Business Development Manager

About the Role

Workwear Outfitters is a leading supplier of work apparel and footwear for diverse occupations in industries such as automotive, manufacturing, oil and gas, utilities, government, food services, telecommunications, hospitality, and more. Based in Nashville, Tennessee, we employ over 5,800 people globally and own trusted brands like Red Kap®, Bulwark®, Image Authority®, Kodiak®, Terra®, Liberty®, Work Authority®, Workrite® Fire Service, Chef Designs®, Horace Small®, Criticore®, and OOBE®. We are also the exclusive licensee for Dickies® apparel in the B2B channel.

Our purpose: We champion and empower workers who make our world work better.

Responsibilities

• Target, identify, and pursue multi-location enterprise opportunities within the $1M-20M annual spend tier across corporate, government, and industrial sectors.
• Assess clients’ needs, help them interpret information, and connect them with tools, resources, and data to make informed decisions.
• Position Workwear Outfitters’ portfolio of brands using value-based solutions and total cost of ownership, addressing customers’ business challenges.
• Help buying groups reconcile competing claims, identify patterns, and draw conclusions from multiple information sources to build consensus.
• Manage complex sales cycles (from discovery to contract negotiation) as the customer’s trusted advisor and strategic thought partner.
• Leverage technology, including Salesforce and AI tools, to automate administrative tasks, synthesize data, and draft customized value messaging at scale.
• Gather market and competitive insights to share feedback with internal product and strategy teams.
• Partner with Sales Development Representatives (SDRs) to handle top-of-funnel lead qualification and administrative tasks.

Requirements

• 5–10+ years of experience in B2B sales.
• Experience in complex industrial uniform programs.
• A proven track record of developing new business and managing long, multi-stakeholder sales cycles.
• Experience selling value-based solutions and total cost of ownership, not just price.
• Strong relationship-building skills and comfort engaging with senior-level stakeholders.
• Existing exposure to industries such as industrial services, transportation, logistics, utilities, or government is a plus.

Benefits

• Medical, dental, and vision insurance.
• Life and disability coverage.
• 401(k) retirement savings plan.
• Tuition reimbursement.
• Employee Assistance Program (EAP).
• Flexible Spending Accounts (FSAs).
• Additional employee benefits.