Business Development Manager (VIC)

About Us

Rachel Donath is a premium Australian furniture and interiors house known for considered design, enduring quality and a high touch customer experience.

We have achieved significant and sustained growth across multiple markets, with a growing presence across Australia, the United States and internationally. Our business serves a diverse mix of private clients, interior designers, architects, property developers, hospitality groups, commercial projects and multi residential developments.

As we continue to scale, we are looking for an ambitious, highly connected Business Development Manager to help take the business into its next phase of growth.

This is a role for someone who knows the design and property industry, has exceptional existing relationships and networks, and is naturally driven to create opportunities rather than wait for them to come in.

About the Role

This is a senior, highly outbound-focused business development and account management role within a fast growing design brand.

As Business Development Manager, you will be responsible for identifying and creating new business opportunities, developing strategic industry relationships and growing our existing trade client base.

A key focus of the role will be expanding Rachel Donath beyond traditional residential trade into hospitality, commercial and multi-residential projects, while continuing to grow our relationships with leading interior designers, architects, developers, builders and other design professionals.

You will be expected to bring an established network of genuine industry relationships and use those relationships to open doors, create opportunities and generate new business from day one.

This is not a role where we wait for leads to come in.

We are looking for someone who is proactive, highly networked and commercially ambitious - someone who picks up the phone, gets out of the showroom, books meetings, attends events, identifies projects early and actively creates opportunities for the brand.

You will be responsible for:

• Driving new business through proactive outbound activity and existing industry relationships

• Identifying and developing new markets, sectors, clients and project opportunities

• Building the Rachel Donath presence across hospitality, commercial and multi-residential projects

• Developing relationships with leading interior designers, architects, developers, builders, hospitality groups and commercial property professionals

• Managing and growing an existing portfolio of trade accounts

• Identifying upcoming projects and positioning Rachel Donath for specification early in the project lifecycle

• Building a strong and measurable sales pipeline

• Converting relationships and opportunities into profitable revenue

Key Responsibilities

Business Development & New Markets

Proactively identify and pursue new business opportunities across Victoria

Develop and execute a structured outbound business development strategy

Leverage your existing industry relationships and network to create new opportunities for Rachel Donath

Identify new markets, sectors, geographic opportunities and potential revenue streams

Research upcoming developments, projects, refurbishments and procurement opportunities and identify where Rachel Donath can be specified

Build relationships with key decision makers, specifiers, architects, designers, developers, procurement teams and project stakeholders

Develop opportunities across hospitality, commercial, workplace, education and multi-residential projects, alongside high end residential

Identify opportunities for larger scale furniture packages and project specifications

Develop strategic relationships with design studios, architecture practices, property developers, hotel groups, hospitality operators, builders and commercial property groups

Represent Rachel Donath at relevant industry events, design shows, networking events and client functions

Generate referrals and introductions through your existing network

Work closely with the Founder on strategic business development opportunities and priority accounts

Trade & Account Management

Manage and grow an existing portfolio of trade and professional clients

Build strong, long term relationships with interior designers, architects, developers, builders and other industry professionals

Maintain regular and meaningful contact with key accounts

Identify opportunities to increase share of wallet, cross sell and introduce clients to new collections

Proactively communicate new products, launches, stock availability and relevant opportunities

Follow up quotes, specifications and projects through to conversion

Maintain strong relationships throughout the project and post sale process

Identify opportunities to reactivate dormant accounts and deepen relationships with high-value clients

Ensure all client and opportunity information is accurately recorded in HubSpot

Project & Specification Sales

Identify projects at an early stage and build relationships with the relevant decision makers

Develop opportunities from initial introduction through to specification and order

Work closely with designers, architects and project teams to understand project requirements and position the Rachel Donath collection appropriately

Identify opportunities for custom, bulk or project based orders where relevant

Coordinate internally with operations, customer experience and other teams to ensure projects are delivered successfully

Track project pipelines, expected values, timelines and conversion opportunities

Sales Performance & Pipeline Management

Meet and exceed monthly and annual sales targets

Maintain a healthy and continuously growing sales pipeline

Meet agreed outbound activity and appointment KPIs

Generate a consistent number of new qualified opportunities each month

Track conversion rates from prospecting through to sale

Monitor project value, sales margins and profitability

Provide regular reporting on pipeline, activity, opportunities and sales performance

Use HubSpot consistently to manage all prospects, opportunities and client relationships

Identify gaps in the pipeline and proactively develop strategies to address them

Market Intelligence

Maintain a strong understanding of the Australian and international design, architecture, property and hospitality industries

Monitor upcoming developments, major projects, new businesses and emerging opportunities

Identify trends and new sectors that could represent growth opportunities for Rachel Donath

Provide regular feedback to the Founder on market activity, competitor positioning, customer needs and opportunities

Recommend new markets, partnerships and commercial opportunities

About You

You are an experienced business development and sales professional with a strong network across the design, architecture, property, hospitality or commercial sectors.

You have excellent existing industry contacts and genuine relationships that you can leverage to create opportunities from day one.

You have a proven track record of generating new business rather than simply managing inbound leads.

You are highly proactive and naturally motivated by opening doors, building relationships and winning new business.

You have strong experience across B2B sales, account management and relationship led business development.

You understand how to identify and pursue opportunities within hospitality, commercial and multi-residential projects.

You have strong relationships with interior designers, architects, developers, builders, hospitality operators, property professionals and/or procurement teams.

You are commercially minded and understand how to turn relationships into revenue.

You are confident picking up the phone, cold calling, asking for meetings and following up persistently.

You are comfortable getting out from behind a desk and spending significant time meeting clients, attending events and building relationships.

You have excellent communication, presentation and negotiation skills.

You are highly organised and disciplined in managing your pipeline, follow-up and CRM activity.

You are confident using CRM systems, with HubSpot experience highly regarded.

You have a genuine appreciation for furniture, interiors, architecture and design and can confidently articulate the value and point of difference of a premium design brand.

You are ambitious, entrepreneurial and excited by the opportunity to help build something.

The ideal candidate will have:

• 5–8+ years' experience in business development, sales or account management

• An established and relevant network across the Australian design, architecture, property, hospitality or commercial industries

• A proven track record of winning new business and growing revenue

• Strong experience in B2B and relationship led sales

• Experience with project/specification sales highly regarded

• Experience across hospitality, commercial or multi-residential sectors highly regarded

• Strong negotiation and commercial skills

• Excellent follow-up and pipeline management discipline

• A strong understanding of the design and property landscape

What We Offer

Flexible working arrangements

Staff discounts on exceptional design pieces

Ongoing learning and development

The opportunity to work closely with the Founder and senior leadership team

Meaningful influence within a scaling multi-region business

The opportunity to help shape the next phase of growth for an ambitious Australian design brand

The opportunity to build Rachel Donath's presence across new markets, including hospitality, commercial and multi-residential

A role with significant autonomy, responsibility and scope to make an impact

To Apply

Please send your CV and a cover note telling us why you're the right fit for Rachel Donath to careers@racheldonath.com.