Business Development Representative

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Establish trusted working relationships with sales leaders, branch managers, and frontline sellers at designated key distribution accounts.

• Spend a considerable amount of time in the field with distributor sellers, planning and executing joint calls on targeted end-user accounts.

• Identify and prioritize new business opportunities based on territory potential, customer needs, installed base, and market intelligence.

• Develop joint account and call plans that outline target customers, objectives, roles, next steps, and anticipated revenue outcomes.

• Mentor distributor sellers on prospecting, discovery, application positioning, value-based selling, and closing strategies for Hach solutions.

• Directly engage with end users to identify water-quality challenges, qualify opportunities, recommend solutions, and convey Hach's product and service value.

• Manage the distributor-sourced sales funnel from lead generation to closing, ensuring that opportunities, next actions, and forecasts remain up-to-date.

• Facilitate follow-up after joint calls by coordinating quotations, demonstrations, samples, technical support, and customer commitments.

• Collaborate with Hach direct sales to align account coverage, mitigate channel conflict, and allocate resources to priority opportunities.

• Drive sales growth through acquiring new end users, competitive conversions, cross-selling, and expanding existing accounts.

• Lead field engagement and pipeline reviews with distributor teams.

• Create and implement annual sales action plans in collaboration with key partners.

• Engage in distributor meetings, training sessions, workdays, trade shows, and customer events.

• Assist in Quarterly Business Reviews by reporting on activities, pipeline status, wins, losses, forecasts, and growth initiatives.

⛳️ Requirements

• Bachelor’s degree in Chemistry, Biology, Environmental Science, Engineering, Business, or a related discipline; or equivalent experience.

• 3-5 years of field sales experience, ideally in the water industry, industrial market, or a technical solutions setting.

• Proven experience in working through distribution channels and influencing distributor sellers.

• Established ability to generate new business through prospecting, joint customer calls, opportunity management, and disciplined follow-up.

• Formal sales training in value-based selling methodologies, such as Sandler or Question-Based Selling, is advantageous.

• Strong curiosity about applications and the capacity to translate customer needs into a clear product and service value proposition.

• Exceptional communication, coaching, negotiation, presentation, and relationship-building skills.

• Strong analytical abilities and proficiency in using CRM and sales data to prioritize activities, manage pipelines, and enhance conversion rates.

• Willingness to travel 50% of the time and maintain a consistent field presence with distributor sellers and end-user customers.

• Must be located in the U.S. within a reasonable commuting distance from a major airport.

🏝️ Benefits

• Paid time off

• Medical insurance

• Dental insurance

• Vision insurance

• 401(k)