Business Development Manager

Position Title: 

Business Development Manager - Aftermarket

Department: 

Business Development

Location: 

Perth

Reports To: 

Branch Manager

Direct Reports:

N/A

Job Objective: 

Professionally represent the company in the direct selling and advocacy of CAPS aftermarket sales and service capabilities to senior decision makers.

Secure partnerships with customers that grow aftermarket financial performance through the delivery of CARE service agreements, Rental and innovation strategies inline with our recurring revenue targets throughout Western Australia.

Duties and Responsibilities: 

Work safely and comply with all reasonable health and safety requirements as designated by CAPS Australia.  Keep yourself and others safe, comply with the CAPS safety absolutes.

To ensure that monthly sales targets and profit objectives are met. Annual, quarterly and monthly targets are to be provided to the BDM by the line manager and jointly reviewed.

Review CAPS Agreement Reports and follow-up on emergent opportunities.

Prepare, negotiate, and deliver service CARE agreements and contracts new and existing as required.

Preparation of estimates and quotations for service sales enquiries using prices based on current price book levels and in-house guidelines.

Use the information in the Service database to identify opportunities for servicing and enhancements.

Ensure CAPS Rentals hire opportunities are secured through your endeavours.  Keep a record of these leads, opportunities and outcomes recording activity in XRM and collating in the monthly and quarterly report. 

Regular and routine utilisation of CAPS business tools such as XRM, Service Calculator, Pronto and other systems from time to time as may be required to fulfil the requirements of this role.

Aid the sales team with the preparation and presentation of service agreements for all new machine sales as may be required.

To plan business development activities that will, typically (as agreed with your manager), target up to 70% of your time with existing CAPS customers, and 30% with potential new customers.

Target 25% of time visiting strategic customers in the field. A monthly plan of action is to be provided and agreed to with line manager.

 Submit monthly activity report to your manager. The report should contain as a minimum brief detail of your planned, actual activities and the status of current quotations.

Ensure deadlines and customer requirements are met. Follow up on matters requested of you in a proper and timely basis.

To operate within the guidelines of the Companies policies and Procedures, and to maintain the highest code of business conduct and ethics.

All other duties as and when requested that are within your skills and abilities

Relationships: 

Internal:

Successful performance in this role requires strong internal collaboration across various departments within CAPS Australia. Effective communication and cooperation with colleagues ensure streamlined operations, enhanced customer service, and business growth. Key internal relationships include:

• Sales Team – Collaboration with the sales team is crucial in supporting new machine sales with tailored service agreements, ensuring long-term customer engagement and revenue growth.

• Service Team – Close interaction with field service personnel and technicians and act upon emerging service opportunities.

• Operations and Logistics – Coordinating with internal teams to align with customer needs and expectations.

• Finance and Administration – Working alongside finance and administrative teams to ensure accurate quoting, invoicing, and financial tracking of service agreements and contracts.

• Management and Leadership – Engaging with management to set and review sales targets, business development strategies, and reporting structures for continuous improvement and growth.

• Marketing Team – Collaborating on customer insights and innovation strategies to align marketing efforts with customer needs and industry trends.

Effective internal relationships facilitate the seamless execution of service agreements, enhance productivity, and drive business objectives in alignment with CAPS Australia’s strategic goals.

External:

Externally, this role requires proactive engagement with various stakeholders to build and maintain strong partnerships that contribute to CAPS Australia’s aftermarket sales and service performance. Key external relationships include:

• Customers and Prospective Clients – Engaging directly with senior decision-makers to advocate CAPS’ service capabilities, negotiate agreements, and secure long-term partnerships for aftermarket sales and services.

• Industry Partners and Suppliers – Establishing and maintaining relationships with suppliers and technology partners to ensure access to high-quality equipment, spare parts, and innovative solutions that meet customer demands.

• Regulatory and Compliance Bodies – Ensuring that service agreements and operational activities comply with industry regulations, workplace safety standards, and environmental policies.

• Technical Consultants and Contractors – Collaborating with third-party experts when necessary to deliver comprehensive solutions that enhance the performance and longevity of customer equipment.

• Industry Associations and Networking Groups – Engaging in industry forums, conferences, and networking events to stay informed of market trends, emerging technologies, and potential business opportunities.

By fostering strong internal and external relationships, this role drives CAPS Australia's aftermarket financial performance, enhances customer satisfaction, and contributes to the company’s ongoing success.

Critical Behaviours

Ability to complete sales cycle planning, strategy implementation and territory management.

Delivery of high-quality Agreements and presentations to our customers

The ability to work autonomously in the field.

Excellent phone manner and customer service skills.

Key Result Areas (linked to performance review):

Adaptability

Communicating

Customer Focus

Drive For Results

Relationship Building