Business Development & Origination Lead

Help Build the Growth Engine of a Leading Australian Infrastructure Business

We build critical infrastructure that matters.

At GEM Industrial, we've spent decades delivering some of Australia's most complex HDPE pipeline, civil, industrial and utility infrastructure projects. Our reputation has been built through technical excellence, strong project delivery, and long-term relationships with clients who trust us to perform when the stakes are high.

Today, GEM works with water authorities, utilities, local government, major contractors, resource companies and infrastructure owners across Victoria and Australia. We help deliver projects that support communities, industry, agriculture, water security and economic growth.

As our business continues to evolve, we're entering an exciting new phase.

While our history has been built on strong leadership, exceptional delivery capability and trusted relationships, our future is focused on creating a scalable business that generates opportunities through its people, systems, reputation and culture.

• We are investing in sustainable growth.

• We are strengthening our leadership team.

• We are creating clear succession pathways.

And we are building a repeatable growth engine that will support GEM's continued success for the next decade and beyond.

This is where you come in.

The Opportunity

We're seeking a Business Development & Origination Lead to own the front end of GEM's growth engine.

This is not a traditional sales role.

• You won't be measured by how many cold calls you make.

• You won't be given unrealistic activity targets.

• You won't be expected to pressure customers into making decisions.

Instead, you'll be responsible for identifying strategic opportunities, developing trusted relationships, uncovering future projects and helping GEM position itself long before opportunities formally reach the market.

Many infrastructure projects are effectively won months or years before a tender is released.

The organisations that consistently secure high-value work are those that understand client priorities, develop trusted relationships, identify emerging opportunities early and position themselves as credible long-term partners.

That's exactly what this role is designed to do.

Working closely with the General Manager, Managing Director, Project Managers and leadership team, you will help create a pipeline of qualified opportunities that align with GEM's capabilities, strategic priorities and long-term vision.

You'll be a key contributor to the next chapter of GEM's growth story.

What You'll Be Doing

Opportunity Development & Origination

You'll actively identify emerging opportunities across infrastructure, water, utilities, industrial services and other strategic sectors.

Your focus will be on creating opportunities before competitors are even aware they exist.

You will:

• Monitor market activity and investment programs.

• Identify future project opportunities.

• Develop relationships with key decision-makers.

• Assess strategic alignment and commercial viability.

• Qualify opportunities before significant resources are committed.

• Create visibility around future revenue opportunities.

Success won't be measured by activity alone.

It will be measured by the quality, value and strategic fit of the pipeline you help create.

Strategic Relationship Development

At GEM, relationships matter.

The strongest opportunities often emerge through trust, credibility and long-term engagement rather than transactional selling.

You'll be responsible for developing and strengthening relationships with:

• Water authorities

• Utilities

• Councils

• Major contractors

• Infrastructure owners

• Engineering consultants

• Strategic industry stakeholders

You'll help position GEM as a trusted advisor and delivery partner while developing relationships that generate long-term value for both clients and the business.

We are looking for someone who enjoys building genuine professional relationships and creating opportunities through influence, trust and credibility.

New Market Development

GEM has a strong reputation within its existing markets, but we see significant opportunities for future growth.

You'll help identify and develop opportunities within emerging sectors including:

• Renewable energy

• Water infrastructure

• Utilities

• Regional infrastructure

• Industrial services

• Future growth markets aligned with GEM's capabilities

This role requires curiosity, initiative and strategic thinking.

You'll help expand the company's reach beyond its traditional network while creating pathways into new organisations, industries and regions.

Relationship Transfer & Business Sustainability

One of the most important objectives of this role is helping GEM transition from a founder-led business development model to a scalable and sustainable system.

Over time, you'll work alongside senior leaders to progressively develop ownership of key relationships.

You'll gain deep insight into our clients, their businesses, their priorities and their future opportunities.

The goal is simple:

To ensure key relationships become assets of the business rather than assets of any individual.

This represents a unique opportunity to inherit, strengthen and expand relationships that have been developed over many years.

CRM, Discipline & Pipeline Management

Strong growth requires strong systems.

You'll maintain accurate CRM records, pipeline data and reporting processes that provide visibility and accountability throughout the origination process.

You'll be responsible for:

• Managing opportunity progression.

• Maintaining accurate pipeline data.

• Supporting forecasting activities.

• Participating in opportunity reviews.

• Creating disciplined sales processes.

• Contributing to the ongoing evolution of GEM's sales engine.

Your ability to combine relationships with process discipline will be critical to long-term success.

Who We're Looking For

We're looking for a relationship builder first and a salesperson second.

You likely have experience in:

• Business development

• Account management

• Strategic relationships

• Infrastructure

• Utilities

• Construction

• Civil contracting

• Engineering consulting

• Industrial services

• Project-based industries

However, we are more interested in mindset and capability than specific industry backgrounds.

You will be someone who:

• Builds trust naturally.

• Communicates with confidence and authenticity.

• Enjoys developing long-term relationships.

• Thinks commercially.

• Identifies opportunities others miss.

• Takes ownership of outcomes.

• Follows through on commitments.

• Maintains professional credibility.

• Is organised and disciplined.

• Wants to contribute to something larger than themselves.

While some technical understanding is beneficial, we're not looking for someone who already knows everything.

We have decades of technical experience within the business and a leadership team willing to share that knowledge.

The successful candidate will bring strong commercial judgement, learning agility and a genuine desire to understand our clients, projects and industry.

Why Join GEM?

This is more than a business development role.

It's an opportunity to help shape the future growth of a respected Australian infrastructure company.

At GEM you'll have:

• Direct access to experienced industry leaders.

• Exposure to major infrastructure projects.

• The opportunity to learn from technical experts.

• Significant autonomy and influence.

• A pathway to develop strategically important client relationships.

• The chance to help build a scalable growth engine.

• Long-term career growth opportunities.

• The ability to make a measurable impact on the future direction of the business.

Most importantly, you'll join a company that values relationships, integrity, accountability and long-term thinking.

We are building a business that can continue to grow through its people, systems and reputation.

If that vision excites you, we'd like to hear from you.

How To Apply

Please submit your CV together with a short-written response (maximum 300 words per question) addressing the following:

1.      Tell us about a relationship you developed that ultimately led to a significant business opportunity.

2.      How do you identify and qualify opportunities worth pursuing?

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

4.      How will you bring your baseline technical knowledge up to speed?

We're looking for someone who can build trusted relationships, think strategically and contribute to the long-term growth of GEM Industrial.

If you're motivated by creating opportunities, developing meaningful partnerships and helping shape the future of an Australian infrastructure business, we look forward to hearing from you.

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