Position Summary

The Business Development Manager is responsible for identifying, developing, and securing new business opportunities across both existing and emerging markets. This role is primarily a hunter position focused on generating profitable revenue growth by introducing both established and newer products to customers whose needs align with the company's capabilities.

Success in this role requires a highly driven, commercially minded sales professional who thrives on winning new business, building long-term customer relationships, and navigating complex technical sales processes. The successful candidate combines strong business development skills with technical aptitude, commercial acumen, and the ability to collaborate effectively across multiple business functions.

Key Responsibilities

Business Development & Sales Growth

• Identify, qualify, and pursue new business opportunities within assigned markets and territories.
• Develop and execute strategic account and territory plans focused on sustainable revenue growth.
• Prospect aggressively through networking, referrals, industry events, market research, and targeted outreach.
• Expand business within existing markets while developing opportunities in new applications, industries, and customer segments.
• Lead the entire sales process from prospecting through contract negotiation and successful commercialization.
• Build trusted relationships with decision-makers at multiple organizational levels.

Technical Sales

• Develop a strong understanding of the company's products, technologies, manufacturing capabilities, and value proposition.
• Translate customer technical and business requirements into practical commercial solutions.
• Work closely with customers to understand operational challenges and identify opportunities where the company's products create measurable value.
• Effectively communicate technical information to both technical and non-technical audiences.

Forecasting & Business Planning

• Maintain an accurate sales pipeline and opportunity funnel.
• Develop realistic sales forecasts supported by data, customer intelligence, and market trends.
• Monitor territory performance using key sales metrics and proactively adjust strategies to achieve objectives.
• Utilize CRM and other business tools to ensure accurate pipeline management and reporting.

Cross-Functional Collaboration

Partner closely with internal teams to ensure successful customer acquisition and long-term account growth, including:

• Research & Development
• Operations
• Supply Chain
• Finance
• Sales Operations
• Customer Support

Serve as the voice of the customer while ensuring internal alignment around customer commitments, commercialization efforts, pricing, product availability, and delivery expectations.

Qualifications

Required

• Bachelor's degree in Business, Engineering, Chemistry, or a related technical field (or equivalent experience).

• 5+ years of successful outside sales or business development experience in industrial manufacturing, specialty chemicals, engineered products, or similar technical industries.

• Demonstrated success acquiring new customers and growing revenue through proactive prospecting and business development.

• Experience managing complex, consultative sales cycles.

• Strong technical aptitude with the ability to quickly understand and communicate complex products and manufacturing capabilities.

• Experience developing sales forecasts and managing a pipeline using CRM tools.

• Willingness to travel extensively within assigned territory.

Preferred

• Experience selling specialty chemicals, activated carbon, industrial materials, engineered products, environmental solutions, or related technologies.

• Experience working with cross-functional commercialization teams.

• Familiarity with strategic account planning and value-based selling methodologies.

Competencies

The successful candidate will demonstrate:

• Hunter mentality with a relentless drive to win new business.

• Strong business acumen and commercial judgment.

• Technical curiosity and the ability to quickly learn complex products and markets.

• Excellent relationship-building and networking skills.

• Strong analytical and numerical skills with the ability to develop accurate forecasts and business plans.

• Exceptional communication, presentation, and negotiation skills.

• High level of personal accountability and ownership.

• Ability to influence without direct authority.

• Strong organizational and time management skills.

• Resilience and persistence in competitive selling environments.

• Sound judgment and effective decision-making.

Success Profile

The ideal candidate is:

• Hungry and highly motivated to exceed goals.

• Competitive with a strong desire to win.

• Self-directed and disciplined.

• Curious and eager to continuously learn.

• Confident, articulate, and professional.

• Adaptable and comfortable operating in changing markets.

• Data-driven and financially literate.

• Able to balance strategic thinking with tactical execution.

• Collaborative and skilled at leveraging internal expertise to deliver customer solutions.

Performance Expectations

Performance will be evaluated based on:

• New customer acquisition

• Revenue growth

• Gross margin contribution

• Sales pipeline development

• Forecast accuracy

• Strategic account growth

• Customer retention and satisfaction

• Cross-functional collaboration

• CRM discipline and reporting accuracy

• Achievement of annual sales objectives

Essential Functions

• Identify, qualify, and secure new business opportunities through proactive prospecting and business development activities.

• Develop and execute territory and account strategies to achieve sales, revenue, and profitability objectives.

• Build and maintain strong, mutually beneficial relationships with customers, prospects, distributors, and strategic partners.

• Conduct customer meetings, presentations, product demonstrations, and technical discussions to identify customer needs and present value-based solutions.

• Develop a thorough understanding of the Company's products, technologies, manufacturing capabilities, and target markets to effectively position solutions.

• Prepare and deliver customer proposals, quotations, pricing recommendations, and contract negotiations in accordance with Company policies.

• Maintain an active sales pipeline and develop accurate sales forecasts using CRM and other business planning tools.

• Analyze market trends, competitive activity, and customer feedback to identify growth opportunities and support commercial strategy.

• Collaborate effectively with Research & Development, Operations, Supply Chain, Finance, Sales Operations, Customer Support, and other internal stakeholders to ensure successful commercialization and customer satisfaction.

• Represent the Company professionally at customer sites, industry conferences, trade shows, and other business events.

• Maintain accurate customer records, activity reports, expense reports, and other required documentation in a timely manner.

• Travel extensively within assigned territories and, as needed, outside the assigned territory to support business objectives.

• Perform other duties and responsibilities as assigned.

Physical Requirements & Work Environment

• Ability to travel extensively by automobile and commercial air travel (approximately 50–75%, depending on territory and business needs).

• Ability to safely access customer facilities, manufacturing plants, warehouses, and industrial sites, including compliance with all applicable safety requirements and the use of required personal protective equipment (PPE).

• Ability to walk, stand, climb stairs, and navigate uneven industrial environments for extended periods during customer visits and plant tours.

• Ability to occasionally lift and carry materials, product samples, demonstration equipment, or luggage weighing up to 25 pounds.

• Ability to sit for extended periods while driving, traveling, or working on a computer.

• Ability to use a computer, mobile phone, and other standard office technology for prolonged periods.

• Ability to communicate effectively in person, virtually, and by telephone with customers, prospects, and internal stakeholders.

• Must possess and maintain a valid driver's license with an acceptable driving record and be eligible to rent and operate a motor vehicle for business travel.

• Must be able to work flexible hours as needed to accommodate customer meetings, travel schedules, trade shows, and business demands.

Work Environment

This position operates in a variety of environments, including corporate offices, customer offices, manufacturing facilities, industrial plants, laboratories, and trade shows. Exposure to manufacturing environments may include varying temperatures, elevated noise levels, moving equipment, and airborne particulates. Appropriate safety training and personal protective equipment (PPE) will be provided and must be used in accordance with company and customer safety requirements.