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Business Development Manager – Thermal Rolls & Shipping Labels B2B Wholesale, Reseller and Distributor Sales Location: Remote / Work From Home Employment Type: Full-Time Market: Australia Industry: Thermal Paper Rolls | Direct Thermal Labels | Packaging Supplies | POS Consumables | Office Supplies About The Role We are seeking an experienced Business Development Manager / Senior Account Manager to drive B2B sales of thermal paper rolls, direct thermal shipping labels and related consumable products across Australia. The role is focused on developing high-volume commercial accounts through: Wholesalers Distributors Resellers Office supply dealers Packaging suppliers POS equipment suppliers Cash register suppliers Stationery distributors E-commerce supply companies Logistics and fulfilment suppliers Buying groups Retail chains National account customers This is a sales and revenue-focused position. The successful candidate must have an established understanding of the Australian B2B reseller, wholesale and distribution market. A minimum of five years' Australian B2B sales experience is mandatory . Products The product range may include: EFTPOS thermal paper rolls POS and cash register rolls Receipt paper rolls BPA-free and phenol-free thermal rolls Direct thermal shipping labels 100 mm × 150 mm courier labels Barcode labels Freight and logistics labels Printer-compatible label rolls Custom-sized thermal labels Packaging and warehouse consumables Private-label and OEM product ranges Key Responsibilities Business Development Identify and secure new reseller, wholesale and distributor accounts across Australia. Build a strong sales pipeline of high-volume commercial buyers. Target office supply dealers, packaging distributors, POS suppliers, logistics suppliers and national buying groups. Generate new business through outbound calling, email outreach, LinkedIn, referrals, trade databases and industry networks. Present pricing, product specifications and commercial supply proposals to decision-makers. Negotiate reseller pricing, wholesale agreements, volume discounts and supply contracts. Convert prospects into active, repeat-purchase customers. Develop state-based and national distribution opportunities. Identify private-label, exclusive distribution and high-volume contract opportunities. Account Management Manage and grow existing reseller, wholesale and distributor accounts. Maintain strong relationships with business owners, procurement managers, category managers and sales managers. Increase customer order frequency, average order value and product range penetration. Conduct regular account reviews and identify opportunities for cross-selling and upselling. Prepare account-specific pricing and volume rebate structures. Resolve customer issues commercially and maintain high account-retention levels. Reactivate dormant and underperforming accounts. Monitor competitor pricing and protect account profitability. Sales Strategy Develop and execute a national B2B sales plan. Segment the market by reseller type, purchasing volume, location and commercial opportunity. Recommend pricing structures for carton, pallet and container-level quantities. Analyse competitor products, pricing, specifications and market positioning. Identify gaps in the Australian thermal roll and shipping-label market. Support the development of distributor programs, reseller incentives and sales promotions. Provide accurate sales forecasts and pipeline reporting. Work closely with operations, purchasing and management to align stock availability with sales demand. Product and Commercial Support Understand and confidently communicate product specifications, including: + Label dimensions + Labels per roll + Core diameter + Roll diameter + Paper quality + Thermal coating + Adhesive type + Perforation + Printer compatibility + BPA-free and phenol-free requirements + FSC or other applicable environmental certifications + Carton quantities + Pallet configurations + Custom manufacturing options Prepare quotations, tenders, pricing schedules and reseller proposals. Coordinate product samples and customer trials. Assist customers with product selection and compatibility requirements. Support onboarding of new reseller and distribution accounts. Maintain accurate CRM records, follow-up activities and sales notes. Mandatory Experience Applicants must have: A minimum of five years' B2B sales experience in the Australian market. Proven experience selling to Australian wholesalers, distributors, resellers or buying groups. Strong experience managing commercial accounts and developing repeat-order business. Demonstrated success generating new accounts through outbound business development. Experience negotiating wholesale pricing and high-volume supply agreements. Strong knowledge of Australian B2B sales processes and buyer expectations. Excellent written and spoken English. Strong commercial negotiation and relationship-management skills. Experience using CRM systems, Microsoft Office and online sales tools. The ability to work independently and remain accountable to sales targets. Highly Desirable Industry Experience Preference will be given to candidates with experience in one or more of the following: Thermal paper rolls Direct thermal labels Shipping and courier labels POS consumables Cash register supplies Packaging products Barcode and identification products Office supplies Stationery wholesale Printer consumables Warehouse and logistics supplies Retail consumables E-commerce fulfilment supplies Paper products Import and distribution businesses Candidates with existing relationships across Australian reseller, wholesale, office supply, packaging or POS distribution channels will be highly regarded. Ideal Candidate The ideal candidate is a commercially aggressive and highly accountable B2B sales professional who understands how to build revenue through reseller and distribution channels. You will be comfortable: Cold calling prospective accounts Opening new reseller relationships Speaking directly with business owners and procurement managers Comparing competitor pricing Negotiating volume-based supply agreements Managing long B2B sales cycles Following up consistently Closing high-volume accounts Growing repeat monthly and quarterly orders Working to clear sales and revenue targets This is not a customer service or general administration role. It is a hands-on business development position focused on winning accounts, increasing sales and building long-term distribution channels. Key Performance Indicators Performance will be measured against: New reseller and distributor accounts opened Qualified opportunities generated Monthly and quarterly sales revenue Gross profit generated Number of outbound sales activities Quotation-to-order conversion rate Repeat-order rate Average account value Customer retention Dormant accounts reactivated Pipeline value and forecast accuracy Pallet and high-volume orders secured What Success Looks Like Within the first three to six months, the successful candidate will have: Developed a qualified national sales pipeline Opened new reseller and wholesale accounts Established relationships with key industry decision-makers Secured recurring carton and pallet-volume orders Identified major distributor and buying-group opportunities Built a structured account-management and follow-up process Delivered measurable revenue and gross-profit growth Application Requirements Applicants must provide: A current resume Details of their Australian B2B sales experience Examples of wholesalers, distributors or reseller channels previously managed Products or industries previously sold into the Australian market Evidence of sales targets achieved Details of major accounts opened or developed Applications without at least five years of relevant Australian B2B sales experience will not be considered.
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