B2B Account Manager & Business Development Manager

A4 Copy Paper | Envelopes | Office Supplies | Wholesale Distribution

Location: Australia
Employment Type: Full-Time
Industry: Paper Products | Office Supplies | Stationery | Wholesale | Distribution | B2B Sales

About the Role

We are seeking an experienced B2B Account Manager and Business Development Manager to grow sales of A4 copy paper, envelopes and related office-supply products across the Australian market.

This is a hands-on, revenue-focused role responsible for managing existing commercial accounts, winning new customers, increasing repeat orders and developing long-term wholesale and reseller relationships.

The successful candidate will target:

• Office-supply retailers
• Stationery wholesalers
• Newsagents and post offices
• Commercial printers
• Print and copy centres
• Schools and education providers
• Tuition centres
• Childcare centres
• Medical centres and pharmacies
• Accounting and legal firms
• Corporate offices
• Warehouses and logistics businesses
• Real estate and construction companies
• Government departments and councils
• Procurement organisations
• Cleaning and facility-management companies
• Resellers and distributors

This role requires a minimum of five years' Australian B2B sales experience, preferably within paper, stationery, office supplies, packaging, printing, FMCG, wholesale or commercial distribution.

Key Responsibilities

B2B Sales and Business Development

• Generate new business for A4 copy paper, envelopes and related office-supply products.
• Prospect and engage businesses that purchase paper and envelopes in regular commercial volumes.
• Develop new accounts across wholesale, reseller, corporate, education, healthcare and government markets.
• Conduct outbound sales calls, email campaigns, LinkedIn outreach and face-to-face meetings.
• Identify high-volume users and convert them into recurring purchasing accounts.
• Build relationships with procurement managers, office managers, business owners, purchasing officers and distributors.
• Prepare quotations, tenders, pricing schedules and commercial proposals.
• Negotiate pricing, supply agreements and order volumes within approved margin guidelines.
• Follow up all quotations and sales opportunities until a clear outcome is achieved.
• Maintain a consistent pipeline of qualified prospects and active sales opportunities.
• Achieve monthly and quarterly revenue, gross-profit and new-account targets.

Account Management

• Manage and grow a portfolio of existing commercial and wholesale accounts.
• Build strong relationships with customers to improve retention and purchasing frequency.
• Conduct regular account reviews to identify changes in volume, product requirements and purchasing behaviour.
• Increase average order value through upselling and cross-selling.
• Introduce additional paper grades, envelope sizes and relevant office-supply products.
• Secure repeat orders before customers run out of stock.
• Reactivate inactive, dormant and low-spending accounts.
• Identify accounts at risk and implement retention strategies.
• Resolve pricing, delivery, stock and service issues professionally.
• Coordinate with warehouse, logistics, finance and customer-service teams.
• Maintain clear communication regarding stock availability, delivery timeframes and order status.

A4 Paper Sales

• Sell A4 copy paper across multiple quality, whiteness, packaging and price categories.
• Understand customer requirements relating to GSM, brightness, whiteness, opacity and print performance.
• Position products according to value, quality, reliability and commercial application.
• Develop volume-based offers for businesses purchasing cartons, pallets or container quantities.
• Target customers using high volumes of copy paper for printing, administration, education and daily operations.
• Build repeat-order cycles based on customer consumption.
• Monitor competitor products, pricing and market positioning.
• Communicate product specifications accurately and professionally.
• Support product trials, sample distribution and conversion from competing paper brands.

Envelope Sales

• Sell commercial envelopes across standard and customised sizes.
• Develop accounts requiring regular volumes of plain, printed, window and non-window envelopes.
• Target mailing houses, printers, government departments, schools, legal firms, medical organisations and corporate offices.
• Identify opportunities for custom-printed and branded envelope supply.
• Coordinate customer specifications, print requirements, minimum order quantities and production timeframes.
• Work with suppliers and production teams to ensure accurate quotations and delivery.
• Grow recurring envelope orders through scheduled purchasing arrangements.
• Cross-sell envelopes to existing paper and office-supply customers.

Wholesale and Reseller Development

• Recruit new wholesale, retail and reseller accounts.
• Develop relationships with office-supply dealers, newsagents, post offices, stationery stores and distributors.
• Present wholesale pricing structures, volume breaks and reseller opportunities.
• Support resellers with product information, pricing and sales materials.
• Monitor reseller performance and identify growth opportunities.
• Develop pallet, bulk-order and distributor pricing strategies.
• Protect pricing integrity across direct, wholesale and reseller channels.
• Minimise channel conflict while maintaining profitable margins.
• Identify potential regional distributors and high-volume reseller partners.

Corporate and Institutional Sales

• Develop supply relationships with corporate offices, education providers, healthcare organisations and government buyers.
• Identify contract, tender and preferred-supplier opportunities.
• Register the company with relevant procurement platforms and supplier portals.
• Respond to requests for quotations, expressions of interest and tenders.
• Develop pricing schedules for multi-site and high-volume customers.
• Coordinate sample deliveries, product trials and supply evaluations.
• Support customers requiring regular scheduled deliveries.
• Build relationships with facilities, administration and procurement teams.
• Work toward annual and multi-year supply agreements.

