Business Development Manager – National Accounts

Responsibilities

• Develop and execute national account strategies to grow revenue across designated key customers and target accounts through new logo acquisition, new locations, and expanded share of wallet
• Build and maintain strong relationships with corporate‑level decision makers, procurement teams, and multi‑site stakeholders to establish preferred supplier status and long‑term partnerships
• Identify and pursue national account opportunities by analyzing customer organizational structures, buying processes, and growth potential across multiple locations
• Partner closely with regional and local sales teams to coordinate account strategies, share best practices, and ensure consistent execution at the site level after national wins are secured
• Lead the full sales cycle for national accounts, including prospecting, opportunity qualification, presentations, pricing coordination, contract negotiations, and deal closure
• Serve as the primary national‑level point of contact for assigned accounts, ensuring alignment between customer expectations and internal teams such as sales operations, customer service, pricing, marketing, and technical support
• Utilize CRM tools to track opportunities, forecast revenue, manage pipelines, and document key account activity in accordance with company sales processes
• Develop and deliver executive‑level presentations that clearly communicate value propositions, performance results, and business improvement opportunities for national customers
• Drive adoption of broader product and service portfolios within existing national accounts through cross‑selling and solution‑based selling approaches
• Gather competitive and market intelligence from national accounts and communicate insights to sales leadership to inform pricing, product development, and go‑to‑market strategies
• Collaborate with marketing and sales leadership to identify target industries, potential national accounts, and strategic growth initiatives aligned with company objectives
• Ensure an exceptional customer experience by proactively addressing issues, coordinating internal support, and maintaining strong ongoing relationships with national account stakeholders
• Other duties as assigned by your supervisor

Requirements

• Bachelor’s degree or equivalent combination of education and experience
• Minimum of 5 years of sales experience within the lubrication B2B sector
• Travel up to 50% domestic
• Self starter with high sense of urgency is required
• Experience within Food Processing market segment is preferred
• A proven track record of success in prospecting and achieving monthly goals and can draw upon those experiences to succeed in our organization
• High energy and superb communication skills with the ability to consultatively demonstrate our products highlighting their benefits/advantages/features to our customers
• Ability to work with all levels from corporate to field employees
• Ability to work independently and strong organizational skills to manage activities, time, territory, and resources effectively
• Strong follow through skills to close leads and action items
• An active listener who continues to learn while pulling others to collaborate in achieving global objectives – A collaborative style
• High ethical standards and strong understanding of the region’s various cultures, norms, surrounding how business is conducted in the target markets is essential.