Business Development Executive – Melbourne

Sodexo is a people business, employing over 400,000 people worldwide and thousands in Australia. Our hospitality all-rounders play a key role in keeping our sites functioning and well-maintained for village residents' safety, comfort, and well-being. Working with Sodexo is more than a job; it’s a chance to be part of something greater because we believe our everyday actions have a big impact.

The Business Development Executive drives the implementation of strategic business initiatives and optimises the sales process in support of acquiring new business across East Coast/National, including New Sector entry. To drive profitable growth by delivering a robust business development capability & sales pipeline that strengthens Sodexo’s market and competitor position for long term growth opportunities.

Responsibilities

• Build and lead East Coast and national business development projects across facilities management, catering and industrial services, converting qualified pipeline opportunities into signed and successfully mobilised contracts at scale.
• Own complex, multi-stakeholder tender and bid processes end-to-end, including commercial strategy, pricing, risk assessment, governance, contract negotiation, award and transition to mobilisation.
• Ensure compliance with all business initiatives.
• Present business opportunities and business cases to the senior leadership team as required.
• Influence and align Operations, Finance, Support Functions and the Country Leadership Team on pursuit strategy, investment decisions, risk settings and delivery commitments.
• Identify, generate, and close sales and new business opportunities.
• Contribute to new product development.
• Contribute to the execution of the marketing strategy and business development plans.
• Provide leadership and training on new lines of business and services to management and staff.
• Screen potential business deals by analyzing the market.
• Coordinate, prepare, and present proposals and business plans that target newly recognized business opportunities.
• Participate in internal and external business events, road shows, and seminars as required by management.
• Creating the vision and designing and implementing a 3-year business development (BD) plan which supports the achievement of Australia and, potentially in future, New Zealand (ANZ) profit & growth goals.
• Ensuring alignment of ANZ business development activities with Group strategic initiatives to contribute to global efficiencies and success.
• Lead the bid management process by ensuring that Operations and Support Functions are fully involved throughout the bid development & submission process to maximise success.
• Drive the growth of new strategic business opportunities through having a thorough knowledge of market segments and competitor activities to build strategic relations with relevant external bodies.
• Develop and leverage genuine sector networks across Energy & Resources, Education, Health and adjacent industrial or government markets to accelerate access to qualified opportunities.
• Balance defence and growth of the core Energy & Resources portfolio with disciplined entry into new sectors, shaping market-entry priorities and long-term pipeline development.
• Lead and manage strategic accounts (Top 50) to retain and grow profitable and successful business.
• Authorise BD policies which set organisation wide standards and comply with legislative & company requirements to build brand awareness, reputation and positions Sodexo as the partner of choice in on-site service solutions.
• Provide leadership and coaching that ensures that the BD function operates as a high performing team.
• Lead and role model behaviours that reflect a commitment to Sodexo values and foster a culture which leverages the benefits of diversity and ensures respect for people.
• Build awareness of Sodexo brand & services by establishing effective relationships and partnering with existing and potential customers and key stakeholders to retain and grow profitable business opportunities.
• Implement principles and practices throughout the organisation which build upon Sodexo’s commitment to corporate social responsibility.
• Direct and coordinate the BD function’s financial and budget activities in keeping with ANZ financial targets.
• Partner with the Marketing team to provide specialist marketing support to ensure that the Sodexo brand is positioned to maximise value in new business opportunities.
• Be responsible for you and your direct report’s adherence to the health, safety, environmental and quality standards, policies and procedures as outlined and updated from time to time.
• Proactively act in a manner that supports a healthy and safe work environment through the effective management of incidents and hazards.

Experiences

• Proven East Coast or national sales leadership in facilities management, catering or industrial services, including building and leading business development projects rather than solely delivering as an individual sales contributor.
• Demonstrated track record converting a qualified pipeline into signed and successfully mobilised contracts at scale.
• Deep commercial and tender management capability, with end-to-end ownership of complex, multi-stakeholder bids including pricing, risk, governance and contract negotiation.
• Established client and industry network in Energy & Resources, Education, Health or adjacent industrial or government sectors.
• Demonstrated strategic capability to defend and grow a core portfolio while developing and executing entry strategies for new sectors.
• Strong internal stakeholder management and executive influencing capability, with credibility operating alongside Operations, Finance and Country Leadership Team stakeholders.
• Experience and understanding of the commercial operating environment to drive commercial success through strategic business development.
• Experience of proactively building a strategic network and establishing profitable relationships in complex internal and external environments.
• Experience of bid management in relation to complex offers or client requirements.
• Experience of leading business development across a wide geographic area or multiple time zones.
• Experience of managing business development in relation to Public Private Partnerships (PPP).
• Experience of sales and business development in the resources or technical services sectors.
• Customer Relationship Management (CRM) Software (Advanced).
• Microsoft Office Suite (Intermediate).
• 5 years’ successful experience at executive level leading a BD function.

Competitive pay and job security in an essential services industry. Access to 100+ retail discounts and multiple salary packaging options. Great teamwork and a solid group of people around you! Opportunities for training and career progression within Sodexo.