Business Development Specialist

Role Overview

• The Business Development Specialist is responsible for driving outbound and inbound sales activity to generate qualified opportunities, support distributor growth, and accelerate revenue within the Motion Safety business.
• This role partners closely with Sales Engineering, Marketing, Product Management, Customer Service, and Independent Manufacturer Representatives to execute campaigns, support the field sales team, and advance opportunities through the sales funnel.
• Drive outbound sales campaigns to targeted customers and optimize the impact of existing and new campaigns
• Source new sales opportunities through inbound lead follow-up and outbound cold calls and emails
• Pursue qualified end-user leads, create custom quotes, and identify appropriate distributors to collaborate on opportunities
• Qualify, route, and advance opportunities to further develop and close deals
• Assist the outside sales team by taking ownership and follow-up of established sales deals
• Create and manage pipeline activity using a disciplined inside sales cadence with consistent call and email activity, strong discovery, and clear next steps
• Manage relationships with assigned or growing distribution accounts
• Proactively develop, retain, and expand distributor relationships through upselling and cross-selling
• Activate and enable distribution partners to generate pull-through by providing talk tracks, tools, training, and campaign support
• Co-sell on priority opportunities and expand existing accounts
• Own vertical growth plans and execution for targeted markets including Parking Safety, Medium Duty Mats, and other incremental verticals
• Build target account lists and vertical playbooks, then execute quarterly campaigns, bundles, and focus product strategies to drive incremental revenue
• Create pipeline and close deals through disciplined prospecting, qualification, quoting, and opportunity advancement
• Collaborate with Business Unit Sales Engineers and Independent Manufacturer Representatives to support field sales efforts including site surveys, needs analysis, and product training
• Work closely with Marketing, Product Management, Customer Service, and other internal teams to earn new business and support customer success
• Partner with Product Management on new product launches, including training and campaign execution within the territory
• Understand end-market trends and industry best practices and apply relevant value propositions to targeted customers
• Use selective travel to unlock and accelerate large opportunities by conducting site visits, validating scope and solution fit, and converting findings into proposals that increase win rates and order size
• Continually develop verbal and written communication, listening, presentation, and phone skills.

Requirements

• Bachelor’s degree in Business, Marketing, or a related field preferred but not required
• 1–3 years of experience in inside sales, business development, or a related role
• Strong verbal and written communication skills
• Comfortable making high volumes of outbound calls and emails daily
• Ability to build rapport quickly and maintain strong customer relationships
• Experience using CRM platforms such as Salesforce, HubSpot, or similar tools
• Strong organizational and time management skills with the ability to manage multiple priorities
• Proven ability to meet or exceed sales targets in a fast-paced environment
• Self-motivated with a strong work ethic and a hunter mentality
• Familiarity with channel sales or distribution-based selling models
• Experience developing and executing account-based campaigns, vertical playbooks, or distributor enablement strategies
• Willingness to travel occasionally for ride-alongs, training, and key opportunity assessments.

Benefits

• comprehensive medical, dental, and vision coverage
• flexible hours and alternative work arrangements
• 401K plan with company match
• company-paid short and long-term disability insurance
• generous paid time off
• personal days
• robust employee wellness program