Business Development Manager (Wine Jobs: Sales & Marketing)

  Marama Labs

  Wellington, Wellington/Wairarapa

At Marama Labs, we?re solving some of the hardest industry challenges through our scientific innovations. We?re bringing physics and data analytics to global wine production. Our (patented) hardware and cloud-software platform puts cutting-edge science in the hands of our winery clients, helping them enhance their craft and create excellent wines that get recognised on the global stage. 

Marama Labs are a team of creative problem-solvers from differing backgrounds, who pool their knowledge to build our technology and help our clients make better products. Our differing views and varied skill sets are what makes us able to create amazing products and powerful solutions. Some of us may be guilty of trying to work out how to video-call from a surfboard, others might head home early to check their current sourdough batch. Others get distracted by tying knots (literally). All the while, we continue on our journey together to build a world-leading scientific and software company from Wellington.

Role description

Marama Labs are looking for a full time Business Development Manager, to amplify our commercial activity in the Australia and New Zealand wine market. With a solid base of early customers deployed, our world-leading wine-analysis technology needs an equally world-leading sales champion. You?ll be growing our existing customer base of Australasia?s most innovative wineries, enabling more wineries to create beautiful products through using our platform. 

Leading our commercial team alongside the company?s CEO, you will have a passion for all things winemaking. You will love being onsite with new and existing clients, in the cellar, the lab and the vineyard, and deeply understand the needs of the modern winery. You intuitively grasp the close interplay between technology, data and winemaking, and can easily distill complex products down to what matters for the winemaker. 

As the first contact point between clients and Marama Labs, you will establish and foster relationships with new clients, lift awareness of our products across the industry and expand our market share in Australia and New Zealand. You?ll be backed by our talented team of scientists and developers, knowing you?re selling the best science to the best winemakers.

What you?ll be doing:

• Development, implementation and iteration of the sales strategy;
• Visiting production sites of prospective clients, demonstrating our products to key decision makers;
• Managing all aspects of the sales pipeline, from lead generation, to product demos, to contract negotiation and close;
• Attending & presenting at industry trade shows and industry events, educating on the capabilities of our products;
• Maintaining and fostering client relationships through after-sale visits and customer support;
• Updating the executive team on sales metrics and pipeline status;
• Liaising with the technical team in delivering product and onboarding new clients;
• Conducting product webinars to prospective clients;
• Maintaining and enhancing Marama Labs? brand;
• Identifying new opportunities for growth, e.g. collaborations & partnerships, and communicating these to the executive and technical team;
• Supporting the technical team in understanding customer feedback, to improve our products;

Who you are

• You?re a self-driven sales person, adept at championing the customer before and after the sale;
• You?re passionate about new innovative technologies and how they can deliver value for clients;
• You can develop a strong network of relationships within an industry, quickly able to get your finger on the pulse of industry trends;
• You can inject a commercial slant into a highly technical team dynamic, knowing how to leverage the technical team?s skills to drive commercial success;

Experience and skills we expect

We certainly expect you to have:

• Extensive experience selling hardware technology in a B2B setting;
• Demonstrated performance in achieving sustained sales growth;
• Experience in developing and implementing a new sales strategy and sales playbook;
• Experience with all aspects of the sales funnel process, identifying, triaging, pursuing, measuring leads;
• Track record of achieving customer value growth (ability to upsell, post-sell, extend customer lifetime);
• Demonstrated an ability to maintain and foster long standing customer relationships;
• The ability to present at conferences, trade shows and webinars;

We would really like you to have:

• A track record of representing and evangelising new technologies/products into an industry;
• A technical background in food/beverage/ag processing or manufacturing;
• Experience/knowledge of the laboratory equipment space;

We?d be over the moon if you have:

• A technical background in winemaking, wine processing equipment or wine laboratory equipment;
• An extensive network of connections in the wine industry both in NZ and Australia, across major stakeholders categories (owners, winemakers, lab managers, industry bodies);
• An understanding of the wine equipment & software purchasing process;
• Experience in B2B SaaS models;
• Experience with high growth, venture backed startups; 

Details & Benefits

Our core team and offices are based in Wellington, and while the role will require a lot of time travelling, ideally the candidate will be Wellington based, initially, to work closely with the technical team.

This is an exciting opportunity to join a fast-growing deep tech startup and make a direct impact on the company?s success. Marama Labs are backed by some of New Zealand?s best technology investors, having recently closed a $1.25m capital raise to fund the future growth of the company. With the current team of 5 expected to grow significantly in the next 12 months, it is a great time to bring your business development skills to our talented team. 

Role Details

• Full time
• Wellington based (ideally), travel ~50% of the year
• Competitive salary 
• Stock options
• Travel budget
• Company laptop
• Flexible work hours & remote working
• Continuous professional development

Please note you must be eligible to work in New Zealand to apply for this role.

How To Apply

Please apply with a cover letter and CV.

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