Sr. Business Development Representative - Industrial Sales

About the role

This is a remote position that can be based in Iowa, Georgia, Tennessee, California, Arizona, or Nevada. We are seeking an experienced Business Development Representative to drive new business growth across construction, quarrying, mining, and industrial markets throughout the assigned territory. This is a hunter-focused sales role responsible for identifying new opportunities, prospecting potential customers, developing relationships, and converting prospects into long-term accounts. The successful candidate will combine strong business development skills with the technical aptitude needed to understand customer operations and effectively sell specialized products, technical solutions, and services. The Business Development Representative will work closely with Sales, Operations, Technical Services, and field teams to develop new accounts, expand market share, and deliver solutions that provide measurable value to customers.

Responsibilities

• Identify, prospect, qualify, and secure new customer accounts throughout the assigned territory.
• Develop a strong pipeline of new business opportunities through consistent outbound prospecting, networking, referrals, industry events, and field activity.
• Build relationships with operational, technical, purchasing, and executive-level decision-makers.
• Conduct customer site visits to understand operations, production requirements, technical challenges, and opportunities for improvement.
• Develop and present proposals, competitive bids, and value-based solutions tailored to customer needs.
• Lead price and value conversations and support contract negotiations while maintaining established margin expectations.
• Meet or exceed new account revenue, gross margin, and business development objectives.
• Manage opportunities throughout the complete sales cycle, from initial prospecting and qualification through negotiation, close, onboarding, and account activation.
• Maintain accurate CRM records, opportunity stages, next steps, probability ratings, and sales forecasts.
• Monitor competitive activity, market conditions, customer buying behavior, and emerging opportunities within the territory.
• Develop a strong understanding of blasting applications, explosives products, technical solutions, and customer production environments.
• Partner with Technical Services and Product Specialists to address customer challenges and demonstrate technical solutions.
• Coordinate with Operations and field teams to support product delivery, customer onboarding, blast schedules, and ongoing service requirements.
• Work with Marketing on lead-generation initiatives, campaigns, trade shows, industry events, and other business development activities.
• Represent the company professionally at customer locations, industry associations, conferences, trade shows, and regional events.
• Maintain knowledge of applicable safety and regulatory requirements, including ATF, MSHA, OSHA, DOT, and relevant state and federal guidelines.
• Participate in required product, technical, regulatory, and safety training.
• Provide market and competitive intelligence to sales leadership to support territory and commercial strategy.

Qualifications

• Extensive experience in business development, outside sales, technical sales, or industrial sales.
• Demonstrated success in a hunter-style sales role, including prospecting, developing new accounts, and closing new business.
• Experience selling into construction, quarrying, mining, blasting, aggregates, or other heavy industrial markets.
• Experience with explosives, blasting services, technical industrial products, or other safety-critical products and services is highly valuable.
• Strong commercial acumen with experience in value-based selling, competitive differentiation, pricing discussions, and negotiation.
• Ability to understand customers' operations and translate technical products and services into clear operational and financial value.
• Ability to develop relationships with multiple stakeholders, from field and operational personnel to senior-level decision-makers.
• Experience managing complex or extended sales cycles with multiple decision-makers.
• Strong prospecting, lead-generation, territory development, and account acquisition skills.
• Experience developing proposals, responding to competitive bids, and supporting contract negotiations.
• Strong CRM proficiency with experience maintaining an organized sales pipeline and accurate forecasts.
• Technical aptitude and the ability to develop knowledge of blasting fundamentals, explosives products, electronic initiation systems, emulsions, technical solutions, and related applications.
• Knowledge of construction, quarry, aggregate, mining, or industrial customer operations and production cycles.
• Strong communication, presentation, relationship-building, and problem-solving skills.
• Self-motivated, persistent, and comfortable working independently in a field-based sales environment.
• Ability to collaborate effectively with Sales, Operations, Technical Services, Marketing, Finance, and field service teams.
• Bachelor's degree preferred; high school diploma or equivalent required.
• Valid driver's license and ability to travel extensively throughout the assigned territory.
• Ability to work remotely from a home office while spending significant time visiting customers and prospects in the field.

Compensation & Benefits

Competitive base salary of $120,000-$135,000, commensurate with experience.

Comprehensive benefits package.

Remote, field-based position serving customers throughout the assigned territory.

Opportunity to build and develop new business within established construction, quarrying, mining, and industrial markets.

Opportunity to represent a broad portfolio of technical products, solutions, and services.