Business Development Manager- National Accounts

Balco, Inc. is seeking a Business Development Manager for National Accounts to grow their lubricant and grease revenue with national account customers. The role involves developing strategies, building relationships, and leading the sales cycle to secure new business and expand existing 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
• 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
• Experience within Food Processing market segment