Basic Function
The Business Development Lead is the architect of the company’s commercial growth system. The BD Lead owns the infrastructure that makes the entire commercial organization more effective: the pipeline process, the lead generation engine, CRM discipline, the service contract growth program, and the marketing-to-sales handoff. Working closely with the Marketing Manager and directly leading a business development team, the BD Lead ensures that Account Managers across all branches are consistently supplied with qualified opportunities and that the existing book of business is protected and grown.
Required Experience and Skills
Required
- 3+ years of B2B industrial or commercial experience in a sales, sales leadership, or commercial operations role, including direct experience with outbound telemarketing, inside sales, or business development functions
- Demonstrated experience leading or managing a pipeline generation function: inside sales team, telemarketing operation, or demand generation program
- Proven ability to design and implement sales processes, CRM workflows, and lead-handoff protocols — not just use them
- Experience partnering with a field sales team; understands how to enable and support sellers
- Strong collaboration skills with marketing — able to translate campaigns and content into pipeline activity and measurable outcomes
- Proficient with CRM platforms at both an administrative and process-design level (Salesforce, HubSpot, or equivalent)
- Demonstrated track record of meeting or exceeding pipeline generation and revenue growth targets
- Strong verbal communication skills: able to build rapport quickly, handle objections, and advance conversations toward a defined next step
- Comfortable with consultative selling approaches and able to articulate value propositions for technical products and services
- Customer-focused with a professional, service-oriented approach to every interaction
- Working knowledge of telephone-sales compliance including TCPA and Do-Not-Call (DNC) regulations
- Excellent organizational, facilitation, and written communication skills
- High school diploma or GED required
Preferred
- Direct experience in industrial equipment distribution, service, or manufacturing is preferred
- Background that includes both sales and aftermarket/service revenue — understands the value of recurring contract revenue
- Mechanical or industrial aptitude with an eagerness to learn
- Associate’s or bachelor’s degree in Business, Marketing, Engineering, Industrial Technology, or equivalent experience
Responsibilities
Pipeline and Lead Generation
- Oversee outbound prospecting activity across all branch territories; ensure appointment quality and Account Manager follow-through
- Oversee warm follow-up, inbound handling, and quote support activity; monitor open pipeline for stalls
- Maintain a 3× pipeline coverage ratio against quarterly revenue targets across the combined territory
- Coordinate with the Sales Manager to align BD-generated leads with Account Manager capacity and territory coverage
- Conduct weekly pipeline reviews covering all active opportunities, handoff status, and next actions
Service Contract and Retention Growth
- Drive service contract revenue growth of 10–15% year-over-year through Inside Sales / Customer Service Representative (CSR) programs
- Develop and maintain service agreement packages with branch service operations teams
- Convert uncontracted equipment customers across the installed base into service contract relationships
- Protect renewal rates above 90% through proactive contact cadences managed by Inside Sales / CSR
- Work with branch service managers to identify equipment nearing end-of-life as both a service and equipment sales opportunity
Marketing Collaboration
- Meet with the Marketing Manager weekly to align campaigns with active pipeline priorities and branch-level opportunities
- Provide win/loss data, customer feedback, and field intelligence to improve content and campaign development
- Ensure all campaign-generated leads enter CRM and are actioned within agreed service level timelines
- Co-develop vertical market campaigns targeting high-priority industries across the branch geography
Team Leadership and Reporting
- Lead Telemarketers and Inside Sales / CSR through daily standups, weekly reviews, monthly coaching, and performance evaluations
- Set, track, and report KPIs for each BD team member
- Present pipeline, performance, and growth metrics to senior leadership quarterly
- Assist with recruiting, onboarding, and developing BD team members as the organization scales
Tasks - The following tasks are required to accomplish the responsibilities above:
- Design and own the commercial pipeline process from prospect identification through Account Manager handoff
- Lead, manage, coordinate, train, and mentor Telemarketers and Inside Sales / CSRs
- Partner with the Marketing Manager on campaigns, content alignment, and lead generation programs
- Coordinate with the Sales Manager and Area Managers to ensure seamless handoff of qualified opportunities to Account Managers
- Build and maintain CRM pipeline discipline: staging, next actions, stall protocols, and reporting
- Drive service contract growth strategy in partnership with Inside Sales / CSR, branch service teams, and Area Managers
- Report pipeline health, market intelligence, and team performance to leadership on a regular cadence
- Establish processes, playbooks, and KPI frameworks needed to match growth
- Know, understand, and actively use company software and systems
- Attend cross-functional meetings; provide pipeline updates and commercial insights as required
Standards of Measurement and Performance
- CRM data entry compliance at 100% — same-day or next-business-day logging of all touchpoints
- BD team maintains agreed upon outbound call volume per day
- BD team generates agreed upon qualified equipment leads and appointments per month, by branch
- BD team generates agreed upon service leads and appointments per month
- BD team reactivates agreed upon number of dormant accounts per month
- BD team achieves 100% follow-up rate on all open service quotations
- Pipeline coverage ratio of 3× quarterly target maintained at all times
Physical Demands – replace with standard Brabazon details
- Regular requirement to speak, listen, and communicate clearly in person and by telephone
- Frequent sitting at a workstation; occasional standing, walking, and reaching
- Ability to occasionally lift office products and supplies up to 40 pounds
- Must wear and use proper PPE at all times when in shop, warehouse, or customer site environments
Pay: $60,000.00 - $75,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Disability insurance
- Employee assistance program
- Health insurance
- Health savings account
- Life insurance
- Paid time off
- Vision insurance
Work Location: In person
