Ad - Business Development & Origination Lead - Apply Following

Date: 28 July 2026

Division: Operations

Site: Leongatha Office

State: Victoria

Reports To: General Manager 

We build heavy, high-stakes infrastructure.

About us

GEM Industrial delivers complex HDPE pipeline, civil and industrial infrastructure projects across Victoria and throughout Australia.

Over decades, we've built our reputation on technical expertise, strong project delivery and long-term client relationships. We work with water authorities, utilities, councils, major contractors and infrastructure owners to deliver large-scale infrastructure projects that genuinely matter to the communities and industries they serve.

As we continue to grow, we're investing in the next phase of GEM's evolution. Our focus is not simply on winning bigger projects. We're building a stronger business, developing future leaders, strengthening client relationships and creating systems that support sustainable long-term growth.

We're moving from a founder-led model to a business that generates opportunities through its people, systems and reputation. We're building a deliberate and scalable growth engine that will support GEM for the next decade and beyond.

That's where this role comes in.

About the role

This is not a traditional sales role. We're not looking for someone to cold-call their way through a database or chase arbitrary activity targets. We're looking for someone who can identify opportunities, build trusted relationships and create future work before it reaches the market.

As Business Development & Origination Lead, you will own the front end of GEM's Sales Engine. You'll be responsible for developing strategic client relationships, identifying upcoming projects, qualifying opportunities and building a pipeline of future work that supports GEM's long-term growth objectives.

Working closely with our General Manager, Project Managers and Managing Director, you'll help ensure opportunities are aligned with GEM's capabilities, strategic direction and commercial priorities. You'll spend time developing existing relationships, building new connections and identifying projects long before they reach formal tender.

Importantly, this role will play a key part in GEM's evolution from a founder-led business development model to a scalable, repeatable growth engine. You'll help transfer and strengthen key client relationships, expand our market presence and create opportunities that become assets of the business rather than assets of any individual.

Success in this role won't be measured by the number of calls you make, meetings you attend or emails you send. It will be measured by the quality of opportunities you create, the strength of the relationships you develop and the value of the pipeline you help build for GEM's future.

About you

You're a relationship builder first and a salesperson second. You understand that major projects are often won long before a tender is released. You know how to identify opportunities early, build credibility with key stakeholders and develop relationships that create long-term value for both the client and the business.

You enjoy developing trusted relationships rather than pursuing transactional sales. You're commercially aware, strategically minded and comfortable engaging with everyone from senior executives and decision-makers through to project managers, engineers and operational teams.

You're organised, accountable and disciplined in the way you manage opportunities. You understand the importance of maintaining accurate CRM data, following through on commitments and ensuring opportunities continue to progress through the pipeline.

Most importantly, you're motivated by building something meaningful. You want to create opportunities, strengthen relationships and contribute to the long-term growth of a business, rather than simply chasing monthly sales targets.

You may have experience in civil infrastructure, utilities, water, industrial services, construction, engineering consulting, project delivery, business development or account management. Regardless of your background, you'll bring strong commercial judgement, professional credibility and the ability to build trust with clients and stakeholders alike.

What matters most is your ability to identify opportunities, develop relationships and represent GEM Industrial in a professional and authentic way.

Key responsibilities

Opportunity Development & Pipeline Growth

You are responsible for creating a consistent flow of qualified opportunities that support GEM's long-term growth objectives. This includes identifying emerging projects, developing strategic client relationships and ensuring opportunities enter the pipeline well before they reach the market.

Working across existing and emerging sectors, you will monitor market activity, infrastructure investment programs and industry developments to identify opportunities that align with GEM's capabilities and strategic direction. You will assess opportunities for fit, commercial viability and relationship value before progressing them through the sales process.

You'll also maintain accurate pipeline information, forecasts and opportunity reporting to ensure visibility, accountability and informed business decision-making. Success will be measured not by activity alone, but by the quality of opportunities created, the strength of the pipeline developed and the future revenue potential generated.

Strategic Account Development

Building strong relationships is at the heart of this role. You will develop and maintain relationships with GEM's Tier A and Tier B clients, focusing on organisations that offer long-term partnership potential, repeat work opportunities and strategic value to the business.

Working closely with the leadership team, you will develop structured account plans for key customers, strengthen existing relationships and identify opportunities to deepen client engagement. You will actively expand GEM's network of decision-makers, influencers and industry contacts, ensuring the business remains well-positioned to identify and secure future opportunities.

Success in this area comes from creating trusted relationships that generate ongoing opportunities, strengthen GEM's market presence and establish clear pathways to repeat work, long-term partnerships and sustainable growth.

