our unified commerce platform, self-service and digital engagement solutions, cash and payment automation technologies and adjacent retail technology offerings. Working closely with customers, partners and internal specialists, the Business Development Manager will build relationships, understand customers' strategic priorities and develop technology roadmaps that deliver measurable business value, operational efficiency and enhanced customer experiences.
Key Responsibilities
MAIN RESPONSIBILITIES
Strategic Planning
- Define and execute the sales strategy to develop a healthy, qualified pipeline and achieve budgeted targets under the guidance of the Sales Director ANZ.
- Identify and develop strategic opportunities across Enterprise Retail and Fuel & Convenience accounts through a structured territory and account planning process, focused on enterprise transformation initiatives, customer experience improvements, operational efficiency and technology modernisation.
Business Development
- Proactively generate and qualify new opportunities and progress them through the sales funnel.
- Build and maintain relationships with key stakeholders across Operations, IT, Digital, Store Development, Finance and Customer Experience functions.
- Develop partner-led opportunities through engagement with POS providers, systems integrators, consulting organisations and complementary technology partners.
- Position and promote the broader Glory portfolio, including unified commerce, self-checkout, digital ordering, customer engagement, cash automation and retail operations solutions.
- Identify opportunities to cross-sell and expand relationships across Glory, Flooid and Acrelec offerings.
- Represent Glory at industry events, conferences and customer thought leadership forums.
- Manage and respond to miscellaneous enquiries received through website and other channels.
Account Management
- Maintain accurate opportunity, account and pipeline management information within CRM systems.
- Proactively manage customer accounts, ensuring timely acknowledgement of customer orders, management of order quotations in consultation with the Sales Director ANZ and modifications to existing orders.
- Coordinate internal subject matter experts from Glory, Flooid and Acrelec to support complex sales opportunities to set up and deliver outstanding customer experience and commercial value.
- Act as the voice of the customer and the market, understanding their strategic priorities and providing feedback on industry trends and technology needs.
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.
Skills, Knowledge & Expertise
REQUIRED EDUCATION AND EXPERIENCE
Education Level:
- Tertiary qualifications in Business.
- Completion of sales training programs and familiarity with in strategic sales methodologies (e.g. Miller Heiman, Target Account Selling, SPIN) is desirable but not essential.
Experience:
- 5+ years’ enterprise sales experience within Retail, Fuel & Convenience or adjacent technology markets.
- Proven success in selling complex technology solutions including one or more of: retail technology, unified commerce platforms, point-of-sale solutions, self-checkout systems, digital ordering platforms, customer engagement technologies, store operations solutions, payments and transaction technologies, sash automation solutions, SaaS or enterprise software solutions.
- Demonstrated track record of achieving sales quotas and developing funnel coverage to meet business plan objectives.
- Strong experience in delivering retail focused messaging and presentations to senior stakeholders at customer meetings and industry events.
- Experience using CRM software and/or similar KPI reporting tools.
REQUIRED SKILLS AND COMPETENCIES
- A natural hunter with proven ability to build constructive trusted relationships with senior customer stakeholders.
- Strong solution selling and consultative selling abilities.
- Customer focused behaviour, with strong consulting and presentation skills.
- Ability to work effectively with cross-divisional and cross-functional teams.
- Strong written and verbal communication skills including proficiency in Microsoft Word, Project, Excel and PowerPoint.
- Well-developed planning and organisational skills with strong attention to detail.
- Strong analytical skills and problem-solving ability.
- Self-confident with a proactive and can-do attitude.
- Comfortable presenting to customers and large audiences.
- The ability to work independently, flexibly and with a high degree of initiative.
- Proven ability to meet deadlines.
- Resilient and hard working.
- Strong entrepreneurial spirit.
- Team player with the ability to engage and gain support from internal stakeholders.
Job Benefits
Glory Values
The Glory Values represent our commitment to collaboration, diversity and innovation. They serve as a practical blueprint of how we work together both with colleagues and customers. By living these values, we can tackle new challenges, exceed expectations, enhance our skills, and foster trust and respect in our work relationships.
- Customer Delight. We put our customers first
- Integrity. We do the right thing, always.
- Innovation. We embrace new challenges and shape the future.
- Speed. We move fast, that’s how we stay ahead.
- Diversity & Respect. We value the strength in our differences.
- Teamwork. We succeed together.
Equal Opportunities
Glory believes in equal opportunity for all qualified persons and will not discriminate against any applicant for employment because of race, colour, religion, marital status, national origin, gender, age, disability, veteran status, or any other status protected by law.
Third Party Agencies
Unsolicited resumes will not be accepted by Glory. Should an agency choose to send unsolicited resumes, Glory reserves the right to review such resumes but will not be held liable for any fees/charges associated with a candidate hire except where a formal written agreement is in place between Glory and the Agency to source candidates for a specific role.
Why Join Us
Here at Glory, our ambitions are as big as yours. And that’s why we are actively looking to recruit the best of the best. Join Glory and you will be part of the force driving our transformative technology and leading-edge innovations. That’s because every Glory solution is powered by exceptional people like you. People with experience, skills and dedication. Here, we prioritise the development and well-being of our people. Across vibrant and collaborative workplaces, you’ll team up with colleagues across the world to deliver remarkable solutions in more than one-hundred countries. Looking to make a global impact? Join Glory in innovating the future of business transformation.