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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.
