Key responsibilities for the role
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
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.
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
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.
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.
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.
1.Opportunity identification and pipeline growth
2. Client Engagement & Relationship Building
3.Sales conversion and handover
4. Cross-Functional Collaboration
5. Market & Competitive Intelligence
6. Performance Monitoring, Analysis & Reporting
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.
Skills Required
- 3-5 years of experience in business development, sales, or a commercial role
- Proven track record building and converting pipelines in a B2B environment
- Experience managing the full sales cycle, including lead generation, qualification, proposals, negotiation, and closing
- Demonstrated ability to meet or exceed sales targets or growth KPIs
- Experience using CRM platforms and sales automation tools
- Strong understanding of hardware and software product ecosystems
- Experience in estimating
What We Do
Coates Group is a growing global technology and digital merchandising solutions provider creating immersive experiences for some of the world's leading brands and their customers. We are focused on creating dynamic, personalised and engaging experiences powered by our range of digital hardware and proprietary content management system. If you’ve ordered in-store or in the Drive-Thru at McDonald’s somewhere in the world, chances are you’ve interacted with our digital solutions! We work across 50+ global markets with our headquarters located in Sydney, Australia and other offices in Japan, India, China, the Middle East, Canada, Europe and the United States. Our people who we proudly call our “Crew” are at the heart of everything that we do. So, it is our commitment to empower and develop the people that set us apart. This is done by implementing new policies that our people care about like an annual market competitive bonus program, opportunities for growth and prioritisation for learning and development that includes kick-starting our new wellbeing program called Thrive. The cornerstone of Thrive is our flexible work approach, including a suite of flexible work options because we are believers that you should never miss an important life or work moment. Thrive also equips our crew with wellness tools and dedicated time to prioritise our health with Yoga and Meditation programs as well as a Global Wellness Day off to enjoy and recharge plus a Give Back Day for the opportunity to make an impact on the community. Be part of a global team of talented, ambitious, creative people that value integrity, individuality and inclusivity. (Ask us about our Equality + Empowerment Initiatives). We are one global crew with diverse perspectives that make us stronger. We are curious, charismatic and authentic. And together, we make our purpose become a reality, to create immersive brand experiences for everyone