New Market Development

A key part of this role is helping GEM expand beyond its existing client base and traditional markets. You will identify and develop opportunities within emerging growth sectors, including renewable energy, utilities, water infrastructure and other strategic industries that align with GEM's capabilities and long-term growth objectives.

You will actively build new client relationships, establish connections with key decision-makers and create pathways into organisations where GEM has little or no existing presence. Working closely with the leadership team, you will help position GEM as a trusted delivery partner by leveraging our technical expertise, project experience and industry reputation.

Success in this area will be measured by your ability to create opportunities beyond GEM's traditional network, strengthen the company's presence in targeted growth sectors and contribute to greater geographic, client and market diversification for the business.

Relationship Transfer & Succession

One of the most important responsibilities of this role is helping ensure GEM's key client relationships become business assets rather than relationships that rely on any one individual. Working closely with the leadership team, you will progressively assume ownership of selected strategic relationships through a structured relationship transfer process designed to protect client continuity and support the long-term growth of the business.

You will participate in joint client meetings, relationship development activities and strategic account planning, building trust with key stakeholders while gaining a deep understanding of their businesses, priorities and future opportunities. Over time, you will become the primary point of contact for selected accounts while maintaining the high level of service and relationship strength that GEM is known for.

Success in this area will be measured by your ability to strengthen client relationships, successfully transfer relationship ownership, reduce founder dependency and ensure key clients continue to see GEM as their trusted long-term infrastructure partner.

CRM, Reporting & Sales Engine Discipline

A disciplined sales process is essential to creating a scalable and predictable growth engine. You will be responsible for maintaining accurate CRM records, ensuring opportunities are properly tracked and providing the visibility required for effective forecasting, planning and decision-making.

Every opportunity within the pipeline must have a clearly defined owner, next action and review date. You will actively manage the movement of opportunities through the sales process, participate in weekly pipeline reviews and help ensure the business maintains accurate forecasting and pipeline visibility.

Working closely with the leadership team, you will contribute to reporting, opportunity reviews and sales planning activities while helping maintain the standards and disciplines that underpin GEM's Sales Engine. Success in this area will be measured by the quality of pipeline data, forecasting accuracy, opportunity progression and your contribution to the ongoing development of a repeatable, scalable and founder-independent growth system.

What you’ll bring

We're looking for someone who can develop trusted relationships, identify valuable opportunities and represent GEM with professionalism and credibility.

You will bring demonstrated experience in business development, relationship management, account management or opportunity development, ideally within infrastructure, utilities, construction, industrial services or other project-based industries. You understand how projects are won, how relationships are developed and how commercial opportunities are progressed from initial conversations through to awarded work.

You possess strong commercial awareness and are comfortable engaging with clients, consultants, contractors, executives and operational teams alike. You communicate clearly, build trust quickly and understand the importance of maintaining professional relationships over the long term.

You are highly organised, disciplined and accountable in the way you manage your work. You can comfortably manage multiple opportunities simultaneously, maintain accurate records, prioritise competing demands and follow through on commitments.

Most importantly, you bring credibility, initiative and good judgement. You take ownership of outcomes, think strategically and are motivated by creating genuine value for clients and sustainable growth for the business.

Why work with GEM Industrial?

This is a rare opportunity to help shape the future growth engine of an established and respected infrastructure business.

At GEM, you'll work closely with experienced leaders who have built strong client relationships, delivered major infrastructure projects and developed a reputation for technical excellence over many years. You'll have direct access to industry knowledge, strategic relationships and commercial experience that can accelerate your own professional growth.

You'll also have the opportunity to inherit, develop and strengthen strategically important client relationships while helping create new pathways for future growth. This is not a role where you're expected to start from scratch. You'll be supported by an established brand, a proven delivery capability and a leadership team committed to your success.

GEM is actively investing in systems, succession planning and long-term business sustainability. We're building a scalable business that can continue to grow through its people, processes and reputation, and you'll play a key role in that journey.

In return, you'll enjoy significant autonomy, genuine influence and the opportunity to make a measurable impact. Your work will directly contribute to the growth of the pipeline, the strength of client relationships and the future direction of the business.

If you're looking for a role where you can build something meaningful, work with great people and help shape the next chapter of a successful Australian infrastructure company, we'd love to hear from you.

How to apply 

Please send us your CV along with a short written response (maximum 300 words) addressing the following questions:

• Tell us about a relationship you developed that ultimately led to significant business opportunities.

• How do you identify and qualify opportunities worth pursuing?

• What do you believe separates effective business development from simply "selling"?

We're looking for someone who can build trusted relationships, think commercially and create opportunities that matter.

Applications that do not include a response to these questions will not be considered.