Director, Strategic Account Business Development – Dust Control

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

📋 Description

• Take ownership of and manage a comprehensive opportunity pipeline from initial qualification through to contract execution.

• Identify and prioritize potential customers that align with the company's offerings.

• Drive the deployment of short- and mid-term strategies for assigned regions, customers, and applications.

• Oversee proposal development, pricing strategy, and contract negotiations in collaboration with internal stakeholders.

• Perform market research to uncover new customers, market segments, trends, opportunities, and threats.

• Formulate strategies to penetrate new markets, grow the customer base, enhance customer satisfaction, and ensure customer retention.

• Convert technical product and service capabilities into persuasive, application-specific value propositions utilizing the Midwest Proven Process.

• Achieve and surpass new business development sales targets and segment margin objectives.

• Cultivate relationships with executives, operations, procurement, and environmental contacts within target accounts.

• Provide technical expertise and operational insights during client engagements, proposals, and strategic planning sessions.

• Internally advocate for product roadmap priorities and service improvements based on customer feedback.

• Conduct regular follow-ups with clients and maintain on-site engagements.

• Collaborate with field teams to guarantee successful project execution.

• Align sales and operations teams on key initiatives.

• Keep track of area forecasts, opportunities, sales activities, client interactions, lead statuses, and P Level forecasts in the CRM system.

• Communicate upcoming large orders, events, promotions, volume losses, and new products.

• Coordinate customer requirements and account needs with application specialist availability, equipment resources, and work efficiency.

• Maintain extensive knowledge of Midwest's products, services, industry trends, technology, and competitor offerings.

• Educate clients and conduct product demonstrations and training sessions.

• Represent the company at industry trade shows, conferences, and events.

• Network with potential clients and industry professionals.

• Assist in the creation of marketing materials and product demonstrations.

• Provide market insights and recommendations to the GM and VP of Revenue.

⛳️ Requirements

• 7+ years of progressive B2B sales/business development experience in industrial markets.

• Preferred background in dust control, mining, construction, quarry/aggregate, or the steel industry.

• Proven history of building new business from the ground up and managing a substantial pipeline of opportunities to achieve revenue and margin goals.

• Expertise in value-based selling of technical solutions.

• Experience establishing multi-threaded relationships across executive, operations, and procurement levels.

• Intermediate skills in financial analytics.

• Advanced written communication abilities.

• Advanced verbal communication skills.

• Advanced judgment capabilities.

• High level of dependability.

• Advanced customer service skills.

• Proficiency in conflict management.

• Advanced business development skills.

• Pre-employment drug screening and background checks are required.

🏝️ Benefits

• Medical, Dental & Vision Insurance with various plan options and employer HSA contributions.

• Basic and supplemental Life Insurance.

• Short- & Long-Term Disability coverage.

• Flexible Paid Time Off (PTO).

• 401(k) with a generous match, automatic enrollment, and employer contributions.

• Wellness Program offering rewards and premium discounts.

• Health Savings Account (HSA) with company contributions.

• Flexible Spending Accounts (FSA) for healthcare and dependent care expenses.