Business Development and Sales Manager at Who Gives A Crap

B2B, Melbourne melbourne sales
Posted 11 days ago

Want to challenge yourself at a high-growth startup AND make a difference in the world?

A bit about us:

Hi, we’re Who Gives a Crap! We make eco-friendly toilet paper (as well as tissues and paper towels) and donate 50% of our profits to help build toilets for the 2 billion people in need.

We absolutely love doing good, but we’re also exceptionally good at it. To date, we’ve donated over AUD$8.3 million to fund sanitation projects around the globe. We’ve grown quickly – selling directly to customers across three continents and establishing a strong B2B business that’s expanding to the US market this year. 

Our team is made up of over 100+ amazing humans working out of Melbourne, Los Angeles, China, and Manila. We’re working hard to reach our ambitious goals and diversify our product range to ensure we can have the greatest impact possible – both for the planet and its people. With your help, we’re hoping to increase our annual donation 10-fold in the next couple of years and continue to make the most beautiful, eco-friendly goods around. Most of our eCommerce customers are buying toilet paper online for their own homes, but with half the toilet paper market being supplied to the away-from-home channel, we’re building out our global B2B team which allows us to offer wholesale services to commercial customers too.

A bit about the role:

As the B2B AU Business Development & Sales Manager,  you will lead and drive our acquisition strategy to get more businesses wiping with us! We’re hiring this role to be based in our Melbourne hub to ensure you’re close to the action. We’re ramping up our brand awareness with the B2B side of our business and whilst our crystal ball gets us clear on the roadmap for the next 6-months, it’s a little fuzzy after that. Based on this, we’re originally hiring this role as a 6-month contract and we’ll commit to ongoing check-ins on this!

Our B2B customers range from national wholesalers and retail distributors to boutique hotels and the coolest bars in town. Hence, we distribute via re-sellers, but also work with a really wide range of businesses who buy from us directly and enjoy wholesale terms. 

We’ll look to you to lead and scale our outbound research and prospecting in the Australian markets. We want to see you nail the traditional approaches, yes, but also work out of the box with innovative and possibly downright crazy strategies as well! 

You will also take the lead in closing on our organic sales leads, directly handling our bigger opportunities and inquiries along with helping to support our Customer Happiness Team close all other opportunities. This role will also give you lots of meaningful collaboration opportunities. Reporting into our B2B Manager and sitting within our Growth Marketing Team, you’ll work closely with our Account Manager and US Sales Lead to share successes and swap learnings!

And there’s a cherry on top! You’ll  create a systemized way to manage new customer acquisition (tactical & organic) to track the B2B customer journey - from research to sales convos, inquiry management, closing & rear-views! 

It isn’t all wheeling and dealing, either. You’ll work with our growth marketing team as we think about how we can leverage the presence of WGAC in our customers’ bathrooms to optimize brand awareness and contribute to the growth objectives for our B2C (online) business.

If you worked here this past month here are some things you might have been involved in:

  • Signed up a national chain of boutique hotels, negotiated terms, set the account up, and shared all the assets for them to sell our products 
  • Tested the best acquisition strategies for selling our new retail 6 pack into independent supermarkets & trendy stores, signing up 50 new stores to our wholesale portal to kick-start our US launch
  • Brainstormed out-of-the-box ideas to get into new business using e-commerce strategies, with the potential to scale globally
  • Pivoted your BD work around business shut-downs, uncovering opportunities in different regions & industries
  • Collaborated with the broader Growth Marketing team to brainstorm ways we can maximize the impact of our corporate partners
  • Enjoyed alllll the feels while reading a #kudos channel Slack shout-out about the recent deal you got across the line
  • Reporting your monthly results for new customer acquisition broken down by organic & tactical acquisition, and the ROI of active test & learns

Let’s talk about you

You <3 people

You know that networking is about more than just free lunch. You’ve established a powerful posse of contacts across your relevant industry and you know all the right places to be to nurture and build on it. You are a natural brand ambassador and find yourself talking shop to anyone who will listen! In fact, you’ve already imagined 5 different ways to introduce Who Gives A Crap mid-conversation in the time you’ve been reading this. 

You’re always hungry (mostly for cookies but also for sales)

You’ve always been a salesperson by nature, but with the added joy of having a direct impact on our donations, you’ll find a whole new meaning for hungry! You know how to leverage your smart tools and closing skills to dramatically improve lead-conversion rates but you know the importance of winning long-term friends as well as business. 

You’re always on the pulse 

You are mildly obsessed with new businesses and venues in the US and when you’re out on the tow, you naturally check out what TP they have before reviewing the specials. You have no shame about leaving behind a nice-bum postcard or a sneaky roll of TP as a cheeky sales move (sort of kidding, sort of not).

You think outside the box

You know that business-to-business is about more than just doing more of the same. You’re innovative by nature and have experience exploring, deploying and testing different channel strategies, systems and tools, and outreach tactics. You’re not afraid to get a little crazy with the ideas you test out, and you can confidently scrap and iterate on ideas until you’re seeing the results you want.

You’re a natural roll model (yes, pun intended)

Your amazing people skills follow you from the sales pitch to the way you inspire, engage and support your peers and our partners. You’ve got an innate ability to take the lead and bring everyone on the journey with you. You know how to use your expertise and experience to elevate the skills of the wider team. 

You give a crap

Yep. We’re all here because we genuinely want to make the world a better place with our work, and we want you to want that too! Awwww.

Why you should work with us

Every minute you spend working with us, you’re making a difference. The more we grow our B2B channel, the bigger an impact we’ll have. Sell your soul no longer! We think that’s a pretty great perk, but we don’t stop there…

If you have a great idea, we’ll do everything we can to make it happen. This is the kind of role that will be hard to find anywhere else: you’ll work with an incredible bunch of passionate people to grow a fast-paced startup at a crucial point in its trajectory.

The job is also super flexible, something we’re working hard to hold onto even as we grow really quickly. We started the business remotely, and now have hubs in 4 cities around the world. Until the WFH "new normal" took effect, the Melbourne team spent three days in our office at The Commons, and two days working from home. We are slowly picking this schedule back up whilst adhering to the ebbs and flows of the lockdown orders! And while we don’t have a Friday drinks cart (yet), you will get free toilet paper. A lot of it. And nothing beats that.

Lastly, you get to say the word ‘crap’ more than in any other job. Guaranteed.