Aerobotics

Business Development Manager Australia | Customer Team

We are looking for a Business Development Manager to join our team in Australia.

About Aerobotics

Our mission is to provide intelligent tools to feed the world. We do this by providing tree and fruit insights to growers, in 18 countries around the world, enabled by drone imagery and artificial intelligence. 

We have analysed over 120 million trees and 1 million fruit to date. Our team of 40+ people is based out of Cape Town and we have commercial offices in the USA, Portugal and Australia. Everything that we do and every decision that is made is driven by our Core Values. 

About the role

Reporting to the Australian GM, you will be responsible for ensuring both sales & deliveries of Aerobotics services to a wide range of horticultural clients.  In the majority of circumstances you will recommend Aerobotics products and then deliver them face-to-face to customers at their offices or farms.  You will need a valid driver's license and be prepared to spend an occasional night or two away from home. You must have the legal right to live and work in Australia to be considered for the role.  There is a significant opportunity for career progression for the right candidate as this business continues to expand. Aerobotics will provide the fundamental product training but you must be able to demonstrate a desire and capacity to learn new concepts.  If you are highly motivated, analytical, a good communicator, have agricultural experience and can be trusted to work autonomously then we would like to hear from you.

The Business Development Manager of a given region is responsible for the identification of customers, development & implementation of effective customer strategy to win customers, generate revenue growth & profitability, and to align Aerobotics cross-functional teams & other streams to deliver incremental value to both Aerobotics and its customers

Industry expert in production & marketing of products or services within the tree crop industry, with skills in sales & negotiations in B2B environment along with a strong background in agronomy 

Location 

• Based in the region that encompasses Sunraysia OR Riverina

• Regular travel throughout the region will be required, along with infrequent travel to other surrounding regions.  

Responsibilities 

• The primary objective of the Business Development Manager is identifying new opportunities and facilitating business development/sales . 
• The Business Development Manager will be also responsible to manage the existing client base and retain them through the customer support journey including product training, data deliveries and customer support. This includes pre and post flight meetings, data deliveries, orchard scouts as well as customer training and support.

Strategic:

• Develop an effective customer strategy that optimizes for revenue growth & profitability
  • Develop and negotiate an optimal business model for customers to improve the predictability of purchases & repurchases
  • Track & analyse industry opportunities and protect from competitor activity
  • Work with the marketing team to develop an effective citrus customer marketing strategy aligned with other customer segments   
• Develop, implement and achieve revenue & profitability targets aligned with Aerobotics forecasts
  • Manage and do not exceed customer and marketing budget/s
  • Actively optimise cost of customer acquisition (CAC), lifetime value of customers (LTV) & unit economics
• Understand and optimize the customer decision journey so as to minimize spend & resources and maximize purchases & repurchases
  • Implement an effective customer & marketing strategy to trigger and guide customers through engagement, initial-consideration & active evaluation of Aerobotics
  • Maintain customer enjoyment of the post-purchase experience at all times
  • Provide customers with required material to advocate for Aerobotics internally and in the industry
  • Bond with customers and develop customer empathy
  • Manage and negotiate revenue growth and increasing profitability of customer repurchases 
• Implement optimal customer organizational structure and implement appropriate sales and marketing processes for customers to achieve revenue growth & profitability 
• Proactively practice and consistently demonstrate Aerobotics’ core values in all aspects of the role

Relationships:

• Build trusted relationships with key customers 
• Partner with the product team to uncover new customer needs and to maintain customer satisfaction so as to co-develop products with customers to serve the wider industry
• Actively develop relationships with the cross-functional team

Customer service: 

• Maintain a high level of service to customers (internal and external) according to the service standards as set by the company 
• Technical advice and other assistance over and above the normal duties. Manage and personally resolve queries and complaints
• Manage and personally resolve queries and complaints

Required Experience 

• 5yrs + Experience in sales
• 5yrs + Experience in perennial tree crop industry 
• A minimum of 3 years managerial experience
• Agronomic experience either via education or prior work experience
• A background in horticultural farming, soil science, nutrition and irrigation Understanding of AgTech / the precision farming ecosystem

• Drivers license + car

Knowledge

• Understanding of a sales cycle and process in a customer purchase journey
• Setting personal goals and targets
• Developing strategy best aligned to a customer region(s)
• Agronomic knowledge in perennial tree crop industry

Skills

• Excellent communication, internal and external - Ability to present to individual customers and to audiences
• World-Class service delivery & customer centric attitude
• Ability to build and strengthen relationships in the region.
• Ability to interact, communicate and execute at an executive level
• Ability to work autonomously from home without direct supervision.