GLORY

Automates cash handling with cash recyclers

Business Development Manager

Account ExecutiveUpdated on Nov 13

Full-timeNo salary listed

About the Job

Requirements

Tertiary qualifications in Business.
At least 5 years of enterprise sales experience within Retail, Fuel & Convenience, or adjacent technology markets.
Proven success selling complex technology solutions, including one or more of retail technology, unified commerce platforms, point-of-sale solutions, self-checkout systems, digital ordering platforms, customer engagement technologies, store operations solutions, payments and transaction technologies, cash automation solutions, SaaS, or enterprise software solutions.
A demonstrated track record of achieving sales quotas and developing funnel coverage to meet business plan objectives.
Experience delivering retail-focused messaging and presentations to senior stakeholders at customer meetings and industry events.
Experience using CRM software or similar KPI reporting tools.
Ability to build constructive, trusted relationships with senior customer stakeholders.
Strong solution-selling and consultative-selling abilities.
Customer-focused behavior, with consulting and presentation skills.
Ability to work effectively with cross-divisional and cross-functional teams.
Strong written and verbal communication skills, including proficiency in Microsoft Word, Microsoft Project, Excel, and PowerPoint.
Well-developed planning and organizational skills, with strong attention to detail.
Strong analytical and problem-solving skills.
Ability to work independently, flexibly, and with a high degree of initiative.
Ability to meet deadlines.
Ability to engage internal stakeholders and gain their support.
Adherence to Health & Safety policies and procedures, prompt and accurate reporting of workplace incidents and injuries, and prompt reporting of hazards according to the hazard management process.

Responsibilities

Define and execute the sales strategy to develop a qualified pipeline and achieve budgeted targets under the guidance of the Sales Director ANZ.
Identify and develop strategic opportunities across Enterprise Retail and Fuel & Convenience accounts through structured territory and account planning focused on enterprise transformation, customer experience improvements, operational efficiency, and technology modernization.
Generate and qualify new opportunities and progress them through the sales funnel.
Build and maintain relationships with key stakeholders across Operations, IT, Digital, Store Development, Finance, and Customer Experience functions.
Develop partner-led opportunities through engagement with POS providers, systems integrators, consulting organizations, and complementary technology partners.
Position and promote the broader Glory portfolio, including unified commerce, self-checkout, digital ordering, customer engagement, cash automation, and retail operations solutions.
Identify opportunities to cross-sell and expand relationships across Glory, Flooid, and Acrelec offerings.
Represent Glory at industry events, conferences, and customer thought-leadership forums.
Manage and respond to enquiries received through the website and other channels.
Maintain accurate opportunity, account, and pipeline management information within CRM systems.
Proactively manage customer accounts, acknowledge customer orders on time, manage order quotations in consultation with the Sales Director ANZ, and coordinate modifications to existing orders.
Coordinate internal subject matter experts from Glory, Flooid, and Acrelec to support complex sales opportunities and deliver customer experience and commercial value.
Represent the voice of the customer and market by understanding strategic priorities and providing feedback on industry trends and technology needs.

Desired Qualifications

Completion of sales training programs and familiarity with strategic sales methodologies such as Miller Heiman, Target Account Selling, or SPIN.

ROLE TITLE: Business Development Manager

FUNCTION: Sales

REGION: Asia Pacific

REPORTING: Sales Director, ANZ

LOCATION: Sydney or Melbourne

Introducing Glory

Global Leaders in Customer Experience Automation

With a culture rooted in innovation, Glory’s people are transforming our customer’s businesses every day. Our automation solutions empower retailers, restaurants and financial institutions to save time, money, and deliver unrivalled customer experiences. Publicly listed and proudly international, Glory has been a trusted name for over 100 years. This reputation is built on our pioneering software and hardware combined with our dynamic people. Alongside our technology, it’s our people who drive our success.

ROLE PURPOSE

The Business Development Manager is responsible for developing strategic growth opportunities within enterprise-sized retailers and Fuel & Convenience operators across Australia. The role will identify, develop and close opportunities across the broader Glory portfolio, including our unified commerce platform, self-service and digital engagement solutions, cash and payment automation technologies and adjacent retail technology offerings. Working closely with customers, partners and internal specialists, the Business Development Manager will build relationships, understand customers' strategic priorities and develop technology roadmaps that deliver measurable business value, operational efficiency and enhanced customer experiences.

