Industrial Business Development Manager

About the role

Accelerate Dillon Supply’s growth within core industrial customer segments by driving direct sales expansion and building organizational capability to penetrate large, complex industrial operations. This role leads business development efforts in high-value verticals and provides coaching, methodology, and field support to sales teams to strengthen Dillon Supply’s presence in the industrial market. Reports to the Director of Key Accounts.

Responsibilities

• Strategic Industrial Market Development
  • Identify, prioritize, and proactively engage the most strategic industrial customer segments within Dillon Supply’s service footprint.
  • Develop comprehensive vertical-specific strategies to expand Dillon Supply’s position in manufacturing-focused accounts, including:
    • Automotive & transportation manufacturing
    • Chemical processing & manufacturing
    • Machinery & equipment manufacturing
    • Food & beverage manufacturing
    • Electronics manufacturing
    • Metal fabrication and large-scale production environments
  • Build and execute long-range business development plans that drive Dillon Supply’s industrial revenue streams across all product categories.
• Sales Growth – Existing & New Industrial Accounts
  • Grow revenue within existing industrial accounts by implementing structured expansion plans, identifying operational gaps, and introducing Dillon Supply value-added solutions.
  • Identify and secure new industrial customers, building strong executive-level relationships and multi-department engagement to establish Dillon Supply as a preferred supplier.
  • Uncover high-value opportunities across Safety/PPE, MRO, PVF, Steel, and Storage & Handling categories.
  • Deliver consistent, measurable year-over-year revenue growth within the industrial market segment.
• Value-Added Program Implementation
  • Implement a value-add selling approach tailored to large industrial operations, emphasizing:
    • Safety program optimization
    • Inventory and supply chain efficiencies
    • Vendor-managed solutions
    • Process improvement and cost-reduction insights
    • Technical product support and category expertise
  • Introduce structured industrial programs that differentiate Dillon Supply from transactional distributors.
• Sales Team Coaching & Enablement
  • Mentor Account Managers on how to identify, win, and expand industrial accounts.
  • Lead field-based coaching, account strategy sessions, and joint customer calls to reinforce enterprise-level selling disciplines.

Requirements

• 5–7+ years of B2B industrial sales experience, preferably selling into large or multi-facility manufacturing customers.
• Demonstrated ability to develop new business while expanding revenue within established accounts.
• Proven strength in selling value-added programs, technical solutions, and performance-driven supply partnerships.
• Experience coaching or leading sales teams in account strategy, opportunity development, and enterprise selling skills.
• Strong understanding of manufacturing processes, industrial procurement, and operational needs across multiple verticals.
• Excellent communication, strategic planning, negotiation, and relationship-building abilities.
• Organized, self-driven, and capable of working cross-functionally to execute complex account strategies.