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.