BDM / CLIENT GROWTH - CIVIL - Training

A major part of the business is practical industrial and compliance training – ensuring employees working in operational and high-risk environments have the skills, competencies, and certifications they need to undertake their jobs safely.

Alongside their extensive training capability, the wider Group provides consulting and advisory services, risk management technology, prequalification services, PPE, and specialist safety equipment. This means they can do much more than simply deliver a training course. Their ability to understand a client's wider requirements and provide a connected Health & Safety solution is a real point of difference.

The Opportunity:

This is an excellent opportunity for an experienced, relationship-focused BDM who enjoys getting inside large organisations, building strong relationships and uncovering opportunities to grow and develop accounts.

You will work across a portfolio of existing and targeted clients within the civil construction, infrastructure, industrial and trade-based sectors, with plenty of opportunity to increase training activity and grow both the value and breadth of individual accounts.

A key focus from the outset will be managing and growing an established relationship with one of New Zealand’s largest civil and infrastructure organisations. There is considerable untapped potential within this account alone, making it an important part of your portfolio.

The relationship and credibility are already there. Your role is to build on that foundation and expand the partnership across the wider organisation. Rather than relying on a single relationship at Head Office, you will get to know the business across its regions, divisions, branches, projects and operational teams, building relationships with key decision-makers along the way.

You will bring that same client-growth mindset across your wider portfolio – getting close to clients, understanding their operations and workforce requirements, developing relationships across their businesses and identifying opportunities for repeat, recurring and programme-based training. 

The Role:

• Manage and grow a portfolio of civil construction, infrastructure, industrial and trade-based clients.

• Develop a major national civil and infrastructure account, growing the relationship across the wider organisation and maximising all sales opportunities.

• Map major accounts to identify decision-makers and areas of opportunity.

• Build relationships across, regions, projects, divisions and stakeholder groups.

• Identify ongoing and upcoming workforce training and competency requirements.

• Understand upcoming projects and the training requirements they may create.

• Review historical training activity to identify repeat, refresher and missed opportunities.

• Identify opportunities for recurring and in-house based training programmes.

• Develop further opportunities within targeted civil and industrial businesses.

• Prepare proposals and quotations and drive opportunities through to close.

• Work alongside experienced trainers and technical specialists to develop client-specific solutions.

• Identify opportunities for consulting, PPE and other relevant services from across the wider Group.

• Maintain an active sales pipeline through Pipedrive CRM.

You don't need to know every technical detail yourself. The business has experienced trainers, consultants and subject-matter experts who can join client meetings, answer technical questions and help develop solutions.

Your strength will be business development and client growth – getting in front of the right people, asking good questions, spotting opportunities and driving those opportunities through to sale.

About You:

You will be an experienced BDM / Account Manager / Client Growth professional who enjoys working with operational, industrial or trade-based customers. You will be commercially driven and proactive, with the ability to understand a client’s business, identify where further opportunities exist and turn those opportunities into revenue.

You will be comfortable getting inside large organisations, building relationships across multiple levels and developing credibility with people across different branches, regions, projects and operational teams.

You will ideally bring:
Experience within training or Health & Safety would be highly regarded, and previous experience selling into civil construction, infrastructure, industrial or trade-based environments would be particularly relevant.

• Several years of B2B sales / business development / account management experience

• A proven track record of achieving targets and growing revenue.

• Strong experience growing existing accounts and increasing share of wallet.

• The ability to develop relationships across large, multi-site organisations.

• Strong solution-selling skills and the ability to ask the right questions, uncover needs & create opportunities.

• Strong commercial instincts and genuine business curiosity.

• Confidence working with both operational and corporate stakeholders.

• Excellent questioning and listening skills.

• A practical, down-to-earth communication style.

• The drive and confidence to open doors and develop new relationships within existing accounts.

• Strong proposal, CRM and pipeline management skills.

• Confidence preparing proposals and closing business.

• The willingness to prospect and develop completely new customers where the opportunity exists.

The Rewards:

• Base salary of $90K–$110K depending on experience, plus uncapped commission.

• Company vehicle

• Take ownership of a major national account with significant immediate growth potential.

• Broader portfolio of established civil and industrial relationships to develop.

• Strong market reputation and a brand that clients already know.

• Career opportunities within a growing national organisation

• Supportive and collaborative team environment

If you enjoy getting inside major accounts, developing relationships across complex organisations and turning opportunities into long-term partnerships, we would love to hear from you.

Please press APPLY NOW or to ••••@kingsrecruitment.co.nz Or call me - Lisa Baggaley 09 ••• •155

Please note only those shortlisted, will be interviewed, and this will happen within one week of your application.