MAIN RESPONSIBILITIES

Strategic Planning

Define and execute the sales strategy to develop a healthy, qualified pipeline and achieve budgeted targets under the guidance of the Sales Director ANZ.
Identify and develop strategic opportunities across Enterprise Retail and Fuel & Convenience accounts through a structured territory and account planning process, focused on enterprise transformation initiatives, customer experience improvements, operational efficiency and technology modernisation.

Business Development

Proactively generate and qualify new opportunities and progress them through the sales funnel.
Build and maintain relationships with key stakeholders across Operations, IT, Digital, Store Development, Finance and Customer Experience functions.
Develop partner-led opportunities through engagement with POS providers, systems integrators, consulting organisations and complementary technology partners.
Position and promote the broader Glory portfolio, including unified commerce, self-checkout, digital ordering, customer engagement, cash automation and retail operations solutions.
Identify opportunities to cross-sell and expand relationships across Glory, Flooid and Acrelec offerings.
Represent Glory at industry events, conferences and customer thought leadership forums.
Manage and respond to miscellaneous enquiries received through website and other channels.

Account Management

Maintain accurate opportunity, account and pipeline management information within CRM systems.
Proactively manage customer accounts, ensuring timely acknowledgement of customer orders, management of order quotations in consultation with the Sales Director ANZ and modifications to existing orders.
Coordinate internal subject matter experts from Glory, Flooid and Acrelec to support complex sales opportunities to set up and deliver outstanding customer experience and commercial value.
Act as the voice of the customer and the market, understanding their strategic priorities and providing feedback on industry trends and technology needs.

Health & Safety

Adherence to Health & Safety policies and procedures at all times.
Ensure the prompt and accurate reporting of any workplace incidents and injuries.
Ensure any hazards are promptly reported according to the hazard management process.

REQUIRED EDUCATION AND EXPERIENCE

Education Level:

Tertiary qualifications in Business.
Completion of sales training programs and familiarity with in strategic sales methodologies (e.g. Miller Heiman, Target Account Selling, SPIN) is desirable but not essential.

Experience:

5+ years’ enterprise sales experience within Retail, Fuel & Convenience or adjacent technology markets.
Proven success in selling complex technology solutions including one or more of: retail technology, unified commerce platforms, point-of-sale solutions, self-checkout systems, digital ordering platforms, customer engagement technologies, store operations solutions, payments and transaction technologies, sash automation solutions, SaaS or enterprise software solutions.
Demonstrated track record of achieving sales quotas and developing funnel coverage to meet business plan objectives.
Strong experience in delivering retail focused messaging and presentations to senior stakeholders at customer meetings and industry events.
Experience using CRM software and/or similar KPI reporting tools.

REQUIRED SKILLS AND COMPETENCIES

A natural hunter with proven ability to build constructive trusted relationships with senior customer stakeholders.
Strong solution selling and consultative selling abilities.
Customer focused behaviour, with strong consulting and presentation skills.
Ability to work effectively with cross-divisional and cross-functional teams.
Strong written and verbal communication skills including proficiency in Microsoft Word, Project, Excel and PowerPoint.
Well-developed planning and organisational skills with strong attention to detail.
Strong analytical skills and problem-solving ability.
Self-confident with a proactive and can-do attitude.
Comfortable presenting to customers and large audiences.
The ability to work independently, flexibly and with a high degree of initiative.
Proven ability to meet deadlines.
Resilient and hard working.
Strong entrepreneurial spirit.
Team player with the ability to engage and gain support from internal stakeholders.

About the Company

GLORY

Automates cash handling with cash recyclers

1) What the company does: Glory Global Solutions provides cash technology solutions that automate cash processes for customers in the financial, retail, gaming, and cash-in-transit industries, including products like cash recyclers and point-of-sale cash management systems. 2) How the product works: Its cash handling systems automate cash intake, storage, verification, and dispensing, often recycling cash to optimize liquidity and reduce manual handling, with secure, integrated hardware and software that fit clients’ workflows. 3) How it differs from competitors: It offers customized, end-to-end cash technology solutions and ongoing service agreements tailored to each client’s security, efficiency, and operational needs, rather than generic hardware. 4) Goal: To improve operational efficiency, enhance security, free staff to focus on customer experience, and promote sustainability by designing technology that supports social change and efficient cash management.

Company size: Not listed
Company stage: Acquired
Total funding: Not listed
Headquarters: Basingstoke, United Kingdom
Founded: 2008

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