BDM SALES - Thermal Rolls & Shipping Labels
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 typ