BUSINESS DEVELOPMENT SPECIALIST

The Business Development Specialist owns and grows a defined book of smaller accounts across Aggregates, Mining, Metals & Recycling, and Pulp & Paper. The role provides consistent, dedicated coverage to small, lapsed, dormant, and otherwise underserved accounts and converts that coverage into active, repeat business.

This role works primarily by phone, email, and virtual meeting, with occasional travel, and partners across sales, product, marketing, and operations to support account growth.

Account Ownership

• Own a defined book of smaller accounts across all four market segments.
• Develop a clear understanding of what each account buys, what it could buy, and who makes purchasing decisions.
• Investigate long-tail customers with curiosity and identify innovative ways to engage them.

Reactivation & Conversion

• Identify dormant and lapsed accounts and conduct structured outreach to reactivate them.
• Convert small and uncovered accounts into active, repeat customers.
• Prospect within the assigned book to identify new buyers and applications at existing accounts.

Inside Sales Execution

• Engage customers by phone, email, and virtual meeting, with occasional travel for high-value opportunities.
• Prepare and follow up on quotes and drive opportunities toward a decision.
• Bring appropriate product and segment expertise to each customer conversation.

Account Progression

• Flag accounts showing growth potential to the Strategic Accounts Manager.
• Support decisions on whether an account remains in the assigned book or transitions to a Regional Director or Territory Manager.

CRM Discipline & Reporting

• Use SFDC as the system of record for account data, activity, pipeline, and forecast.
• Report regularly on account reactivations, conversions, pipeline, and quote follow-through.
• Partner with Regional Directors and product, marketing, and operations teams so customer needs inform go-to-market decisions.