BDM SALES - Thermal Rolls & Shipping Labels

OutsourcedIn · United States · posted today ago

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About this role

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.