Pricing and Margin Management

• Maintain a strong understanding of product cost, freight, delivery and gross margin.
• Prepare commercially viable quotations based on volume and customer location.
• Negotiate confidently without unnecessarily discounting products.
• Ensure discounts remain within approved margin levels.
• Review account profitability and identify low-margin customers.
• Recommend pricing adjustments based on freight, market conditions and purchasing volume.
• Balance customer retention with commercial profitability.
• Monitor competitor pricing without engaging in unsustainable price competition.

Sales Pipeline and CRM Management

• Maintain accurate CRM records for all accounts, leads and opportunities.
• Record calls, meetings, quotations, follow-ups and customer requirements.
• Maintain clear next actions for every active sales opportunity.
• Provide accurate weekly and monthly sales forecasts.
• Track conversion rates, account growth and repeat-order performance.
• Report on new accounts, lost accounts and reactivated accounts.
• Maintain a disciplined follow-up schedule.
• Ensure no qualified lead or quotation is left unattended.
• Provide management with clear feedback on customer demand and competitor activity.

Market Development

• Identify new industries and customer groups with high paper and envelope consumption.
• Monitor changes in office-supply demand, purchasing patterns and pricing.
• Identify geographic areas with strong wholesale and distribution potential.
• Develop targeted campaigns for specific industries and customer segments.
• Provide feedback regarding new products, packaging and pricing opportunities.
• Monitor competitor brands, service models and supply arrangements.
• Assist with developing product positioning and sales materials.
• Represent the business professionally at industry events and customer meetings.

Key Performance Indicators

Performance will be measured against:

• Monthly and quarterly sales revenue.
• Gross-profit and margin targets.
• Number of new B2B accounts opened.
• Number of new wholesale and reseller accounts.
• Repeat-order revenue.
• Existing account growth.
• Average order value.
• Number of cartons and pallets sold.
• Number of inactive accounts reactivated.
• Customer retention rate.
• Quotation-to-sale conversion rate.
• Sales pipeline value.
• Forecast accuracy.
• Outbound sales activity.
• Account call and meeting activity.
• CRM accuracy and follow-up completion.
• Tender and supply-contract opportunities generated.

Mandatory Experience and Requirements

• Minimum five years' Australian B2B sales experience.
• Proven experience in account management, business development or wholesale sales.
• Demonstrated track record of achieving sales and gross-profit targets.
• Strong understanding of Australian commercial purchasing and procurement.
• Experience selling products to businesses, wholesalers, resellers or distributors.
• Experience managing recurring and high-volume customer accounts.
• Strong outbound prospecting, negotiation and closing skills.
• Ability to build relationships with business owners, procurement managers and commercial buyers.
• Experience preparing quotations, pricing proposals and supply agreements.
• Strong understanding of volume pricing, margins and freight costs.
• Excellent written and verbal English communication.
• Strong CRM and sales pipeline management experience.
• Proficiency with Microsoft Office, email and online meeting platforms.
• High level of personal accountability and follow-up discipline.
• Ability to work independently and manage a large sales territory.
• Valid Australian driver licence where travel is required.

Highly Regarded

• Experience selling A4 paper, envelopes, stationery or office supplies.
• Existing relationships with office-supply retailers, newsagents, post offices or commercial printers.
• Experience selling paper by carton, pallet or container volume.
• Experience in packaging, printing, FMCG or wholesale distribution.
• Experience supplying government, schools, councils or large corporate accounts.
• Experience with tenders and procurement portals.
• Experience selling custom-printed envelopes.
• Existing customer relationships within the Australian office-supply industry.
• Knowledge of Australian freight, warehousing and commercial-delivery requirements.
• Experience developing regional distributors and reseller networks.

Personal Attributes

• Commercially aggressive and results focused.
• Strong relationship builder.
• Persistent and disciplined with follow-up.
• Confident conducting cold calls and approaching new businesses.
• Comfortable negotiating with experienced commercial buyers.
• Able to protect margins while closing business.
• Highly organised and accountable.
• Professional and credible with customers.
• Strong problem-solving skills.
• Motivated by targets, commissions and account growth.
• Able to manage both new-business sales and existing-account relationships.
• Prepared to take ownership of sales results.

Ideal Candidate

The ideal candidate is an experienced Australian B2B salesperson with a minimum of five years' local sales experience.

You will understand how to win new commercial accounts, manage existing customers and build repeat purchasing across paper, envelopes, office supplies, packaging or related wholesale products.

You must be comfortable prospecting from scratch, conducting cold calls, preparing quotations, negotiating volume pricing and closing recurring supply agreements.

This role is suited to a commercially driven salesperson who understands that account management is not simply customer service. The objective is to retain customers, increase order volume, protect margins and continuously generate new revenue.